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From Spreadsheets to a Scalable Revenue Operating System
How L.H. Dottie modernized sales execution, automated executive reporting, and increased efficiency by 56% with HubSpot Enterprise.
WHAT OUR CLIENTS SAY
“What an amazing team to work with and very knowledgeable on all HubSpot related matters and implementing my business requirements into the system, not only limited to what they are asked but also coming up with solution to help and improve”
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“Working with Elefante RevOps has been a great experience. Pedro and Andre are kind, approachable, and truly easy to work with. They’ve provided valuable solutions and training that have helped us create more efficient processes”
“Colten, Pedro and Team were critical in our migration to HubSpot. Through every part of the onboarding and implementation they have been attentive and valuable. I look forward to continue working with them with future projects”
“As a rep agency we required a ton of customization. Things started a little slow but then picked up. It would have been beneficial to do a deeper dive into our needs and flow before implementation started. Friendly staff who really seemed to care”
Quick Facts
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Manufacturer and distributor of nuts, bolts, and essential hardware components
elefante RevOps Solutions Provided
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HubSpot Enterprise Implementation
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Account Data Architecture
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Automated Executive Reporting
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Oracle Integration Framework
Pain
LH Dottie’s main struggle wasn’t demand — it was operational visibility.
Manual systems, inconsistent tracking, and scattered reporting made it impossible to get a clear, trusted view of the pipeline and performance.
Biggest pain points across marketing, sales, or service
Dottie was operating through manual systems, executive reporting was built in Word docs and spreadsheets, sales activity tracking was inconsistent, and service or internal requests were managed through PDFs and email threads with no structured routing or visibility.
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Lack of visibility, process, or team alignment
Leadership lacked a single trusted view of weekly activity or pipeline outcomes, and inconsistent account ownership, hierarchy, tiering, and pipeline definitions made reporting difficult to trust and align on.
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Tools, data issues, or inefficiencies causing bottlenecks
Oracle EBS being on-prem required custom integration work, while complex parent-child account structures, POS edge cases, Outlook gaps, and inconsistent activity logging created duplicate records, identifier confusion, and unreliable dashboards.
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ICP or campaign misalignment
The core issue was not ICP or campaign targeting, it was operational visibility and system adoption, meaning the constraint was process maturity rather than market strategy.
Compounding the issue, Oracle EBS being on-prem and disconnected from their CRM — combined with complex parent-child account structures — further fragmented visibility and made reporting unreliable across teams.
Impact
Initially engaged to improve visibility and reporting, Elefante RevOps quickly became a strategic partner in modernizing L.H. Dottie’s revenue operations.
To eliminate manual processes and restore trust in their data, Elefante implemented HubSpot Enterprise in a phased approach—replacing spreadsheets with standardized pipelines, automated executive dashboards, structured workflows, and a scalable Oracle integration foundation.
Systems and Strategy Delivered
HubSpot Enterprise Suite was implemented as the centralized operating system, replacing manual reporting with standardized pipelines, dashboards, and workflows built for a field-driven sales organization.
Data Model and Integration Framework
A clean account-based architecture was introduced with parent-child hierarchy, standardized prospecting and existing account pipelines, Diamond/Gold/Silver/Bronze tiering, and a phased Oracle integration leveraging Account Number, Branch identifiers, and HubSpot Record IDs.
Data Governance and Team Enablement
Required fields, naming conventions, saved views, dashboards, and structured onboarding were implemented to improve adoption, data integrity, and activity logging consistency.
Revenue Maturity and Operational Cadence
L.H. Dottie now operates with a standardized revenue cadence in HubSpot, including automated executive reporting, tier-based prioritization, structured workflows, and a near production-ready Phase 1 Oracle integration.
Workflows Launched
Manual weekly recaps were replaced with automated dashboards, printed price change requests were digitized into HubSpot form-to-ticket workflows, Help Desk foundations were established, and a Health Score was deployed using order-based acquisition, retention, and expansion metrics.
Results
The transformation was immediate:
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Revenue and Growth Impact
Revenue grew from $97M to $100M+, efficiency increased by 56% as manual reporting and spreadsheet processes were eliminated, retention increased by 8%, acquisition increased by 5%, and distributor coverage expanded by 12%.
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Operational Efficiency and Automation
Manually compiled weekly leadership updates were replaced with automated dashboards consolidating activity and revenue metrics, and printed internal forms, such as merchandising requests, were transitioned into digital HubSpot workflows that eliminate manual handoffs.
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Retention, Acquisition, and Expansion Intelligence
Each customer record in HubSpot now displays last year’s order value, this year’s order value, and year-over-year percentage change — metrics that directly power the Health Score used to prioritize accounts.
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Standardized Visibility and Scalable Infrastructure
The team can now view standardized customer performance metrics inside the CRM, automatically distribute leadership reports, route internal requests through structured workflows, and prepare for authoritative account updates from Oracle.
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Expanded Distributor Coverage
Distributor coverage reflects the expansion and strengthening of distributor relationships that manage logistics and sell L.H. Dottie products into contractor networks, increasing product availability and regional placement footprint.
