How GrowthSpree Rebuilt ClearTax's Revenue Operations
A full RevOps overhaul — CRM migration to HubSpot, marketing attribution wired into Salesforce, and intent-based lead scoring — that lifted email engagement to a 76.74% open rate and booked 26 sales calls.
The Mission
ClearTax is a tax and investing platform that simplifies financial lives for Indians. As it scaled, marketing and sales needed a revenue engine that could prioritize the right leads, attribute marketing's impact, and move qualified prospects to sales without friction.
The Challenge
Leads were pushed directly into the CRM with no engagement context, so SDRs couldn't focus on the leads that mattered — every lead looked the same. At the same time, marketing struggled to attribute opportunities and revenue: the target group was small and most prospects were already in the CRM, making it hard to prove the impact created on existing accounts.
Key Challenges Identified
Our Strategy
We rebuilt ClearTax's revenue operations from the data layer up: choose the right CRM, wire marketing attribution into the existing Salesforce motion, and build a lead-scoring engine so sales could focus on the prospects most likely to convert. On top of that foundation, we layered lifecycle automation across signup, nurturing, and follow-up.
The GrowthSpree Approach
GrowthSpree evaluated multiple CRMs — Pardot, Zoho, and HubSpot — and selected HubSpot because the sales team already ran on Salesforce and HubSpot offers native Salesforce integration. With HubSpot, marketing could run workflows and pass attribution to accounts and opportunities through custom workflows, so its efforts were finally credited.
We then built a lead-scoring mechanism in HubSpot using source of lead, company size, email domain, revenue, website interactions, and content engagement across email, WhatsApp, and SMS — passing intent signals to sales and automating the full lifecycle from signup nurture to status-based calling drips.
How GrowthSpree Saved the Day
CRM Evaluation & HubSpot Setup
We evaluated Pardot, Zoho, and HubSpot, then chose HubSpot for its native Salesforce integration — so the existing sales motion stayed intact while marketing gained workflows and reporting.
Marketing Attribution
Custom workflows passed engagement data to accounts and opportunities, so marketing could finally attribute its impact on already-existing prospects and tie opportunities and revenue back to its efforts.
Lead Scoring Engine
A scoring model weighing source, company size, email domain, revenue, website interactions, and content engagement routed only high-intent leads — those above the score threshold — to inside sales.
Our Plan of Action: From Raw Lead to Sales-Ready
We built a unified data model, a scoring flow, and end-to-end lifecycle automation so every lead arrived at sales with full context.
Unified Lead Model & Data Layer
Mapped traffic sources, lead attributes, and a HubSpot database structure — Contact to Account to Opportunity, with unique identifiers — so every lead carried full source and engagement context from capture onward.
Lead Qualification & Scoring Flow
Built the qualification process — unique identifier, lead scoring, product interest, and revenue information — so leads above the score threshold route straight to inside sales and into Salesforce as opportunities.
Lifecycle & Status-Based Automation
Automated the product signup nurture, marketing-attribution routing, lead-owner reminders and escalations, and calling-status email drips — re-engaging every lead based on its real status rather than treating them all the same.
The Results: Engagement & Attribution, Solved
Open Rate
Click Rate
Booked
A lifecycle program of 1,080 emails drove a 76.74% open rate and 12.30% click rate — converting into 26 booked calls, with full marketing attribution finally wired into Salesforce.
Performance Breakdown
A closer look at how lifecycle emails converted, and the lead flow that now powers ClearTax's revenue engine.
Frequently Asked Questions
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