Case study
A media leader, a HubSpot rebuild, and 881% sales velocity.
Perth is OK! came to RevX with a clear ambition: accelerate growth. They already had the audience, the brand and a strong database. What they wanted was the commercial architecture to match. A structured outbound motion, a fully used HubSpot, and reporting the leadership team could run on.
Twelve months in, the numbers are the easy part of the story. The harder part, and the more durable one, is that the team now knows which activity produces which result.
27.95%
increase in qualified pipeline after the outbound system went live on HubSpot
41%
increase in average deal size, from sharper targeting and a structured process
881%
increase in sales velocity, the rate revenue moves through the pipeline end to end
The client
Western Australia's largest independent digital media outlet.
A social-led modern media organisation that prides itself on being at the front of how audiences engage with media brands online. Nearly 80% of the audience is based in Western Australia, which is what makes it a genuinely local media business rather than a national one with a local page.
500K+
unique visitors a month on perthisok.com
1.3M
page views a month across the network
1M+
social followers across Instagram, TikTok and Facebook
~80%
of the audience based in Western Australia
The challenge
A strong audience business, ready for the commercial architecture to match.
Strong database. Ambitious targets. The commercial side had not yet caught up with the audience side. Outbound was not structured, HubSpot's deeper functionality was not switched on, and pipeline data sat across a few different spreadsheets.
01 · Targeting
Ready for a segmented ideal client.
The database was strong. What it needed was structure: ideal client segments by industry, size and buying signal, so outbound effort could land on the right people in the right order.
02 · Systems
HubSpot, ready to do more.
HubSpot was in place and used for contacts, but the deeper functionality was waiting to be switched on: playbooks, pipelines, automation and Stripe payments.
03 · Reporting
One source of truth away.
Pipeline size, deal size, win rates and monthly revenue were tracked at a high level. The leadership team wanted one place where activity, pipeline and revenue all lined up.
The build
A unified commercial strategy, with HubSpot as the operating system underneath it.
Four moves, in sequence. Each one made the next one possible. Strategy informed Systems. Systems enabled Skills. The reporting layer kept the whole thing honest.
01 · Strategy
A unified commercial strategy.
One commercial plan: what to sell, to whom, at what price, and through what process. Sales activity was tied directly to the revenue outcomes the leadership team had committed to.
- One plan covering every revenue motion in the business
- An activity to outcome model agreed with leadership
- Quarterly targets, owned by named people
02 · Targeting
Ideal client profiling and list generation.
Working closely with the Perth is OK! team, we generated supplementary lists of ideal clients, segmented and organised inside HubSpot, ready to be worked.
- Ideal client defined by industry, size and buying behaviour
- Lists sourced from Apollo, ZoomInfo and LinkedIn Sales Navigator
- Segmented and loaded into HubSpot rather than a spreadsheet
03 · Systems
An outbound system on HubSpot CRM.
HubSpot was reconfigured into a working outbound system: snippets, playbooks, additional pipelines and workflow automation. Stripe payments and meeting scheduling removed sales overhead so the team could focus on the conversation.
- Snippets and playbooks for consistent outbound
- Additional pipelines per motion, with workflow automation
- Stripe payments and scheduling integrated end to end
04 · Reporting
An executive reporting layer.
A sales activity dashboard tracking calls, meetings by type, proposals sent and market penetration per rep. Those conversions feed a revenue dashboard showing pipeline size, growth, average deal size, win rates and monthly revenue. Reviewed monthly.
- A rep level activity dashboard, live in HubSpot
- A revenue dashboard linking activity to outcomes
- A monthly cadence, to adjust before a quarter is lost
The results
More customers, more revenue per deal, and a pipeline they could see.
One tactical email campaign into a new market segment produced 17 sales qualified meetings and 8 new customers. That is what a list, a system and a reason to call look like when they finally show up at the same time.
17
sales qualified meetings from the first campaign
8
new customers won from that same campaign
30%
increase in annual revenue
20%
lift in customer retention
“Working with RevX has been transformative. A 30% increase in annual revenue and a 20% boost in customer retention. The strategy and execution took the guesswork out of our sales function.”
Luke WhelanManaging Director, Perth is OK!
The impact
Predictable growth, built on infrastructure rather than effort.
The architecture is what makes the numbers durable. The activity is consistent because the rhythm is. The forecast is trusted because the data is.
01 · Rhythm
A weekly and monthly rhythm.
Activity, pipeline and revenue reviewed on a fixed cadence. Adjustments happen at the start of a month, not at the end of a quarter when it is too late.
02 · Spine
One commercial spine the business runs on.
New campaigns plug into the same operating system. New hires onboard against it. The architecture compounds instead of resetting every time something changes.
03 · Confidence
Confidence to set the next target.
The leadership team sets revenue targets and backs them into named accounts, named campaigns and named activity. The forecast is grounded rather than estimated.
Tell us where revenue is stalling.
A 30 minute call, no deck and no pitch. We will work out where you are, where the gaps are, and whether RevX is the right team for it.