A market intelligence operation running across three East African countries – with two distinct commercial processes, hundreds of active client relationships, and a CRM that could not answer a single question about either.

Sector: Agricultural Market Intelligence
Geography: East Africa — Kenya, Tanzania, Uganda
Engagement: May – June 2026

Capabilities: CRM Implementation | Data, Analytics and Reporting | Training and Capability Building

Architecture: WHAT WAS DESIGNED

Classification Framework

• COMPANY RECORD – Six new or modified properties including a clean Sector dropdown replacing three inconsistent legacy fields, a new Industry field separating client type from sector, Contract End Date for renewal visibility, Client Type, Delivery Method, and Reporting Frequency. Country/Region converted from free text to a structured dropdown across all markets.
• CONTACT RECORD – Buying Role activated from existing HubSpot default – Decision Maker, Influencer, Technical Contact, Procurement. Three unused properties removed. Country/Region standardised to match Company record.
• DEAL RECORD – Eight new properties: Service Line, Deal Source, Lost Reason (seven-option dropdown agreed with the client team), Abandoned Reason, Go/No-Go Decision, No-Go Reason, Contract Reference, and AgriTrack Track. Deal naming convention standardised. Deal-to-company association protocol established.

Pipelines: WHAT WAS BUILT

• Subscription Pipeline – Ten stages from Client Identified to Won, Lost, and Abandoned. Each stage carries a defined trigger, a named owner, and a probability percentage. Won trigger defined precisely — signed contract, LPO, or written approval from a decision-maker. Lost Reason required on move to Lost. Abandoned defined as three follow-up attempts over six weeks with no response.
• Project Pipeline – Seven stages from Opportunity Identified through a formal Go/No-Go Review to Won, Lost, and Abandoned. Go/No-Go is a named, recorded decision point — not an informal conversation. A No-Go Reason field captures why the opportunity was declined, which accumulates into a pattern over time.

Dashboard Views: WHAT WAS CONFIGURED

• Leadership View Pipeline health by stage, separately for each revenue line. Deals closing this quarter sorted by value. Won deals year to date.
• Relationship View Active clients not contacted in 30 or more days. Contracts reaching end date within the next 90 days. Both views built within the existing HubSpot Starter subscription – no upgrade required.

Training: HOW IT WAS HANDED OVER

Live recorded session A 90-minute session delivered directly in the client’s live HubSpot account. Every property created, every pipeline stage configured, every dashboard view built — on screen, in sequence, at a pace designed for replay. The recording and the Classification Framework together serve as a permanent build reference for the implementation team.

Technical stack: BUILT WITHIN

HubSpot Sales Hub Starter | HubSpot Marketing Hub Starter | Custom dropdown properties | Checkbox properties | Date properties | Two-pipeline architecture | Filtered list views | Outlook integration confirmed | Deal stage probability configuration | Association protocol | Data cleanup sequence

Data cleanup: WHAT THE CLIENT TEAM OWNS AFTER

A sequenced eight-step cleanup and migration plan: Sector migration before deletion of legacy fields, Industry population for all active companies, Contract End Date entry for all active subscription clients, full deal migration from the default pipeline to either the Subscription or Project pipeline, Country/Region standardisation, Lifecycle Stage update, and quarterly meeting tasks assigned on every active company record.

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QALLANN NOTE:

This portfolio entry shows what was built. The diagnostic work that preceded it — what the system revealed when reviewed, what the data surfaced that had been invisible, and why the architecture was designed the way it was – is documented separately in the case study for this engagement.

The client’s implementation team is completing the build and data migration using the Classification Framework and session recording as their guide.