A buyer's journey map, 40+ rule scoring model, chatbot and seven-stage pipeline for a company that hosts Bitcoin and crypto mining hardware.
CRM & RevOpsIntegrations
7Deal stages
40+Scoring rules
14Chatbot answers
8Qualifier properties
Scope at a glance
Project overview
The company hosts Bitcoin and crypto mining hardware in its data centers and also sells rigs that customers host with it. The sale runs through contracts and negotiation, but HubSpot was not yet set up to qualify leads, guide reps or report on the pipeline.
Client shown anonymously. Details shared with the client’s approval.
Business challenge
Rig type, quantity, goals and timeline were not captured in a structured way. Duplicate lead type and lead status properties caused confusion, new contacts had no owner or prompt to review, deal stages did not trigger tasks or alerts, and nothing prompted a renewal conversation when hosting contracts ended.
Goals and requirements
Map the journey from first click to signed contract
Capture qualifying details once, in the right field
Rank leads by fit and engagement
Give every deal stage its own follow-up
Proposed solution
We mapped six phases of the journey and defined what HubSpot should do at each: who is notified, what task is created and how long to wait. Qualifier properties feed a scoring model of 40+ rules and round-robin owner assignment, a chatbot answers common questions, and a seven-stage pipeline creates deals automatically and chases quiet ones.
Implementation process
01
Draw the journey before building it
Sources, stages, triggers, tasks, delays and alerts mapped on one page, with open questions flagged for the team rather than guessed.
02
Ask the right questions at the right time
Qualifying questions sorted by who asks and when, stored in dedicated properties; duplicate lead type and status properties merged.
03
Let fit and engagement rank the leads
Scoring rewards fit and engagement and subtracts for red flags; MQL and SQL workflows update status and create tasks.
04
Give every deal stage its own follow-up
Automatic deal creation, stage workflows, required closed-won and closed-lost reasons, and renewal planning that starts 100 days before the end date.
Services and technology stack
Services delivered
Buyer's journey mapping
Lead scoring
Chatbot flows
Pipeline workflows
Technology
HubSpot Sales Hub
HubSpot Marketing Hub
HubSpot chatbot
Round-robin routing
Skills shown
HubSpot implementation
Lead scoring
Chatbot flows
Sales pipeline design
Workflow automation
Round-robin routing
Sales qualification
Deliverables
Buyer's journey map
Eight qualifier properties
Lead scoring, MQL and SQL workflows, round-robin assignment
Conversational chatbot with 14 answers plus sales, learning and support paths
Seven-stage pipeline workflows
Renewal date field and renewal pipeline
What the team gained
One process everyone can see across marketing, SDRs, reps and leadership
Leads ranked and routed so high-fit, high-intent contacts reach the right person
A pipeline that nudges itself: stages trigger tasks and alerts
These are qualitative benefits described by the project team. No performance or revenue figures are claimed.
Screens and diagrams
Illustrative preview created for this case study. It is a simplified rendering, not a screenshot of the client’s live system.
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