How Consensus Turned Their Expansion Strategy Into a Scalable System

Consensus transformed their expansion strategy into a scalable system by streamlining processes and aligning teams, enabling consistent growth across markets.

Before

Great Product. Weak Handoffs and Funnel Visibility.

Consensus had a strong product with clear market fit, but gaps in tracking the SDR-to-AE handoff and measuring marketing’s impact on the new business funnel were holding them back from the level of success they expected.

Here’s what wasn’t working:

No defined Nurture process for high value leads that were sent back to Marketing.
Lifecycle stages were vague or missing entirely.
Campaign attribution was inconsistent and underutilized.
Marketing lacked visibility into deal progression after the SDR handoff.
Sales had no standard process for capturing marketing attribution.

There was no reliable way to know what was working — or who was responsible for making it happen.

Our Role

From Chaos to Clarity

We were introduced via their PE sponsor to help align the marketing and sales motion around the full funnel — including post-sale growth.

We:

Audited and configured their core Hubspot infrastructure.
Designed a best in class new business sales funnel that works like magic.
Created marketing attribution architecture from source → closed won.
Built UTM tracking standards and implemented campaign history logic.
Trained teams on lifecycle transitions and lead ownership/responsibility.
Implemented a Stage - 0 handoff process between SDR’s and AE’s making the full funnel visible to the rest to everyone on the team.
Simplified dashboards and reduced redundant reporting.

The result? Clarity across the funnel — and alignment across the teams.

After

Funnel Visibility. Attribution. Expansion Growth.

Lead/contact stages auto-update based on behavior.

Marketing can see what’s converting — and what’s not.

Sales and Marketing could work leads together in unison.

Sales has structure for tracking SDR handoffs.

Shared dashboard = shared accountability.

Team

What the team said

Chief Revenue Officer, Consensus

Rex Galbraith

The Sales Nerd team brought strategy, execution, and clarity. We didn’t just get cleaner data — we got a system that drives expansion and makes sense to every GTM team.

Read

Thinking

What made this project work

Handoffs from the SDR’s to AE’s, or Marketing to Sales, work better when each team has clear and defined areas of responsibility in the CRM.

Attribution only works if your data model is sound.

Full-funnel design leads to faster scaling later on.