From Inbound Reliance to Outbound Machine
How Zentavra Helped Rivo.io Build a Rock-Solid Outbound Engine Inside HubSpot
Overview:
Rivo is a fast-growing Shopify app company helping eCommerce brands increase retention and repeat purchases. Historically, most of their growth came through inbound leads from the Shopify App Store. But to scale faster and control more of their pipeline, Rivo wanted to expand their go-to-market strategy by targeting Shopify stores directly through outbound sales.
Before partnering with Zentavra, their sales and GTM teams were stuck with manual list pulling, disconnected data enrichment, inconsistent processes, and limited visibility into performance. They had a strong product and a steady inbound channel—but they needed a scalable outbound system that could deliver predictable growth. That’s where Zentavra stepped in.
The Challenge🤺
Manual Outbound. Scattered Data. No Visibility. No Scale.
Before Zentavra:

List pulling for outbound was manual, time-consuming, and inconsistent

There was no structured outbound or cross-sell process in place

Lack of deal segmentation made it hard to track campaign performance or prioritize accounts

Data enrichment from Clay wasn’t integrated smoothly, limiting personalization at scale

Reporting was unclear, making it difficult to optimize outreach and pipeline performance
The Zen Solution🧘
We Built a Repeatable, Data-Enriched Outbound System Inside HubSpot
Here's How:
CRM Foundation & Pipeline Strategy
  • Developed custom outbound and cross-sell pipelines in HubSpot tailored to Rivo’s sales motion.
  • Added colored deal tags to help visually segment and prioritize deals at a glance.
  • Created lifecycle stages and deal properties aligned to Rivo’s outreach and customer success workflows.
Outbound Playbook & Automation
  • Created a step-by-step outbound playbook for the Rivo team with workflows tied to deal stages.
  • Built automation for task creation, follow-up sequences, and rep notifications based on call/email outcomes.
  • Integrated Clay for seamless enrichment—feeding high-quality data directly into HubSpot for more targeted outreach.
List Segmentation & Campaign Targeting
  • Built dynamic list filters in HubSpot for account targeting, segmenting contacts based on enrichment data, lifecycle stage, and intent signals.
  • Standardized list-pulling workflows so reps could launch targeted outreach quickly and consistently.
Reporting & Dashboards
  • Built custom dashboards to track key outbound and cross-sell KPIs—deal stage conversion rates, rep performance, and campaign ROI.
  • Created visual reports for leadership to identify bottlenecks and high-performing tactics.
Clay Enrichment & HubSpot Integration
  • Integrated Clay into HubSpot to automate enrichment—no more manual research or incomplete lead profiles.
  • Enabled Rivo’s sales team to personalize outreach faster, target smarter, and prioritize higher-quality accounts—all directly inside HubSpot.
Hands-on Enablement and Support
  • Delivered training sessions with the team to operationalize the outbound playbook and workflows.
  • Provided guidance on Clay + HubSpot best practices for enrichment and deduplication.
  • Worked 1:1 with team leads to refine targeting, segmentation, and follow-up strategies.
The Zen Impact🔥
From Manual Outreach to a Scalable, Strategic Outbound Engine
What Changed After Zentavra:

Rivo now runs a structured outbound program with enriched data, automated workflows, and full pipeline visibility

Leadership gained clear visibility into rep activity, call outcomes, and campaign ROI through custom dashboards

With a clear process in place, the team spent less time managing data/tools and more time cranking calls and booking meetings

Enabled scalable, confident client growth through automated systems and structured workflows
The Result? A fully integrated outbound engine that’s efficient, predictable, and built to scale.
Results by the Numbers📊

220% Surge in Closed Outbound Revenue in 180 Days

Outbound Revenue More Than Tripled in Just Six Months. Fueled by structured pipelines, enriched data from Clay, automated follow-ups, and outbound processes that kept reps focused on high-quality targets.

120% Increase in Deals Closed Won in 180 Days

More leads assigned, enriched, and worked More qualified leads entered the pipeline thanks to smarter list segmentation, targeted campaigns, and enrichment—all leading to a major jump in outbound wins.

300%+ Boost in Sales Productivity in 180 Days

Targeted emailing stayed at the core of Rivo’s outbound motionbut automation around enrichment, list management, and task workflows freed reps to focus on personalized outreach—not admin work.

60% Reduction in Manual Data Entry

Time is Money! Manual list uploads, enrichment, and CRM updates were replaced with a fully integrated ZoomInfo + Clay + HubSpot workflow.

In There Own Words🗣️
What the Rivo.io Team Had to Say

Travis Brault, Head of Operations
"Expert HubSpot Consultant – Great Experience from Start to Finish
Daniel was incredible to work with. He helped us build out workflows in HubSpot for our cross-sell and outbound pipelines, and also set up reporting functionality that’s been a huge help for our GTM team. He’s extremely knowledgeable, responsive, and clearly knows HubSpot inside and out. The project was delivered on time, with great attention to detail, and it was excellent value for money. If you're looking to optimize your HubSpot flows or get expert help with your CRM setup, Daniel is the person to call. Highly recommend!"
Lessons Learned💡
What This Project Reinforced About Smart Outbound Execution
1
Structured systems beat manual hustle—every time.
2
Clear reporting fuels better decisions and faster optimizations.
3
Tool integration (like Clay + HubSpot) is only powerful when paired with good process.
4
Visual tagging and segmentation help teams prioritize at scale.
5
Enablement ensures the system gets used the way it was designed to.
Your Next Step🚀
The Right Systems Turn Chaos Into Growth
Rivo didn’t just need another CRM cleanup. They needed a real system—one that could organize messy data, scale outbound, and give leadership the visibility to grow faster.
Sound familiar?
Whether you're stuck with broken processes, scattered tools, clunky reporting, or an outbound motion that's hard to scale—HubSpot can be your biggest asset. If it's built right.
At Zentavra, we don’t just "set up HubSpot." We build custom engines that turn your outbound, cross-sell, and inbound strategies into scalable, predictable growth.
👉 Book your free strategy call — let’s map out a smarter, faster system for your team.
.