Kalungi Helps Assembled Make the Most of Hubspot and Gain Actionable Insights

Having efficient operational systems is critical for SaaS companies to scale effectively, but many struggle with fragmented tools that slow momentum.

Assembled, a workforce management platform, was scaling rapidly but faced operational challenges. Their HubSpot CRM was underutilized, data was fragmented across systems, and key automations were missing from their workflow. This situation made it difficult to track leads effectively or measure campaign impact.

Kalungi elevated Assembled's tech stack by optimizing HubSpot, cleaning fragmented data, and building powerful automations.

These strategic improvements eliminated manual work and improved visibility across revenue operations.

Assembled: A Leading Support Ops Platform Facing CRM Roadblocks

Assembled is a customer support operations platform that helps teams manage scheduling, capacity planning, and forecasting. It supports email, chat, phone, and other channels, making it easier to schedule and manage shifts for customer support agents. It helps companies meet schedule adherence goals, hit SLAs, and keep support running smoothly.

The platform combines workforce management and AI-powered issue resolution to improve support operations. Leading brands like Monday.com and Intercom use Assembled to optimize staffing, track support agents’ performance, and automate customer experiences.

The Challenge: Fragmented HubSpot and Salesforce Led to Marketing Blind Spots

Before working with Kalungi, Assembled’s systems were fragmented, making it difficult to manage revenue operations effectively. HubSpot was underutilized, and key data lived in Salesforce, which remained the company’s primary source of truth.

Without a proper connection between Salesforce and HubSpot, marketing lacked visibility into pre-sales and top-of-funnel data. This gap made it harder to track campaign performance and understand how early-stage activities impacted the bottom of the funnel.

“Prior to the engagement, a lot of our systems were just very fragmented. Getting the right information into HubSpot was more of a marketing goal and something that would help our organization get better.”
- Lindsey Marymont, Head of Demand Generation at Assembled

To fix these issues, Assembled needed a structured approach to HubSpot optimization, ensuring accurate data flow, better reporting, and stronger marketing insights.

The Solution: Automating HubSpot & Structuring Revenue Operations

HubSpot offers powerful capabilities, including automation, CRM management, and advanced reporting, but many companies don’t use its full potential. Its wide range of features can be complex to manage, especially when systems are not properly set up. Businesses struggle to get accurate insights and efficient workflows without automation and clean CRM data.

That was the case for Assembled. They were already paying for the platform but weren’t taking full advantage of it. Their system needed automation, better data integrity, and stronger overall utilization. Kalungi stepped in to fix these gaps and help them get the most out of the platform.

Why Assembled Chose Kalungi as Their HubSpot Automation Partner

Assembled chose Kalungi because of their deep expertise in HubSpot and scaling B2B SaaS companies. Candybox, Assembled’s Salesforce partner, recommended Kalungi due to their shared approach to system integration and automation.

“One of the benefits was that you guys partner together, you have similar projects and just similar philosophies, which honestly cut down on so much of that strategy planning part.”

— Lindsey Marymont, Head of Demand Generation at Assembled

Assembled found Kalungi’s structured playbook model valuable. It set best practices for the HubSpot funnel, defining CRM lifecycle stages, prospect qualifications, and key processes.

As a HubSpot Diamond Partner, Kalungi is among fewer than 3% of agencies recognized for client success, retention, and HubSpot strategy. This distinction highlights the ability to manage complex implementations and drive measurable results.

The Results: Precise Reporting, Full Funnel Visibility, Efficiency, and Improved Performance

With Kalungi’s HubSpot optimization, Assembled now has a structured system in place. It improves lead tracking, reporting, and targeted marketing.

“We now have a very clear dashboard of deal progression that we review every other week with the sales leadership team to say, here's where things are, here's everything that's come in, and here's where they are.”
— Lindsey Marymont, Head of Demand Generation at Assembled

Key Outcomes

• Better Lead Nurturing – Assembled launched a persona-based email nurture program tailored to two distinct audiences. They now control messaging and timing, something they couldn’t do before due to inaccurate segmentation in HubSpot.
• Improved Funnel Visibility – A clear dashboard tracks deal progression and is reviewed biweekly with sales leadership. The team now sees where leads are, what’s converting, and what needs attention.
• Stronger Funnel Performance – Before the cleanup, leads were dropping off at multiple stages. With better tracking, Assembled tightened gaps, improved follow-ups, and now understands who comes in, who gets followed up with, and who converts.
• Centralized Reporting – Data was previously scattered across Chili Piper, Salesforce, and other systems. Now, Assembled has a single, reliable report to measure conversions and track demo-to-stage-three progression, a key sales metric.

These improvements eliminated guesswork. Assembled now has the data they need to make better marketing and sales decisions.

Looking Ahead: What’s Next for Assembled?

Now that their HubSpot foundation is in place, Assembled is focusing on strategic growth efforts, including:

• Optimizing the buyer’s journey – Improving visibility into how prospects move through the funnel to better target and engage the right audience.
• Expanding product marketing – Moving beyond their core product to market additional solutions more effectively, tailoring outreach to different personas.
• Improving demand forecasting – Using data to predict marketing impact, refine strategies, and ensure pipeline goals are met reliably.
• Testing new marketing channels – Adding experimental tactics to scale what works while identifying new opportunities for growth.

Ready to Fix Your Revenue Operations?

Kalungi helps B2B SaaS companies optimize HubSpot, refine RevOps, and build high-performing funnels. Stop wasting time on manual processes. Book a discovery call today and take control of your growth.