Valliance gained clearer pipeline visibility and a more structured sales process, with HubSpot supporting its commercial operations and launch preparations.
Building commercial foundations for an ambitious consultancy
Valliance is a consultancy operating across the UK and Netherlands, serving senior business leaders. Its commercial model combines fixed consulting fees with contingent fees linked to the measurable value it creates for clients.
As the business prepared for launch, it needed a consistent way to manage relationships, track opportunities and understand potential revenue. Forbidden helped establish a HubSpot setup around that business model, giving the team a clearer foundation for sales, reporting and marketing activity.
Valliance
The Challenge
A growing network needed more structure than basic opportunity tracking could provide.
Valliance’s relationships largely sat in LinkedIn, while opportunities were tracked through a basic Notion setup. This made it harder to maintain a shared view of conversations, follow-up activity and pipeline progress.
Its revenue model added complexity. Fixed fees and contingent income carried different levels of certainty, so treating them alike could distort forecasts. The team needed clear definitions of opportunity stages, when revenue should enter the forecast and what counted as a won deal.
With a website launch and outreach activity approaching, Valliance also needed reliable data, useful reporting and a team confident using the system.
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