Success Story
Eye-Able Impact Study: Turning Fragmented Outbound into a Governed HubSpot System of Record
Company
Eye-Able
Services used
Outbound RevOps Infrastructure (HubSpot)
Industry
Digital Accessibility Software (SaaS)
The Client
Eye-Able is a leading European provider of digital accessibility solutions, helping organisations across e-commerce, healthcare, logistics, and finance comply with web accessibility standards like WCAG and the European Accessibility Act (EAA). With a mission to make the internet barrier-free for users with visual, motor, and cognitive impairments, Eye-Able combines AI-driven software, automated scans, and manual expert audits to support over 20,000 websites across Europe.
The Challenge
Eye-Able entered a critical top-of-funnel stabilisation phase. HubSpot was operational, but as their outbound motion scaled across internal SDRs, AEs, and external agency partners, the team lacked the infrastructure and governance needed to keep pipeline data clean, attributable, and trustworthy.
Scattered Data Flow for Agency-Sourced Leads: Leads generated by external agency partners had no clean, synchronised path into HubSpot. Lead, Company, and Contact creation wasn't standardised, putting CRM hygiene and attribution at risk with every handoff.
No Meeting-Booking Structure: "Meeting Scheduled" lived as a stage inside the Deal pipeline itself, meaning every agency-booked meeting inflated the sales forecast and collapsed the distinction between early-stage prospecting activity and a confirmed revenue opportunity.
No Clear Outbound Object Approach: There was no defined model for how outbound activity should live in HubSpot — Lead-based, Contact-based, or Deal-first — leaving ownership, routing, and reporting logic undefined across SDRs, AEs, and agency partners.
The Solution
RevOps Automated partnered with Eye-Able to design and implement a governed outbound infrastructure in HubSpot. The engagement was delivered as an MVP build under a shared execution model, with senior strategists architecting the system and Eye-Able's internal CRM team executing agreed configurations under guidance.
Agency Lead Handoff & Attribution: We built automated lead routing and attribution workflows for every agency-sourced lead, with synchronised Lead, Company, and Contact creation, and ownership assigned automatically against existing company ownership to prevent territory conflicts. This process eliminated time spent looking for a meeting from an agency to a direct booking page, giving back up to 2 days a month to reinvest.
Lead Object Model: We built a unified HubSpot Lead object anchored to Company and Contact records to support Eye-Able's Account-Based Marketing strategy, then moved "Meeting Scheduled" out of the Deal pipeline entirely, rebuilding it as its own Lead-object stage to restore clean forecasting.
Sales Workspace Rollout & Enablement: Sales was upskilled on the new Outbound Lead Pipeline and the HubSpot Sales Workspace through a Train-the-Trainer model — two live sessions, one for Ops covering bulk lead imports and the agency routing process, and one for Sales covering Sales Workspace and new pipeline usage — designed to equip internal champions to extend rollout independently.
Agency Performance Reporting: We deployed automated post-meeting feedback and no-show workflows, plus a leadership dashboard tracking lead volume by source, meetings by agency, and meeting quality/no-show rates by agency and owner, giving Eye-Able the reporting needed for billing reconciliation and partner quality audits for the first time.
"Before RevOps Automated, our outbound motion was scaling faster than our ability to govern it — agency leads had no clean path into HubSpot, and 'Meeting Scheduled' sitting inside our deal pipeline meant we couldn't trust our own forecast. They gave us a single, enforceable system of record: automated agency routing and attribution, a proper Lead object model, and dashboards that finally let us hold partners accountable on quality and no-shows. They delivered the full build two weeks ahead of schedule, and the Train-the-Trainer approach means our own team can carry it forward. For the first time, we have a hard line between prospecting activity and real revenue opportunity."
Eye-Able Leadership
The Impact
2
weeks
ahead of schedule
The MVP outbound infrastructure cut over to production on 15 June 2026, roughly two weeks ahead of the engagement's end-June target, with the full Lead object model, agency routing, and reporting all going live at the same cutover.
100
%
of agency-booked meetings removed from the sales forecast
"Meeting Scheduled" was rebuilt as a dedicated Lead-object stage rather than a Deal-pipeline stage, giving leadership a hard line between top-of-funnel prospecting activity and confirmed revenue opportunity for the first time.
100
%
per-agency meeting visibility
Automated triggers and feedback forms for "Completed" and "No-Show" outcomes now give Eye-Able precise, per-agency data for billing reconciliation and quality audits, replacing an agency-by-agency guessing game with a leadership dashboard tracking lead volume, meeting quality, and no-show rates by source and owner.
2
champion teams enabled (Ops + Sales)
A Train-the-Trainer model equipped Ops and Sales champions to extend the new pipeline and Sales Workspace across the wider team independently, reducing reliance on ROA for future rollout.
