A HubSpot migration and proper ads attribution revealed that half of their paid media budget was attracting unqualified prospects — and fixed it in 90 days.
Pinnacle Global Network, founded by Allison Maslan and author of Scale or Fail, helps 7, 8, and 9-figure CEOs build companies that operate without constant owner involvement. With a proven methodology — the SCALEit Method® — and a growing reputation in the executive coaching space, they were investing heavily in paid media to fuel their growth.
At $40,000 per month in ad spend, generating new leads was not the problem. But the sales team was spending an enormous amount of time working prospects who simply weren't a fit — the wrong company size, wrong revenue stage, or wrong mindset for a premium coaching engagement. Conversion rates were frustrating and pipeline quality was inconsistent.
The root cause wasn't their offer. It was that no one could clearly see where the leads were coming from, which campaigns were producing quality prospects, and why so many were falling out of the funnel before the sale.
Pinnacle was running their marketing and CRM operations on GoHighLevel — a platform that serves general-purpose automation needs but lacks the depth of reporting and attribution that a $40K/month ad budget demands. Critical data was either missing, siloed, or impossible to action:
"When we finally connected the ad data to actual lead outcomes, the number was hard to ignore — 50% of the leads coming in didn't meet their core qualification criteria. That meant half of every dollar spent on ads was generating work for the sales team with no realistic path to revenue."
MarTech Tuesday led a full migration from GoHighLevel to HubSpot, rebuilding the marketing and sales infrastructure around proper attribution from the ground up.
HubSpot provided the native reporting depth needed to answer the question Pinnacle actually needed answered: which leads convert to clients, and where did they come from? Contact records, deal pipelines, and lifecycle stages were rebuilt with clean data architecture to support attribution reporting.
UTM parameters were implemented consistently across every paid media campaign. Tracking was connected end-to-end — from first ad click through to closed-won deal — so every contact in HubSpot carried source, medium, campaign, and ad set data. For the first time, the team could run a report that showed exactly which campaigns were producing qualified pipeline and which were generating noise.
With clean attribution in place, the data told a clear story: campaigns targeting broader audiences and lookalike pools were generating high lead volume but low qualification rates. The 50% unqualified figure wasn't spread evenly — it was concentrated in specific campaigns and ad sets that looked productive on a CPL basis but were invisible failures on a revenue basis.
This gave the Pinnacle team exactly what they needed to work with their ad partners and update targeting parameters — focusing budget toward the audience segments that were consistently producing their ideal client profile: established CEOs with companies already generating meaningful revenue who were ready to invest in structured growth.
Within 90 days of implementing the new HubSpot infrastructure and attribution reporting, Pinnacle was able to make targeted adjustments to their paid media strategy based on real data — not assumptions.
Beyond the immediate numbers, the more significant outcome was structural: Pinnacle now had the infrastructure to continue optimizing. Every campaign going forward would generate clean attribution data, feed back into targeting decisions, and compound the improvement over time. The first 90 days were the start of a continuous loop — not a one-time fix.
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