RevvSpark

Niche consultancy that helps accelerate lean growth for B2B Sales-led companies, providing revenue operations, marketing operations, GTM operations, and event operations to improve lead flow, generate qualified pipeline, and reduce friction across the GTM tech stack.

Founder & RevOps Consultant

Circle

Marketing Operations role encompassing event operations for 3 global events teams, filling in for email lifecycle and senior marketing operations teammates, supporting cross-functional teams across HubSpot and Salesforce, and spearheading special projects.

Automation, optimization, AI, tech integrations, documentation, strategy, training.
Tech: HubSpot, Salesforce, Cognism, Workato, Coda, Lu.ma, custom GPTs, and more.

Marketing Operations Manager

gener8tor

Startup Mentor

Lighthouse Labs RVA

Springboard Enterprises

Women Founders Network

Bronze Valley

C-Suite On Demand Coach

Scalewise

Scalewise connect ambitious tech start-ups with a diverse pool of VP/ C-level revenue experts. They inject businesses with the exact support they need at every stage of their growth. Core services include hourly scale coaching, project delivery and fractional, Interim and permanent placement.

Scale Expert Delivery Partner

Stealth Startup

Go-To-Market (GTM) and Marketing advisory to AI-enabled data automation startup in stealth mode.

Go-To-Market (GTM) & Marketing Strategy Advisor

Intuilize

(B2B SaaS) Intuilize is a platform that provides AI-enabled pricing and inventory optimization for distributors.

Fractional CMO

Accepting new Clients | I grow tech companies from startup to scaleup ⚡ | Go-To-Market | Marketing Tests | User Acquisition & Retention

Lead quality got you down? Growth stalled? Can't get to the next level of revenue?

Let me guess (and stop me if this sounds familiar)...

Sales says Marketing is sending through junk leads that waste their time. Marketing says Sales can't close the leads they're sending.

You thought once you had the teams in place you'd be able to grow. But things just aren't scaling. And you don't have the bandwidth to try to identify where the friction and gaps are - nor how to fix them.

Here's where I can help.

I started my career in Marketing, I moved into Sales Enablement and Sales Ops. Then back to Marketing. But don't let the titles fool you.

Now, I help the two play nice. Together.

Here are some symptoms you may be experiencing internally that indicate your teams are misaligned:
* lead quality is low
* no lead segmentation
* scoring models do not exist
* inbound and outbound not worked well together
* playbooks and best practices do not exist
* internal team blame and pointing fingers
* disagreement on term definitions ("MQL" "SQL" "SQO")
* the “old way” of doing things is getting in the way
* legacy Marketing & Sales tools and systems have accumulated tech debt
* fast growth and M&As have led to disparate teams no longer on the same page
* process isn’t consistent
* documentation is nonexistent
* new LOBs / new markets are unobtainable
* inability to scale

As a RevOps specialist I help B2B companies spark growth with:
→ Sales + Marketing alignment
→ Inbound / Outbound motions integration
→ HubSpot / Salesforce optimization
→ ICP definition
→ Persona refinement
→ Scoring models
→ Lead routing
→ CRM optimization
→ Team training
→ Tech stack buildouts
→ Documentation and playbooks
→ KPIs and Dashboards

I work with companies $10M+ ARR to accelerate their revenue.

Some stats:
📉 Decreased Sales cycle by 80%
⬆️ 3X MQLs over previous period
⚙️ Improved MQL to SQL conversion by 14.3%
👋 Increased visits to website pages by 160%
💸 Drove $36K in top-line revenue via social media

Sound interesting?

🗓️ Grab time on my calendar to chat.

WBENC certified woman-owned business
Clutch Top 100 B2B Companies in Oregon

✨Carly J. Cais

HubSpot's default "unengaged" suppression cost my client $47K in lost deals.

Here's what happened:

🚨They were using HubSpot's graymail suppression (enabled by default). (Also, easy to toggle on for every email...and it stays on!)

It automatically excludes 2 groups of Contacts:
→ Contacts who've never opened an email and haven't opened the last 11
→ Contacts who've opened an email before, but haven't opened the last 16 emails

Sounds smart, right?

Except when I audited their Unengaged list, I found:

• 23 active customers (avg. $12K LTV)
• 49 contacts who registered for the latest event
• 31 contacts who visited /pricing page in the last 30 days
• 13 contacts who engaged via sales calls, not email

The problem with HubSpot's default criteria:

It only looks at email opens and clicks.

It ignores everything else:

• Seasonality in the business
• High-volume email sending to valid buyers who are just "tuned out" from Marketing emails
• Deliverability issues (emails landing in Promotions/Spam)
• Purchase history
• Event attendance
• Website activity
• Sales interactions

Is your business seasonal or cyclical? Maybe ignoring 11 emails in a row is normal when out of season. Doesn't mean that they're not legit buyers.

Is your Marketing email even landing in the Primary inbox? Maybe your contacts aren't even seeing it - so can't engage.

After 50+ HubSpot overhauls, I've seen this pattern repeatedly.

What to do instead:

1. Define what "Unengaged" means to your business.
2. Audit your "Unengaged" list for active customers and deals
3. Check website activity, and marketing and sales touchpoints
4. Build custom suppression using multiple signals
5. Use "Sends since last engagement" property with YOUR criteria
6. Factor in Apple MPP (it breaks open tracking)
7. Check email deliverability while you're at it (use GlockApps

Don't let HubSpot's defaults decide who's valuable.

Your CRM has better data than email clicks alone.

RevOps On-Demand for Growing Business | I optimize CRMs, MAPs, and add-ons to get tech accelerating your revenue engine | B2B is my jam, growth my peanut butter | Fractional RevOps, MOPs, HubSpot Multi-Cert Super Admin

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Justin McNaughton

Partner @ CAS | 🗡️ Lawyer for Emerging Tech Companies | Photographer / Mountain Biker / Dad

𝗙𝗼𝘂𝗻𝗱𝗲𝗿𝘀 𝗮𝗻𝗱 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗼𝘄𝗻𝗲𝗿𝘀 𝗮𝘃𝗼𝗶𝗱 𝗹𝗮𝘄𝘆𝗲𝗿𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲:

•	They focus on growth, no time for details
•	They believe legal services create headaches, not growth
•	They DIY with ChatGPT
•	They think they will have time “later”

𝗧𝗵𝗶𝘀 𝗰𝗮𝘂𝘀𝗲𝘀 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲: 

•	Their contracts become sloppy
•	Their operating documents leave massive gaps
•	Investors reject them because “it’s not buttoned up”
•	Their businesses lose momentum

𝗦𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗳𝗼𝘂𝗻𝗱𝗲𝗿𝘀 𝗴𝗿𝗼𝘄 𝗮𝗻𝗱 𝗽𝗿𝗼𝘁𝗲𝗰𝘁 𝘁𝗵𝗲𝗶𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀𝗲𝘀.


Consider the large tech companies you’re disrupting. 

They have a c-suite lawyer who:

• Protects company assets 
• Advises on legal obstacles
• Identifies and reduces risks
• Oversees compliance issues
• Oversees the company's specialist lawyers
• Acts as the company's legal representative
• Acts as a key negotiator in strategic transactions

They 𝗮𝗹𝘀𝗼 have Intellectual property lawyers who:

• Register patents, trademarks, and copyrights
• Safeguard intellectual property
• Enforce against infringers

These companies have $100M legal budgets.

Emerging companies can’t afford all of this, so what do you do?

𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗲 𝗺𝘆 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲: a combined outside general counsel and intellectual property counsel.


𝗠𝘆 𝗯𝗮𝗰𝗸𝗴𝗿𝗼𝘂𝗻𝗱:

Over the last 17 years, I’ve worked with all kinds of tech & creative companies:

⇨ I handled trademarks for two leading private timeshare companies
⇨ I negotiate technology agreements across multiple industries
⇨ I’m keen on intellectual property protection and licensing 
⇨ I advised one of the first cell-cultivated meat startups 
⇨ I protected Pitbull's signature "eeeeyoooo" sound 
⇨ I manage m&a for buyers and sellers 
⇨ I negotiate fundraising for startups 

If you plan to exit your tech company or sign a million-dollar contract, send me a dm. 

We’ll set up a call.

Photographs © 2023-2025 Justin McNaughton unless otherwise indicated. 
All rights reserved.
_________________

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Justin McNaughton

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