When Six Degrees needed a clearer way to manage and qualify leads in HubSpot, it also needed to bring order to a portal that had become difficult to track and maintain. Over a focused three-month engagement, Struto helped the team clean-up workflows, improve lead scoring, and create a stronger handoff between marketing and the BDR team.
Six Degrees is a UK-based, cloud-led managed service provider operating in the IT services and cloud computing sector. Founded in 2011, the company has grown into a mid-sized organisation serving mid-market enterprises, large corporates, and public sector clients. Headquartered in London, it operates across the UK with its own data centre and network infrastructure, delivering integrated solutions spanning private, public and hybrid cloud, cyber security, connectivity, unified communications, and managed IT services.
Six Degrees had been using HubSpot for marketing for some time, but changes in ownership had left the current team without a clear view of what had been configured in the portal. Workflows were running in the background, automation was difficult to track, and confidence in the setup had started to slip.
At the same time, Six Degrees wanted to expand how it used HubSpot. The goal was to bring the Business Development Representative (BDR) team into the lead management process so marketing could generate, nurture, and score leads in HubSpot, then pass qualified leads to the BDR team before they moved into ServiceNow for the sales team to manage as deals.
This meant solving two problems at once: cleaning up the HubSpot portal and building a stronger process between marketing and BDR follow-up.
HubSpot sales solution."
- Otlile Sekoaila, HubSpot Implementation Specialist at Struto.
Struto delivered the work over a structured three-month engagement, built around Six Degrees' monthly budget and a clearly defined phased plan.
In month one, Struto ran workshops and audits to understand the existing setup, review workflows, and map out how leads should move through HubSpot. This included planning lead scoring and lead nurturing so the process would support the full journey to qualification, not just the handoff point.
In month two, Struto moved into configuration. Existing workflows were cleaned up, unnecessary automation was switched off or refined, and new processes were set up to support lead scoring, nurturing, and BDR follow-up.
In month three, Struto trained both the marketing and sales teams and supported the business through go-live, giving Six Degrees a more structured way to manage and qualify leads in HubSpot. Because expectations were set early around budget, timing, and deliverables, the project moved forward smoothly and without major hurdles.
- Ryan Waters, Head of Customer Success at Struto.
In just three months, Six Degrees moved from an unclear HubSpot setup to a cleaner, more intentional lead management process.
Struto delivered:
Workshops to define the future lead process
A full workflow audit
Workflow clean-up and automation refinement
Lead scoring setup
Lead nurturing support
A clearer handoff process between marketing and the BDR team
Training for marketing and sales teams
Go-live support
While formal performance data is still to be confirmed, Six Degrees has already seen important operational improvements. More leads are now being passed to the BDR team through lead scoring. Lead nurturing is in place where it was not before. The business also has better control over portal automation, reducing the risk of unclear or unnecessary emails being sent from HubSpot.
Most importantly, marketing and BDR activity are now more closely connected, helping reduce the chance of leads being missed or left without follow-up.
Six Degrees now has greater visibility into its HubSpot portal and a stronger process for managing lead qualification before opportunities move into the wider sales system.
That gives the team a better foundation for consistent follow-up, clearer ownership, and stronger alignment between marketing and BDR activity. It also puts the business in a better position to scale its HubSpot use with confidence.
For organisations that have inherited a busy HubSpot portal after team changes, this project shows the value of stepping back, auditing what is already there, and rebuilding around how teams need to work now.
“We came to Struto with a pretty difficult ask, create, build and implement HubSpot as a sales tool within 3 months, and they absolutely smashed it. We had zero delay, and each sprint was clearly defined.”
- Jenna Smith, Six Degrees
Six Degrees is now exploring the next phase of its HubSpot journey. Future plans include bringing more of the sales team into HubSpot, managing deals there, and exploring HubSpot AI capabilities.
Although internal business changes may affect timing, the groundwork is now in place for further progress when the team is ready.