The Challenge
As a growing SaaS company serving youth activity centers, Jackrabbit Technologies was rapidly expanding its product suite, but its sales processes weren’t keeping up.
Sales reps were managing deals in spreadsheets, relying on memory for follow-ups and had no visibility into pipeline performance or forecasting. With three distinct products and multiple teams involved, the cracks were starting to show.
The Solution
To support Jackrabbit’s growing product lines, Kiwi restructured their HubSpot setup from the ground up. Each product (Class, Care and Pay) got its own dedicated pipeline, aligned to how the teams actually sold.
We made improvements across several areas by:
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Building structured pipelines with required fields to reduce data gaps and improve data quality
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Creating custom properties to track deal progress, close reasons and competitor insights
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Automating key handoffs between BDRs and AEs to avoid dropped deals
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Training the sales team to navigate the new system and build their own reports
The goal was to eliminate guesswork and give each team a clear, consistent process.
The Outcome
The new system gave Jackrabbit visibility into every stage of the sales process, across all three product lines.
Key results included:
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50%+ of active prospects were contacted within three days, improving speed-to-lead and close rates
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Required fields prompted consistent data entry and removed the need for manual follow-ups
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Reps could pull their own reports to track quota progress and pipeline health
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SDR-to-AE and AE-to-Pay handoffs became smoother and more predictable
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Cross-product adoption became easier to track, helping leadership identify upsell opportunities
The updated pipelines brought structure, clarity and accountability to a fast-growing sales org.
Hear from our happy client…
Kiwi helped us transform a chaotic, spreadsheet-based system into a streamlined HubSpot experience. Our team finally had clarity on what to do, when to do it, and how we were performing. The transparency was a game changer.
Graham, Head of Marketing Operations
Jackrabbit Technologies