They’re great at coming up with ideas that just work, and the execution velocity is high enough that we see all of them through. That generates results for us.
$7.83M qualified pipeline in 10 months
Read the AirOps case study
Sales operations consulting for B2B tech companies
Sales ops that keep up as the team grows
Frontal provides sales operations consulting for B2B tech companies with a sales team. We set up and run the pipeline stages, lead routing, reporting and CRM workflows in your HubSpot or Salesforce, test each change before it goes live and train your team to run them.
Illustrative workflow
Worked with 300+ companies
I wanted the outcome of a BDR team, but more efficient and effective.
$300K+ pipeline in 9 months
Read the Teikametrics case study
The Frontal team is everything you’d want in a consulting partner: true experts with both strategic insight and hands-on execution.
20 opportunities in the first 20 days
Read the Playbook case study
Who it is for
Your CRM was set up for a smaller sales team
For B2B tech companies from Series A onward with a sales team, whose ops work falls to a busy admin or a sales leader, and who want sales operations as a service rather than another hire.
Every hire adds a workaround
Each new salesperson or tool gets set up by hand, and the CRM collects workarounds no one documents.
Leads that wait
Hot leads wait for someone to pick them up, and by the time sales calls, the context from marketing is gone.
Reports nobody trusts
Sales and marketing each pull their own numbers, and the forecast changes with whoever built the report.
What you get
The sales ops backlog, off your team’s plate
Our sales operations services run in your HubSpot or Salesforce: your ops team or sales leader keeps the roadmap, and we take on the work behind it.
Pipeline and routing
Pipeline stages your team agrees on, and lead scoring and routing that send each lead to the right salesperson with its history attached.
Reporting and forecasting
Funnel reporting and forecasting in your CRM, built on definitions sales and marketing both sign off on.
New hires and tools
When you hire salespeople or add a tool, we set them up in the CRM without breaking what already works.
How it works
How our sales operations consulting works
Audit
We audit your CRM data, pipeline stages, routing and reports, and list what slows your sales team down.
Agree definitions
We agree with sales and marketing what each stage, field and report means.
Fix and build
We clean the data, set up routing and reporting, and test each change before it goes live.
Train and document
We document the setup and train your team, so it does not depend on one person knowing how it works.
Run the backlog
We take on the next items in your backlog and set up each new hire and tool as the team grows.
3,655 Accounts created and enriched
- Built in 6 months
Read the case study, AircallAircall
3,655 accounts in Aircall’s Salesforce, each graded against its region’s ideal customer profile
Every Aircall region built target lists its own way, on four data vendors, and nobody fully trusted the lists. We agreed one field dictionary across systems, tested the build in a sandbox before production, set up Clay workflows that refresh company facts on a schedule, and graded every account against its region’s ideal customer profile in Salesforce. In 6 months the database held 3,655 accounts, and the team was trained to run it.
- What changed
- The day’s priorities read straight off the CRM instead of living in one person’s head.
- What we handled
- The field dictionary, sandbox testing, Clay refresh workflows, regional tier grading, controlled updates in Salesforce and team training.
Tools
The tools we work in
We start with the tools you have and suggest a change only when it fixes a real problem.
- HubSpot
- Salesforce
- Clay
- n8n
We’re a HubSpot Solutions Partner, a Salesforce Partner and one of six Clay Elite Studio Partners.
Your options
Four ways to get the work done
Each option suits a different team. The last row says when each one is the better choice.
| Compared on | Frontal | In-house hire | Freelancer | Sales ops consultancy |
|---|---|---|---|---|
| Who does the work | Our operators work in your HubSpot or Salesforce alongside your sales and ops team. | A sales ops manager or CRM admin you hire and manage. | A contractor for one project, such as a routing rebuild or a report. | Sales operations consultants who review your process and recommend changes. |
| How fast it starts | First week: kickoff and access. Month one: audit and setup. Months two and three: launch and improve. | Once the role is hired and onboarded. | As soon as you find one and agree the scope. | Once the review is scoped and booked. |
| What you keep afterwards | The setup, documented, and a team trained to run it. | What they build, and their know-how while they stay. | What they hand over when the project ends. | The recommendations. Making the changes is usually left to your team. |
| How it’s paid for | A fee agreed in a statement of work, starting with a three-month engagement. | A salary and benefits, plus the cost of hiring. | By the hour, the day or the project. | A project fee, or a block of hours. |
| Best when | You want the backlog worked through in your CRM, with each change tested and documented. | There is steady sales ops work every week and you want it owned in house. | You have one defined project and someone in house will own it after. | You need an outside review of your sales process, and your team will make the changes. |
The team
Who does the work
With Frontal, you get experienced people who build and run the work, using software and AI where they help.
Kenny Damian
Co-founder & Head of GTM
Kenny leads GTM at Frontal, working on outbound, account research and sales operations.
How to start
Start with a three-month engagement
We start with a three-month engagement. The scope, milestones and owners are written into a statement of work before anything starts, and ongoing terms are agreed before work begins.
First week
Kickoff and access
We hold the kickoff call, get admin access to your CRM, and agree with your sales leader which problem to fix first.
What you do One kickoff call, and admin access to your CRM.
First month
Audit and setup
We audit your CRM data, pipeline stages, routing and reports, and agree definitions with sales and marketing.
What you do Sign off the definitions with your sales and marketing leads.
First three months
Launch and improve
In month two we fix the data, rebuild routing and set up the reports, testing each change before it goes live. In month three we train your team and take on the next items in your backlog.
What you do Approve the changes before they go live.
Ongoing
Talk with an operator
Bring your current setup, and we’ll walk you through how the first three months would look for your team.
What it costs
The price depends on scope, channels and volume. We agree it in a statement of work before we start.
What buyers ask
What does sales operations consulting cover?
Sales operations consulting covers the systems and process your sales team runs on: pipeline stages, lead scoring and routing, CRM data, reporting and forecasting, and the setup of each new hire and tool. We do that work inside your HubSpot or Salesforce, and test each change before it goes live.
What is sales operations as a service?
An outside team runs your sales ops work on an ongoing basis, instead of one hire. Some teams bring us in for one project, like a routing rebuild. Others keep us on to run the backlog and set up each new hire and tool.
Is sales operations outsourcing right for us?
It fits when sales ops work keeps landing on a sales leader or a busy admin, or when a project waits that your team can’t get to. If there is steady CRM work every week, a full-time hire may be the better choice, and we can work alongside them.
Is sales ops as a service different from RevOps?
Sales ops looks after the sales team’s process and data. RevOps covers sales, marketing and customer success together. Sales ops as a service sits inside our RevOps service, so routing and reporting stay tied to marketing and to the pipeline.
Do we need to change our CRM?
Usually not: we work in HubSpot, Salesforce or Attio, with Clay to fill in and check records and n8n for workflows, and suggest a change only when it fixes a real problem.
Can you work with our existing ops team?
Yes: we can take a defined project off your ops team’s plate or work alongside them on ongoing work.
How do you keep our CRM data safe while you change it?
We agree who can change what, test changes before they go live and keep a way to roll back. Enrichment fills gaps and never overwrites a field a person owns. That’s how we built Aircall’s account database: 3,655 accounts in 6 months.
Let’s grow your pipeline together
Show us your CRM and tell us what’s broken.