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Building a Sales System with Advanced Reporting for Revenue Forecasting

ACS Holding is a dynamically growing group that previously managed its sales activities in a decentralized manner. Following a recent reduction in personnel, a strong need arose to consolidate sales processes under one roof, with a primary goal to automate as much as possible, ensure complete transparency, and accurately report results to investors.

Marketing

The Challenge

ACS Holding faced the classic "first CRM" problem. Sales activities were fragmented across Excel, emails, and Monday.com, leading to inconsistent interpretations of the status of business deals. The main task was to find a balance between the investors' requirements for detailed forecasting and the need for a simple, highly usable tool for daily sales operations. The goals of the collaboration were:

  • Define and consolidate previously informal sales processes.
  • Migrate data from Excel and other tools into a professional CRM.
  • Create a revenue forecasting model without adding administrative burden.
  • Ensure data cleanliness and enforceability for future reporting.
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The Solution

  • 1. Selecting HubSpot as the Ideal Solution

    During the initial workshops, we analyzed the client's needs and compared various options. Although the Starter version was initially considered, the analysis showed that HubSpot Sales Hub Professional would be ideal for advanced forecasting, pipeline management, and the necessary automation. We chose this tool as it offered the best balance between user-friendliness (ensuring easy daily adoption) and the advanced reporting required by investors. 

  • 2. Laying the Foundations and Consolidating Processes

    We launched the project by defining the principle of "Adoption before Perfection." Instead of complex automations right out of the gate, we focused on unifying sales activities and processes. . We cleaned the existing data from spreadsheets and set clear governance rules in HubSpot, ensuring it was clear from the start who had access to what and how data should be entered into the CRM. 

  • 3. Data Model and Pipeline Configuration

    We designed a structured data model where each request for quotation (RFQ) represents a single business opportunity. We configured the pipeline to accurately reflect ACS's reality—from the initial clarification of the request to the creation of quotes. We introduced mandatory fields at specific sales stages, thereby eliminating incomplete data and ensuring high-quality reporting. 

  • 4. Activating Sales Tools and Activity Tracking

    To ensure the CRM didn't slow down the daily sales routine, we integrated HubSpot with their emails and calendars. All communication, calls, and meetings are now automatically logged directly to contacts and companies. This provided the company's management with an immediate overview of team activity without the sales reps having to spend hours manually writing out reports. 

  • 5. Investor-Ready Forecasting and Handover

    A key point was building a framework for revenue forecasting. We divided the sales pipeline into four logical layers (from strategic potential to guaranteed revenue). Managerial dashboards now display the required forecast in real-time, replacing time-consuming, manual estimates in Excel. We concluded the project with detailed training and the handover of documentation so that ACS could develop the system independently. 

The Result

 ACS Holding now has a powerful sales system, thanks to which all stakeholders have an immediate and unified overview of the state of sales. Management decisions are now backed by real data, and the company is fully prepared for further scaling. 
Marketing Automation

Unified data management without fragmentation in spreadsheets.

Crowdfunding

Reliable forecasting for investor needs.

Website grader

100% transparency of the sales activities.

Sales automation

A clearly defined and repeatable sales process.

Conclusion

The transition from multiple disconnected tools to HubSpot was not just about changing software, but about transforming the central strategy. Thanks to a properly set up infrastructure, ACS Holding gained a tool that not only streamlines daily operations but, more importantly, provides the strategic oversight necessary to manage a modern holding structure. 
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