Our Work
Overview
Cumulus Quality’s Quality Execution System digitizes mission-critical work across energy, construction, manufacturing, semiconductors, data centers, transportation, chemicals, and renewables, tracking safety-critical activities like bolt tightening, welding, and pressure testing to make sure the job gets done right the first time. To date, the platform has managed over 15.6 million work completions.
Cumulus was already running on HubSpot, but the system hadn’t been built to match the company’s sales process.
-
Industry: Industrial Software
-
Location: Auburndale, Massachusetts
-
Size: ~50 employees
Custom ACV Calculation
2 New Deal Pipelines
Projects Object
The Challenge
Cumulus sells software on multi-year contracts, and the price isn’t flat across those years. Year one might run at one rate, year two at another, year three at another still. HubSpot’s default ACV property couldn’t account for that. It simply averaged the total contract value and divided it by the number of years, producing forecasting numbers that had nothing to do with what customers were actually being billed. Leadership couldn’t trust the pipeline data they were looking at.
The timelines made the problem more urgent. The project kicked off April 20, with build work starting at the end of May, leaving less than a month to deliver board-ready reporting for Cumulus’s end-of-June board meeting.
HubSpot Tools We Used
Revenue Hub Professional
Sales Hub Professional
Marketing Hub Professional
The Solution
Evenbound rebuilt how quoting and forecasting worked inside HubSpot, prioritizing the ACV model first so Cumulus had accurate numbers in front of the board on time.
Built a series of custom ACV calculation fields and workflows that account for year-over-year pricing differences, replacing HubSpot’s default averaging logic.
Implemented HubSpot’s standard Projects object across the sales process, giving the team visibility into every “surface,” meaning every contractor, site owner, and company tied to a single project, so reps could identify upsell opportunities the moment one surface closed won.
Optimized the deal pipeline structure around how Cumulus sells, adding automated deal tagging and cleaning up lifecycle and lead stages so the new ACV model had a clean foundation to run on.
Rounded out the rebuild with sales playbooks, company-based lead scoring, and admin and sales rep training, so the team could run the new system without leaning on Evenbound to interpret it.
The Results
Top win: Board-ready ACV forecasting in Revenue Hub, delivered in six-week build window
With the new ACV model in place, Cumulus had a structure setup in HubSpot to ensure that all data is set up for board-ready revenue reporting. At the end of June, they were able to implement this reporting structure so that the next quarter would have accurate and easy to pull reporting.
15+ workflows with 25+ custom reports across three dashboards now support day-to-day sales and executive reporting.
Two deal pipelines (New Active Deals and Renewals) now run on a structure built for how Cumulus really sells instead of a default setup.
The Projects object turned closed-won deals into a map of upsell potential, giving reps a clear next move on every project with multiple surfaces still in play.
New custom views give sales reps a faster read on deal tags, projects, and surfaces without digging through unrelated data.
Three sales playbooks and company-based lead scoring are now built into the day-to-day sales process.
Admin and sales teams were trained and equipped to run point on the system going forward, backed by SOPs and a customized HubSpot training dashboard.
The foundation is now in place for Cumulus to backfill and report on deal data with the same accuracy every quarter.
