Client: Cue
Region: UK and South Africa
The Data Foundation • Prospecting Engine • Sales-Ops & Workflow Automation
Before partnering with Revenanas, Cue's revenue operations were being held back by infrastructure that couldn't grow with their ambitions. While the team had strategic clarity on their ICPs, the execution layer was fundamentally broken.
The core problems:
- Inconsistent Ownership Logic: HubSpot's ownership structure lacked rigor and wasn't built to scale. As the team grew, account assignment became increasingly chaotic and error-prone.
- Manual, Fragmented Prospecting Journey: The path from research to outreach was painful for both AEs and SDRs—requiring manual effort at every step, from finding prospects to enriching data to crafting outreach.
- Data Quality Issues: The CRM wasn't a reliable source of truth. Incomplete, inconsistent data meant the team couldn't trust what they saw or build effective automation on top of it.
- ICP Execution Gap: Cue knew exactly who their ideal customers were, but had no systematic way to translate that clarity into scalable, repeatable execution.
- Growing Pains: Every new team member added complexity instead of capacity. The system was becoming more fragmented, not more powerful, as the company scaled.
Over a focused three-month engagement, we rebuilt Cue's revenue operations from the ground up—not just fixing surface-level issues, but engineering permanent infrastructure designed to scale.
1. Rebuilding HubSpot Ownership Logic
We redesigned and implemented a complete ownership structure that operates like a scalable system:
- Clear, consistent rules for account assignment
- Logic that grows cleanly as new team members join
- Eliminated ownership conflicts and coverage gaps
- 100% company ownership with zero ambiguity
2. Designing Automated Prospecting Workflows
We engineered end-to-end workflows connecting Clay through to Gong, automating the entire prospecting journey:
- Automated prospect identification and enrichment
- Intelligent routing based on ICP fit
- Seamless data flow from research to outreach to conversation intelligence
- Integration architecture connecting the full tech stack
3. Preserving Quality Through Strategic Automation
Rather than blindly automating everything, we identified where human judgment adds value:
- Kept decision points where full automation would harm quality
- Automated repetitive research and data entry tasks (80% reduction)
- Enabled reps to focus on strategic decisions and conversations
- Aligned automation precisely with Cue's go-to-market strategy
4. Building a Future-Proof Data Foundation
We cleaned, standardized, and structured CRM data to serve as a reliable foundation:
- Data hygiene and normalization
- Consistent enrichment processes
- Single source of truth the team can trust
- Infrastructure ready to support future growth
The three-month engagement delivered measurable improvements and, more importantly, permanent infrastructure that continues to compound value.
For Cue:
- 100% Company Ownership Coverage: Every account in their target universe now has clear, unambiguous ownership—eliminating confusion and ensuring nothing falls through the cracks.
- 80% Reduction in Manual Prospecting Work: Automated workflows eliminated the bulk of time-consuming research and data entry, freeing AEs and SDRs to focus on high-value activities.
- Expanded People Coverage: The team now reaches more decision-makers across their target accounts without adding headcount or manual effort.
- Built to Scale: The ownership logic and workflows grow cleanly as the team expands—adding capacity without adding chaos.
- Quality Preserved: By strategically placing human decision points, Cue maintains high-quality outreach while benefiting from automation's efficiency.
- Future-Proof Foundation: The infrastructure isn't just solving today's problems—it's built to support Cue's growth trajectory for years to come.
- Velocity Gains: The journey from research to outreach to closed conversation is now faster and more efficient, accelerating the entire revenue motion.
From the Client:
"Revenanas rebuilt our HubSpot ownership structure so it can scale cleanly as the team grows. They designed and executed automated prospecting workflows in Clay through to Gong, significantly reducing manual effort. Crucially, they preserved human decision points where full automation would have harmed quality, aligning precisely with our strategy."
— Fionn Hart, Head of Sales, Cue
Beyond the technical deliverables, Cue's experience working with Revenanas reflected our approach as fractional GTM engineers rather than external consultants.
What made the partnership effective:
- Deep Listening and Strategic Push: We listened carefully to the brief, then pushed Cue's thinking on what was realistically possible—challenging assumptions while respecting constraints.
- Internal Team Extension: We operated as part of Cue's team, not as outside vendors. Decisions were collaborative, and handoffs were seamless.
- Tight, Responsive Communication: Communication stayed consistent and responsive across Slack and calls before, during, and after delivery—no waiting days for answers.
- Strong Post-Implementation Support: After delivery, support remained proactive rather than reactive, ensuring the infrastructure continued to perform as the team scaled.
"They listened carefully to the brief and pushed our thinking on what was realistically possible. They operated like an extension of our internal team rather than an external consultant. Communication was tight and responsive across Slack and calls before, during, and after delivery. Post-implementation support has remained strong and proactive."
— Fionn Hart, Head of Sales, Cue
