Paces: SaaS case study

How Paces turned more of its leads into pipeline

Paces builds siting software for renewable energy developers. We rebuilt how leads are owned, routed, and followed up in HubSpot, then connected quotes, billing, and customer success to the same system.

Book a 30-minute systems reviewHubSpot for SaaS
IndustrySaaS for renewable energy developers
Size11 to 50 people
Working togetherSince October 2024
Led byVitaly Kan and Chris Becher
Hubspot Platinum Partner - ProfitPad
Platinum Solutions Partner 100+ Completed Projects
100% 5-star reviews
5 stars
Fairbank EquipmentCooney BrothersSage Eldercare SolutionsAsaar Medical

Trusted by owner-led companies

What Paces needed, and what we built

What they needed

Paces sells siting software to renewable energy developers. The team wanted more of its inbound leads to become opportunities. Ownership wasn’t automatic, meeting requests went to one default calendar, and quotes, billing, and customer success ran partly outside HubSpot.

What we built

  • A lead process with lifecycle stages, lead sources, and scoring, so every lead has a status and a next step
  • Routing: a new lead goes to the owner of its company, or rotates across the account executives when there is none
  • Meeting booking that sends known accounts to their owner’s calendar
  • Products, quote templates, and Stripe payment history in HubSpot, so a quote carries through to billing
  • A customer success object with playbooks, renewal dates, and recurring revenue reporting
  • Weekly and monthly reporting on leads, deals, sources, and conversion
4.31%→5.92%

90-day lead-to-opportunity conversion up about 37%. Contacts created in the 90 days after the project became opportunities at a higher rate than contacts created in the 90 days before, with bulk imports excluded on both sides.

“ProfitPad took us from spreadsheets to investor-ready dashboards in weeks.”

Ilona Miller, Chief of Staff, Paces

Measured in Paces’ HubSpot portal on non-imported contacts. Before cohort: contacts created August 10 to November 7, 2024. After cohort: contacts created November 8, 2024 to February 5, 2025. Each contact had 90 days from its own creation date to become an opportunity. Relative change: (5.92 − 4.31) ÷ 4.31 ≈ 37%.

See all case studies
Two people reviewing a parts catalog on a laptop in a warehouse

Built from the rep's chair, for the owner's view

Our founder sold from HubSpot before he ever configured it. That shaped how we build: from the user's chair, not the admin panel. Reps have to use the system without thinking, or the data never shows up. Owners have to see the business without sitting in every deal.

So we strip away the noise: the 20 reports nobody opens, the automation that helps no one. What's left is a system your team uses and you can read. Every builder on our team is trained to work this way.

Vitaly Kan, Founder

Leads coming in but not turning into pipeline?

Book a 30-minute systems review. We'll show you where leads slip between form fill and first meeting.

Book a 30-minute systems review