Revenue Operations Services
Revenue Operations Services for
B2B Tech Companies
scaleMatters is a revenue operations services company for B2B tech companies with $10M–$100M ARR. Since 2018 we have fixed, run, and optimized the CRM, data and reporting systems our clients already use like Salesforce and HubSpot. We do not sell software. Embedded RevOps starts at $5,000 a month.
By: Vinny Poliseno, President & Co-founder • Last Updated: November 6, 2026
Client retention
Average client relationship length
New Business from referral
Exclusively serving B2B tech
When do B2B tech companies hire a revenue operations services firm?
Most engagements start the same way: a new CRO, CMO, or CFO inherits a go-to-market system nobody trusts.
Crack #1
The data nobody trusts
The CRM and the financial model disagree. Pipeline reviews turn into data audits. Board prep is a scramble every quarter.
Crack #2
The attribution black hole
Campaigns are running, but connecting them to pipeline takes a spreadsheet and an asterisk. Source fields have been repurposed so often nobody knows what they mean.
Crack #3
The system nobody owns
The CRM became load-bearing without ever being designed for the weight, and the people who built the workarounds have left.
We call this the GTM Reckoning: the moment a leader realizes the reporting problem is a system problem.
Another tool, dashboard or AI agent on top won't fix a foundation that was never designed.
What are the ways to work with scaleMatters?
Three engagement models. No hourly billing on any of them.
Embedded RevOps
From $5,000/mo
Monthly retainer • 6-mo initial commitment, then ongoing
CRM administration and optimization, reporting and analytics buildout, process design and documentation, tech stack management and integrations, RevOps roadmapping.
Best for: teams with no RevOps function, or one person stretched across everything.
Strategic Projects
Fixed fee
Bill on milestone • defined scope and end state
Salesforce and HubSpot implementations, CRM and marketing automation migrations, revenue diagnostics and system audits, integration and data architecture work.
Best for: a specific problem with a clear finish line.
Advisory
Scope on a call
Senior-level access, as needed
RevOps architecture review, board and investor prep for GTM metrics, in-house team capability review, roadmap and prioritisation, RevOps data security review.
Best for: teams with in-house execution that want senior outside perspective.
What revenue operations work does scaleMatters do?
CRM architecture & administration
Salesforce and HubSpot configuration, objects, validation rules and release management.
CRM architecture & administration
Salesforce and HubSpot configuration, custom objects and fields, validation rules, page layouts, sandbox and release management, platform governance.
Data quality & normalization
Deduplication and standard lead source, deal type and subscription type.
Data qualiy & normalization
Deduplication, standardising lead source, deal type and subscription type, removing conflicting automation.
Funnel & lifecycle design
Standard funnel stages from first touch to closed deal.
Funnel & lifecycle design
Stage standardisation (Suspect, Lead, MQL, SAL, SQL), lead status simplification, opportunity stage redesign, stage-history tracking.
Attribution & marketing operations
Source attribution tied to pipeline dollars and consistent UTM data.
Attribution & marekting operations
Source attribution tied to pipeline dollars, consistent UTM data, campaign tracking, lifecycle stages that mean the same thing to every team.
Reporting & forecasting
Board-deck metrics, pipeline analytics and forecast setup.
Reporting & forecasting
Dashboards, board-deck metrics, pipeline analytics, forecast setup, reporting across Salesforce, HubSpot, Salesloft and Gong.
Integrations & data architecture
APIs, data pipelines, webhooks, error monitoring, CRM-to-billing syncs.
Integrations & data architecture
API connections, data pipelines, webhook logic, error monitoring, CRM-to-billing syncs.
Quote-to-cash & CPQ
Salesforce CPQ stabilisation and MRR and ARR capture.
Quote-to-cash & CPQ
Salesforce CPQ stabilisation, product and pricing rules, MRR and ARR capture, renewal and expansion tracking.
Platform migrations
CRM and marketing automation replatforming, for example Pardot to HubSpot.
Platform migrations
CRM and marketing automation replatforming, for example Pardot to HubSpot.
Lead routing & GTM automation
Speed-to-lead routing by territory, segment, etc...
Lead routing & GTM automation
Speed-to-lead routing by territory, segment, etc...
What does scaleMatters not do?
Scope decides fit faster than anything else on this page, so here it is plainly.
✖️ We don't sell software. Our former GTM analytics product, SellScience, was discontinued in 2025. We work entirely inside the tools you already own.
✖️ We don't run marketing or sales. No demand generation, paid media, creative, or outsourced SDR and BDR headcount.
✖️ We don't do IT infrastructure or cybersecurity services. We serve cybersecurity company GTM functions; we don't secure networks or devices.
✖️ We don't implement ERP or finance systems such as SAP, Oracle or Microsoft Dynamics.
✖️ We don't design territories or compensation plans.
✖️ We don't sell AI agents as a product. We help configure AI features already in your stack.
✖️ We don't give legal, financial or compliance advice. We'll point you to the right advisor.
✖️ We don't promise ROI or a timeline before an audit. We scope real numbers after we've seen your system.
Which tools does scaleMatters work in?
- Salesforce (incl. CPQ)
- HubSpot
- Account Engagement (Pardot)
- Outreach
- Salesloft
- Gong
- ZoomInfo
- Apollo.io
- Chili Piper
- LeanData
- Clari
- Stripe
- PandaDoc
- DocuSign
- Calendly
- Qualified
Platforms our team has configured and supported for clients. scaleMatters holds no Salesforce or HubSpot partner tier; team members hold individual Salesforce, HubSpot, Chili Piper, LeanData, ZoomInfo and Gong certifications.
Who does scaleMatters work with?
INDUSTRIES WE SERVE
- Cybersecurity companies
- FinTech
- B2B SaaS
- AI-native tech
- IT services
- GTM and marketing agencies
COMPANIES WE SERVE
- $10M–$100M ARR
- Series A–D
- VC-backed
- PE-owned
- Bootstrapped and scaling
How does a scaleMatters engagement run?
STEP 01
Assess
How your revenue engine works today: systems, data, processes, reporting and team structure. Most engagements start with an audit that takes 2–4 weeks.
STEP 02
Design
Before changing anything, we design the future state around where the business is headed.
STEP 03
Execute
Configuration, automation, integrations, data and process changes. The team that designs it delivers it.
STEP 04
Optimize
RevOps is never finished. We keep refining the foundation as priorities and systems change.
Every engagement is led by a senior RevOps architect who owns the strategy and the relationship, with tool specialists brought in as the work needs them. Support runs Monday to Friday, 9 to 5 Eastern, through Slack, email and ticketing.
How is scaleMatters different from other ways to get RevOps done?
Three engagement models. No hourly billing on any of them.
| Option | Examples | Typical strength | Where it falls short for a $10-$100M ARR team? |
| In-house RevOps hire | A RevOps manager or Salesforce admin | Full-time context on your business | One person rarely covers CRM architecture, integrations, reporting and strategy, and the knowledge leaves with them |
| RevOps specialist firms | Go Nimbly, Lane Four, RevPartners, Think RevOps | Dedicated RevOps focus | Platform focus and stage vary; check Salesforce depth if Salesforce is your system of record |
| Large Salesforce or HubSpot partners | Aptitude 8, New Breed, systems integrators | Partner tier and implementation scale | Often scoped as platform-specific implementation projects rather than ongoing ownership of the whole GTM system |
| Marketing & growth agencies with RevOps | Directive, SBI Growth | RevOps tied to demand generation | RevOps is one service among many |
How does scaleMatters handle security & access?
Outsourcing RevOps extends your security perimeter to another company, usually with admin-level access to marketing, sales, customer success and finance data.
- SOC 2 Type II Audited annually, not self-reported
- Role-scoped access Access limited by role, with no shared logins
- Audit trail Every data change is recorded
- Clean exit Access removed when the engagement ends; client data encrypted and deleted about 30 days after termination
What do scaleMatters clients say?
★★★★★
"If you are looking for a partner who is strategic, reliable, and committed to our long term success, I would strongly recommend scaleMatters."
Sean Callison
SVP, Sales & Marketing @ Clearpoint Strategy (client since 2022)
★★★★★
"scaleMatters is the most effective and efficient SFDC Ops team I've ever worked with. They're very communicative and patient - great partners. Excellent solutioning to projects without the overkill on complexity. I'd recommend them to anyone."
Rachel Hayes
Head of Marketing @ TeamSupport (client since 2026)
★★★★★
"We engaged scaleMatters to help us modernize our GTM tech stack. Now, we're getting all the data and reporting we need at a very granular level across our global sales team."
Mike Learner
Managing Director @ LabWare (client since 2020)
More reviews on G2 and Salesforce AppExchange.
See what we worked on last week.
Real work. Real clients. Updated weekly. A running log of what the team is actually solving because the problems we're tackling might just be the same ones you're dealing with right now.
HOW EVERY ENGAGEMENT RUNS
Step 01
Assess
We start by understanding how your revenue engine actually operates today. Systems, data, processes, reporting, and team structure. We identify what's working, what's broken, and where the biggest opportunities exist.
›Step 02
Design
Before making changes, we design the future state. We align systems, processes, and reporting to support where the business is headed, not just today's requirements.
›Step 03
Execute
We implement the solution. Configuration, automation, integrations, data, reporting, and process changes. The same team that designs the solution delivers it, ensuring speed, continuity, and accountability.
›Step 04
Optimize
Revenue operations is never finished. As your business grows, priorities shift, and systems evolve, we continuously refine and improve the foundation to keep pace with the business.
Frequently asked questions
No. scaleMatters is a revenue operations services company. Our former GTM analytics product, SellScience, was discontinued in 2025, and we now work entirely inside the tools clients already use.
Embedded RevOps is a flat monthly retainer starting at $5,000 a month, with a 6-month initial commitment. Strategic Projects are fixed-fee and billed on milestones. We don't bill hourly.
The first months cover the audit and the foundation work that later improvements depend on. A shorter term usually means paying for the diagnosis and leaving before the fixes land.
One hire rarely covers Salesforce architecture, integrations, reporting and strategy at once. Embedded RevOps gives you a senior RevOps architect plus tool specialists, and the documentation stays with you if the team changes.
A partner tier reflects a firm's relationship with one vendor. What matters for your CRM is who does the work: our team holds individual Salesforce and HubSpot certifications, we're SOC 2 Type II audited annually, and our clients stay: 82% retention and a 3.3-year average relationship.
Both, and the integrations between them. Most of our delivery work is in Salesforce, and many of the problems we fix sit where Salesforce and HubSpot meet.
Most engagements start with an audit that takes 2–4 weeks. We won't promise a delivery timeline or ROI until we've seen your system.
Every engagement is led by a senior RevOps architect who owns the strategy and the client relationship. Tool specialists join as the work needs them, so you don't pay for expertise you don't use.
Yes. On full payment, the configuration, documentation and reporting we build belong to you, and we hand documentation to your internal system owners.
No. We build and run the systems your marketing and sales teams use. We don't run campaigns or provide SDR or BDR headcount.
Yes. Cybersecurity and fintech companies are core clients. We're SOC 2 Type II audited annually, access is scoped by role with an audit trail, and access is revoked when an engagement ends.
Yes. PE-owned portfolio companies are part of our core client base, alongside venture-backed and bootstrapped companies. They often come to us when GTM reporting has to hold up in board and investor reviews.
Every solution starts with a conversation.
Tell us where you are. We'll tell you if we're the right fit.