firstcolo & Cremanski & Company: Building a scalable, data-driven Go-to-Market for hypergrowth

The Challenge

Before working with Cremanski & Company, firstcolo faced classic scale-up challenges on the path from established structures to a modern Go-to-Market (GTM):

1. No centralized CRM and no marketing campaign management tool for (email) outreach

2. Parallel Excel-based reporting for budgeting and performance

3. Fragmented processes between Marketing and Sales; limited end-to-end funnel visibility

4. Unclear responsibilities and handovers; representative rules not consistently defined

5. Hard-to-identify performance gaps within the sales team (dashboards & KPIs were missing)

6. Product portfolio and GTM structure not yet standardized for the new target segments

Historically, the setup had worked. But with the capacity expansion and new customer segments, gaps became visible and costly.

The Solution

Together, firstcolo and Cremanski & Company designed and implemented a streamlined, data-centric GTM stack and operating model:

1. GTM assessment & roadmap: Status quo analysis with a concrete action plan to professionalize processes and structures

2. HubSpot CRM implementation for scalable, structured data management

3. Fast, focused rollout: From discovery to go-live in <4 months

4. End-to-end funnel design: From outbound/lead intake to contract. One source of truth in HubSpot.

5. Automated reporting & dashboards to replace parallel Excel reporting for budgeting and management insights

6. Account-based customer management with clear ownership, handovers, and representative rules

7. Portfolio & process review across Sales and Marketing; weekly touchpoints with stakeholders for adoption and change management

8. Enablement & governance to kick-start a Sales Excellence function and establish continuous improvement

The Results

1. Operational GTM in HubSpot: Full visibility from outreach to contract, live and used daily

2. Automated reporting replaces Excel; leadership gains real-time transparency

3. Clear ownership & smoother handovers through account-based coverage and representative rules

4. Team performance insights: Dashboards reveal contribution differences, enabling targeted coaching

5. Marketing & Sales alignment: One integrated process and shared metrics

6. Foundation for scale: A data-driven operating system ready for firstcolo’s new capacity and segments

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What’s Next

With the core in place, firstcolo and Cremanski & Company are now focusing on Sales Excellence: advanced reporting, performance management, and continuous optimization to maximize ROI as the new data center comes online.