S – Situation

Menlo79, a fast-growing software company, had been managing sales through makeshift solutions for years. Initially using Excel as a CRM, they moved to various platforms before settling on HubSpot two years ago. Their setup, built by working students and supplemented by self-learning, served basic outreach and KPI tracking needs. However, it lacked strategic depth and professional structure. Crucially, they had never stepped back to reassess their systems holistically or aligned them with best-in-class B2B sales practices.

P – Pain

• The CRM setup was fragmented and lacked scalability.
• Internal efforts hit a ceiling in terms of time, manpower, and know-how.
• The sales team wasn’t equipped with a structured or optimized process.
• There was no lead pipeline or clear visibility into top-funnel performance.

I – Impact

With SalesPlaybook's support, Menlo79 rebuilt their CRM from the ground up, including a new sales workspace and dedicated lead pipeline, greatly improving visibility and funnel alignment. Their entire sales process was documented and redesigned using industry best practices, with clarity around ICP and sales stages. KPI tracking and reporting were enhanced, enabling more precise, data-driven decision-making. Altogether, these improvements gave the team a structured, scalable sales system that supports sustainable growth.

C – Critical Event

The realization came when Menlo79, despite growing product demand, recognized they couldn’t scale their sales efforts with existing tools and in-house capacity. This prompted them to seek structured, professional help to build a sales infrastructure that could support rapid growth.

E – Decision

Menlo79 chose to work with SalesPlaybook because of their combined strengths in CRM implementation and sales process design. The collaboration brought both technical and commercial expertise, enabling Menlo79 to build a scalable and repeatable sales system.