Client Success Story

How GrowthSpree Rebuilt ClearTax's Revenue Operations

A full RevOps overhaul — CRM migration to HubSpot, marketing attribution wired into Salesforce, and intent-based lead scoring — that lifted email engagement to a 76.74% open rate and booked 26 sales calls.

76.74%
Email Open Rate
12.30%
Email Click Rate
26
Sales Calls Booked
ClearTax logo
cleartax
Tax & investing platform
Founded
2011
Headquarters
Bangalore, Karnataka
Company Size
251–500 employees
Sector
FinTech (Tax & Investing)

The Mission

ClearTax is a tax and investing platform that simplifies financial lives for Indians. As it scaled, marketing and sales needed a revenue engine that could prioritize the right leads, attribute marketing's impact, and move qualified prospects to sales without friction.

The Challenge

Leads were pushed directly into the CRM with no engagement context, so SDRs couldn't focus on the leads that mattered — every lead looked the same. At the same time, marketing struggled to attribute opportunities and revenue: the target group was small and most prospects were already in the CRM, making it hard to prove the impact created on existing accounts.

Key Challenges Identified

✕No lead context for sales: leads landed in the CRM without engagement data, so SDRs couldn't separate high-intent from the rest.
✕Broken attribution: a small target group already living in the CRM made it hard to measure marketing's impact on existing prospects.
✕Fragmented stack: data spread across Salesforce and disconnected tools, with no unified lead model.
✕No prioritization signal: without scoring, sales had no way to know which leads to call first.

Our Strategy

We rebuilt ClearTax's revenue operations from the data layer up: choose the right CRM, wire marketing attribution into the existing Salesforce motion, and build a lead-scoring engine so sales could focus on the prospects most likely to convert. On top of that foundation, we layered lifecycle automation across signup, nurturing, and follow-up.

The GrowthSpree Approach

GrowthSpree evaluated multiple CRMs — Pardot, Zoho, and HubSpot — and selected HubSpot because the sales team already ran on Salesforce and HubSpot offers native Salesforce integration. With HubSpot, marketing could run workflows and pass attribution to accounts and opportunities through custom workflows, so its efforts were finally credited.

We then built a lead-scoring mechanism in HubSpot using source of lead, company size, email domain, revenue, website interactions, and content engagement across email, WhatsApp, and SMS — passing intent signals to sales and automating the full lifecycle from signup nurture to status-based calling drips.

How GrowthSpree Saved the Day

CRM Evaluation & HubSpot Setup

We evaluated Pardot, Zoho, and HubSpot, then chose HubSpot for its native Salesforce integration — so the existing sales motion stayed intact while marketing gained workflows and reporting.

HubSpot + Salesforce
Native Integration

Marketing Attribution

Custom workflows passed engagement data to accounts and opportunities, so marketing could finally attribute its impact on already-existing prospects and tie opportunities and revenue back to its efforts.

Full-Funnel Attribution
Accounts + Opportunities

Lead Scoring Engine

A scoring model weighing source, company size, email domain, revenue, website interactions, and content engagement routed only high-intent leads — those above the score threshold — to inside sales.

Intent-Based Scoring
6+ Signal Attributes

Our Plan of Action: From Raw Lead to Sales-Ready

We built a unified data model, a scoring flow, and end-to-end lifecycle automation so every lead arrived at sales with full context.

1

Unified Lead Model & Data Layer

Mapped traffic sources, lead attributes, and a HubSpot database structure — Contact to Account to Opportunity, with unique identifiers — so every lead carried full source and engagement context from capture onward.

2

Lead Qualification & Scoring Flow

Built the qualification process — unique identifier, lead scoring, product interest, and revenue information — so leads above the score threshold route straight to inside sales and into Salesforce as opportunities.

3

Lifecycle & Status-Based Automation

Automated the product signup nurture, marketing-attribution routing, lead-owner reminders and escalations, and calling-status email drips — re-engaging every lead based on its real status rather than treating them all the same.

The Results: Engagement & Attribution, Solved

76.74%
Email
Open Rate
12.30%
Email
Click Rate
26
Sales Calls
Booked

A lifecycle program of 1,080 emails drove a 76.74% open rate and 12.30% click rate — converting into 26 booked calls, with full marketing attribution finally wired into Salesforce.

Performance Breakdown

A closer look at how lifecycle emails converted, and the lead flow that now powers ClearTax's revenue engine.

Email Engagement Funnel
Lifecycle emails converted at every stage, from send to booked call.
1,080
Emails Sent
76.74% open rate ↓
829
Opened
12.30% click rate ↓
133
Clicked
to booked call ↓
26
Calls Booked
Open and click figures derived from the reported 76.74% open rate and 12.30% click rate on 1,080 emails.
The Lead Flow We Built
Every lead now moves through scoring and qualification before it ever reaches a rep.
Capture
All leads, all sources, full context
›
Score
Intent-based lead scoring
›
Qualify
Score > threshold
›
Inside Sales
High-intent call
›
Salesforce
Opportunity created
Mirrors the high-level lead flow: qualification, scoring, threshold routing, and hand-off to Salesforce.

Frequently Asked Questions

Across the lifecycle program, ClearTax sent 1,080 emails that achieved a 76.74% open rate and a 12.30% click rate, converting into 26 booked sales calls — with full marketing attribution finally wired into Salesforce.
Leads were pushed straight into the CRM with no engagement context, so SDRs couldn't prioritize high-intent leads. Marketing also struggled with attribution: the target group was small and mostly already in the CRM, making it hard to prove impact on existing prospects.
GrowthSpree evaluated Pardot, Zoho, and HubSpot, then selected HubSpot because the sales team already ran on Salesforce and HubSpot offers native Salesforce integration. That kept the existing sales motion intact while enabling marketing workflows and attribution.
The scoring model, built in HubSpot, weighs source of lead, company size, email domain, revenue, website interactions, and content engagement across email, WhatsApp, and SMS. Leads scoring above the threshold are routed to inside sales and into Salesforce.
ClearTax is a tax and investing platform founded in 2011 and headquartered in Bangalore that simplifies financial lives for Indians, from tax filing to investing.
By passing engagement data to accounts and opportunities through custom workflows, marketing can finally measure its impact on already-existing prospects and tie opportunities and revenue back to its efforts — closing the attribution gap a small, CRM-resident target group creates.

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