From Google Docs to a scalable pipeline.
Kojo runs creator campaigns for brands like Nvidia, Xbox and Lenovo. The pipeline behind that work lived in documents and in one person's memory. Sales and delivery now share a system the whole team can see.
Industry
Company Size
Focus
6
Clients, Up From One
60%
Client Concentration, Down From 90%
0
Dropped Handoffs
The pipeline only existed in one person's memory.
Kojo won a major client early, and that client owned the team's time. Growing past it meant selling and delivering at once, but there was no CRM. Deals lived in Google Docs and spreadsheets, and the real state of any one of them lived with the founder.
Talent management and enterprise sales ran separately with no shared view. Handoffs slipped between them, status took a meeting to establish, and every answer routed back through the same person.
Sales and delivery now share one record.
HubSpot holds the pipeline, with separate tracks for talent management and enterprise work. ClickUp carries delivery, Make.com moves information between them, and Slack tells the team when something changes.
01
Run talent management and enterprise deals as separate pipelines in HubSpot
02
Open the delivery project automatically the moment a deal closes
03
Build the client briefing document before the first call
04
Post pipeline and handoff changes to Slack as they happen
“I feel confident that we'll be able to support what we close without massively increasing opex.”
Gregg Clunis
“Above and beyond what I anticipated when we first spoke.”
Gregg Clunis
“As a foundation, it feels really strong to me.”
Gregg Clunis
Closing work stopped depending on one person.
Both teams see the same pipeline without asking who owns what.
Closed deals open their own delivery project, with nothing retyped.
The founder stopped being the only route to an answer.
New work can be signed without a matching rise in operating cost.
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