Case studies / PICO IV
Lead routing and reporting
Two brands in one portal, each with its own leads and revenue
The story
What changed
PICO IV runs two brands, each with its own sales team, in one HubSpot portal.
Before
One brand's client sales were invisible because sales followed the deal owner instead of the client's brand. After a form change, every signup for that brand went to one default rep, whichever rep the provider chose. Routing branches still pointed at deactivated reps.
After
Providers reach the rep they chose, and each brand sees its own sales.
The build
What I built
In the order the work was done.
Stack: HubSpot Sales Hub, workflows, website form integration, e-commerce pipeline, dashboards.
01Provider registrations from the website form route by brand to the rep the provider chose, with an unassign workflow for corrections
02Routing now reads the field the form writes
03Fallback rules: no rep or a deactivated rep goes to a default rep, who gets the revenue credit
04Deal workflows that flag the brand's client orders and copy the chosen rep onto the order, with 110 past orders flagged back to 2024
05New versus existing business set automatically from association counts
06Revenue dashboards per brand, a full portal audit with a routing diagram, and weekly reporting
Result
Providers reach the rep they chose, and each brand sees its own sales.
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