From PLG to SLG: Building a High-Efficiency SaaS Growth Engine

100%

Sales Target Hit

People Sales Team Growth

New Revenue Stream

100%

Team Efficiency

Technical

the challenge

Launching SLG on a Complex Data Backend

Imagen AI, a global leader in AI photo editing, was highly effective in their Product-Led Growth (PLG) model. They identified a critical opportunity to build an entirely new Sales-Led Growth (SLG) channel for high-MRR enterprise customers.

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The core challenge was two-fold: building the SLG framework on their existing, active HubSpot account, and later, aligning this new sales operation with their complex Snowflake-based data architecture.

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Furthermore, a separate internal department later required a full migration of their partner workflows from Airtable into HubSpot without disrupting the live SLG sales activities.

Client

ImagenAI

Industry

B2B Technology SaaS

Project kick-off

May 2025

Services

Launching and Scaling a New Sales-Led Revenue Channel

client Goals

Develop a New Revenue Channel: Launch the SLG channel and expand it consistently throughout the first year of operation.

RevOps Infrastructure Build: Optimise the existing HubSpot environment for SLG, and later introduce a separate HubSpot environment for partner operations.

Full-Cycle Sales Support: Ensure all sales activities - sourcing, qualification, quoting, closing, and invoicing - were connected and aligned with Snowflake and existing tooling.

Partner Department Support: Migrate all partner activities from Airtable to a dedicated HubSpot account while keeping partner data separate from the main SLG environment.

the solution

Phased HubSpot Implementation

The solution involved a phased implementation, first enhancing the existing HubSpot account for SLG, and then executing a separate migration for partner operations to maintain data integrity and workflow separation.

HubSpot RevOps for SLG

We built the full SLG sales infrastructure (lead to closed-won) within the client's existing HubSpot. This included bidirectional alignment with Snowflake for accurate revenue reporting, integration with Zendesk for a unified customer view, financial flow automation for invoicing, and connecting a 3rd-party outbound agency for efficient lead handoff.

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Airtable to HubSpot Partner Migration

To ensure separation from active sales opportunities, we created a new, dedicated HubSpot account for the partner department. We mapped and restructured all Airtable fields and logic to HubSpot custom properties, and built specific automations, sequences, and pipelines for partner outreach and management, ensuring clean reporting.

their success

Rapid Expansion and High Efficiency in the SLG Segment

Through common cooperation, Imagen successfully navigated the complexity of launching a new revenue channel. They hit key expansion milestones, proving the value and efficiency of the newly implemented RevOps infrastructure.

New Revenue Stream - A new SLG sales channel was successfully launched and became a core revenue driver.

Sales Targets Achieved - The team hit 100% of management targets in the first year.

Sales Team Growth - The operational structure supported the expansion of the SLG team to 5 dedicated members.

Operational Efficiency Both the sales and partner teams reported significant efficiency improvements thanks to structured pipelines, automation, and clean data environments.

High Management Satisfaction - Leadership highlighted the clarity, scalability, and tangible impact of the new RevOps framework and the Airtable migration project.