Case Study: Powering Smart Grid Growth with HubSpot + Pyxis

Client Overview

A leading provider of smart grid services for electric utilities, this client supports utilities in modernizing and managing their infrastructure. Their integrated marketing team is responsible for driving awareness, generating demand, and supporting long-cycle sales opportunities—often stretching over 18 months.

The Challenge

The client came to Pyxis with a pressing issue: poor email deliverability. Their existing HubSpot instance had been inherited with minimal documentation, and marketing operations lacked the structure and processes needed to scale efforts and measure impact. Additionally, long sales cycles and a complex B2B buying process meant that qualified lead follow-up and cross-team coordination needed significant improvement.

The Solution

The collaboration began with a focus on email deliverability but quickly expanded into a broader engagement supporting the client’s entire marketing and sales tech stack. Pyxis implemented a range of HubSpot enhancements, including:

Lead Scoring & ABM Foundations
Pyxis worked with the client to define and implement lead scoring criteria aligned with buying behavior. This was critical for surfacing high-value leads and ensuring timely sales follow-up across an 18-month sales cycle.
Improved Lead Handling
By optimizing HubSpot workflows and building out sales enablement processes, Pyxis helped the sales and partner management teams respond to qualified leads more efficiently—boosting both response time and deal velocity.
Full-Funnel Performance Tracking
With better reporting and visibility across the funnel, the integrated marketing team could now demonstrate how their efforts contributed to engagement and conversion.

The Results

With Pyxis’ support, the client saw improvements at every stage of the marketing and sales funnel:

Email deliverability improved significantly, setting the stage for more effective campaign outreach.
Lead qualification and follow-up processes were streamlined, enabling better alignment between marketing and sales.
ABM and long-cycle sales efforts became more scalable and trackable, thanks to meaningful lead scoring and contact engagement tracking.
Reporting improved, providing actionable insight for both campaign performance and sales team prioritization.

The Experience

“Working with Pyxis has accelerated the impact of our integrated marketing activities over the past two-plus years. They’re creative problem solvers and thought partners who have evolved with us as we’ve grown our department and our sophistication. Plus, they’re genuinely fun people to collaborate with.”

From strategic consulting to technical implementation, Pyxis delivered a tailored experience that empowered the marketing and sales teams while setting a foundation for scalable growth.

About the Partnership

This collaboration is ongoing, with Pyxis acting as a fractional RevOps and HubSpot consulting team. Their ability to translate complex marketing and sales needs into scalable HubSpot solutions has been key to success.