A revenue motion held together by hand
The manufacturer sells high-value capital equipment through direct reps and international distributors. Leads were typed into the CRM and routed by hand, quotes lived in spreadsheets, and the marketing platform was empty.
Routing was unreliable, with many accounts and opportunities assigned to the wrong owner or to someone who had left. Nothing showed whether a distributor was working a lead. There were no rules for moving contacts between marketing and sales, and installed instruments, service contracts, and feedback were not on the account record.
Six phases, in the order that holds
FullFunnel took the team from audit to a working revenue system in one year, in the order that holds: diagnose, design, clean, standardize, integrate, measure, then automate the post-sale motion. The client approved the design in the first phase, and it became the reference for every later sprint.
Each layer rests on the one before it. Routing, scoring, attribution, and asset-based quoting all depend on correctly owned accounts, so the foundation came first.