How a fast-growing GovTech company structured its commercial growth with HubSpot

Have you ever wondered how cities manage traffic enforcement and mobility at scale?

InTouch helps cities and public authorities manage traffic enforcement and mobility through advanced digital platforms. Their technology allows municipalities to process traffic violations, manage parking enforcement and handle mobility data more efficiently.

But as InTouch expanded into new markets, growth also brought new complexity.

To support their next stage of growth, we partnered with the InTouch team to implement HubSpot as the central platform connecting marketing, sales and customer success.

Growing opportunities, elevating commercial visibility

As InTouch continued to scale, the number of leads, deals and commercial activities grew rapidly, great news for the business.

But behind the scenes, things became more complex. Data and processes were spread across different tools, making it harder to maintain a clear overview of the pipeline and keep teams aligned.

At the same time, InTouch also wanted better visibility into the health of their existing customers. Without a structured way to monitor client activity, it was harder to quickly identify accounts that might need extra attention.

InTouch needed a scalable commercial foundation that could bring their marketing, sales and customer success teams, and their data, together in one place.

Understanding the starting point

When InTouch approached us, the company was already experiencing strong growth. As a GovTech company supporting cities with traffic enforcement and mobility management, their commercial activities were expanding rapidly.

With new markets and stakeholders coming into play, their internal processes needed to evolve as well.

However, commercial data and tools were spread across multiple systems, making it difficult to maintain a clear overview of leads, opportunities and reporting across teams.

Together with the InTouch team, we defined a clear objective:

Build a structured commercial environment that supports growth and provides full visibility across the pipeline.

From Commercial Complexity to Structure

So, how did we bring structure to InTouch’s commercial setup? Here’s the approach.

1. Defining a clear structure: Through workshops with sales, marketing and customer success, we mapped InTouch’s customer journey and created a shared way of managing opportunities.

2. Creating a centralized CRM: We implemented HubSpot as the single source of truth, bringing commercial data together and giving the team a clearer view of their pipeline.

3. Automating for efficiency: With marketing automation and lead scoring, the team can prioritize the right prospects while repetitive tasks run automatically in the background.

4. Customer health tracking: Beyond marketing and sales, we also helped InTouch structure their customer success operations in HubSpot’s Service Hub. By introducing a client health score, the team can now quickly identify customers who may need extra attention.

With this setup, InTouch now has a scalable commercial foundation that supports both growth and customer retention.

How did InTouch turn strategy into results?

What happens when a growing GovTech company finally gains full visibility into its commercial pipeline?

For InTouch, the transformation started with one centralized platform. Instead of switching between different tools, teams can now clearly see where opportunities are in the funnel and what actions are needed next.

By connecting marketing, sales and customer success through HubSpot, collaboration improved and follow-ups became more consistent.

The team also gained visibility into customer health. With a health score for each client, InTouch can now quickly identify accounts that may need additional support and reduce the risk of churn.

Automation and lead scoring further help the team focus on the opportunities that matter most.

HubSpot as the commercial hub

As InTouch continued to grow, working across multiple tools made it harder to maintain a clear overview of leads and opportunities. We implemented HubSpot as the central commercial platform, bringing marketing, sales and customer success together in one system.

With all commercial data connected in a single environment, teams now share the same visibility on the pipeline and can collaborate more effectively.

This created a much stronger foundation for scaling their commercial operations.

A structured CRM pipeline

Growth brings more opportunities, but also the need for structure. Together with the InTouch team, we designed a CRM setup that reflects how they actually manage opportunities.

Clear deal stages, organized contact data and defined workflows make it easier for the team to track deals and maintain consistent follow-ups.

The result is a pipeline that is easier to manage, monitor and scale.

Customer success as a growth driver

Beyond marketing and sales, we also helped InTouch strengthen their customer success operations through HubSpot’s Service Hub.

By introducing a customer health score, based on different triggers and signals, the team can now monitor the health of each client and quickly identify accounts that may require additional attention.

This allows InTouch to proactively support customers and reduce the risk of churn.