Series A–B SaaS • RevOps Process Design — By Kasey Chan, GrowthKitty
There is a pattern in almost every failed HubSpot implementation. The technical configuration is fine. The workflows fire. The properties exist. But six months later, the sales team has reverted to spreadsheets and nobody trusts the pipeline data. The failure almost always traces back to the same root cause: the process was never properly designed before the build started.
Phase 1: Pre-discovery stakeholder survey. Run async before any whiteboard session. Captures current tools, pain points, wish-list items, and tool familiarity levels. Goal: surface hidden blockers before seniority bias dominates the room.
Phase 2: Alignment workshop on Miro. 60 to 90 minutes with stakeholders and the ops lead. Map current-state journey in swim-lane format: lead to contact to deal to stage. Align on top three to four goals for the next three to six months.
Phase 3: Process architecture and backlog. Build a tiered backlog: must-have pipeline controls, should-have automation, nice-to-have reporting. Define required field logic, deal stage entry and exit criteria, and ownership rules in writing.
Phase 4: Governance and change control. Define who can create and edit properties, pipelines, and workflows and document it. Build naming conventions and folder structure so the portal is auditable at scale.
Phase 5: Staged rollout and adoption plan. Pilot with one team or deal type first. Use HubSpot audit log and reporting to validate behaviour before org-wide release.
The diagnostic question: If your most senior RevOps person left tomorrow, could someone else look at your HubSpot and understand why every property, workflow, and pipeline stage exists without asking anyone?
Does this sound like your situation?
Kasey works directly with B2B teams to fix exactly these problems — no juniors, no handoffs.