To support cross-company alignment and deal visibility for Agentic AI use cases, a dedicated Sales Pipeline for New Digital Intelligence (NDI) was developed and rolled out in HubSpot. This pipeline allows for seamless collaboration with our partner companies, while ensuring that internal sales workflows are synchronized and fully actionable.
The setup was designed for immediate usability, including customized views for efficient weekly partner meetings and real-time reporting enhancements.
Details
Approach:
The project delivered a fully functional sales pipeline with the following features:
- Pipeline Structure
- Custom deal stages tailored to Agentic AI sales opportunities.
- Mapped to both internal progression logic and external partner reporting needs.
- Created in real-time with active deal updates and adjustments during launch.
- Meeting-Optimized Views
- Customized preview windows showing all critical deal details (e.g., partner, use case, current status, next steps).
- Designed specifically for weekly partner sync meetings, enabling efficient discussion without deep navigation.
- Communication Integration
- Integration of email add-ons for syncing communication history.
- Emails automatically logged to the activity feed of each deal.
- Manual and automated deal creation and updates for new leads or status changes.
- Reporting & Line Items
- Created and assigned line items/products to each deal for improved reporting granularity and revenue forecasting.
- Supported structured documentation of AI solution types, scope, and value.
- Team Enablement
- Training sessions conducted to onboard the sales team into the new process.
- Custom internal surveys created to support ongoing enablement and feedback.
- Ongoing pipeline maintenance and support provided to ensure smooth usage across sales and strategy teams.
Objectives:
- Establish a dedicated pipeline structure for NDI-related sales opportunities.
- Ensure the process is fully aligned with partner workflows and external pipeline structures.
- Make all key deal information instantly accessible in meetings without needing to open individual deal records.
- Enhance visibility, traceability, and consistency in deal tracking, including synced email threads and activity logging.
Challenges
- The pipeline needed to meet internal process requirements and be compatible with the distinct workflows of multiple partner companies.
- Custom deal views had to be created to allow efficient status reviews during weekly catch-up calls.
- Sales enablement required hands-on coordination and ongoing maintenance across both CRM and team workflows.
Results
The result is a streamlined, partner-aligned sales pipeline that makes deal coordination for Agentic AI use cases faster, clearer, and more collaborative. The pipeline now serves as the central source of truth for internal strategy and external partner discussions — and continues to evolve through tight feedback loops and usage-based iteration.
This foundation not only improved meeting efficiency and deal traceability, but also laid the groundwork for future integrations and scale across strategic partnerships.