Pendant Health, an early-stage fertility benefits company, had no shared record of the people it was selling to: its contacts sat in lists it had inherited or collected, and its first major conference was 11 days after kickoff. Growth had it recording contacts, website inquiries and the events where it met them by March 13, three days before the conference. Leadership now sees sales against members enrolled, the number Pendant's goals are set on.
| At a glance | |
|---|---|
| Client | Pendant Health |
| Industry | Healthcare: fertility benefits, sold to employers, with a network of fertility clinics |
| Company size | Early-stage, with a small sales team |
| HubSpot | Sales Hub Enterprise |
| Started from | Contact lists it had inherited or collected, and no sales system in use |
| Growth's work | Sales Hub Enterprise implementation, then a monthly retainer |
| Timeline | Kickoff in March 2026; implementation closed in June 2026; retainer since June 2026 |
| Result | Ready to capture leads three days before its first major conference |
Why did Pendant Health need a sales system before its first conference?
Pendant Health sells fertility benefits to employers, who offer them to their employees, and recruits fertility clinics into its provider network. In early 2026 it was a young company building its sales team while it sold. Amanda Johnson, Director of Marketing, said at kickoff that the company was "really starting from scratch." Its contacts sat in lists it had inherited or collected, and nothing recorded where the team had met each one. Its first major industry conference, where it expected to collect contacts in bulk, was on March 16. And leadership measures sales on members enrolled, not revenue.
What changed for Pendant Health?
Pendant Health went into its first conference ready to record its leads and where it met them.
| Before | After | |
|---|---|---|
| Contacts | Lists it had inherited or collected | One record per contact, linked to their organization |
| Conference leads | No record of where the team met each one | Contacts recorded with the events where Pendant met them |
| Sales process | Being built while the team sold | Seven stages from first conversation to contract, with alerts on deals that stall |
| Sales reporting | Nothing that showed members enrolled | Members enrolled beside revenue, on one dashboard |
"...the reports that gave me the membership view, which was really, really helpful."
How did Growth get Pendant Health ready in time?
A HubSpot Growth Specialist introduced Pendant Health to Growth, an Elite HubSpot Solutions Partner accredited in CRM Implementation and Onboarding, right after Pendant bought Sales Hub Enterprise. Growth kicked off on March 5, 2026, on a 12-week plan, and built what the conference needed first. Then it set up each of Pendant's two businesses:
- Separate access for employer sales and the provider network, so each team works its own accounts.
- A seven-stage employer sales process, with alerts for deals that stall, an email sequence and a playbook.
- Provider clinics grouped under their parent organizations.
- Records for events and consulting firms, and the membership dashboard.
What has Growth added for Pendant Health since launch?
Pendant Health moved to a monthly retainer in June 2026, and Growth has kept the system growing with the company: leads tracked before they become deals, a "not for now" status for prospects beside closed lost, a pipeline for global partners, playbooks for the sales and consulting teams, and formal HubSpot training for both teams in September 2026. Rick Barcellos leads the retainer for Growth.
"Rick is our amazing All Things HubSpot Specialist... we come to him with the idea, and then he tells us the exact right way to build it in HubSpot."
For HubSpot teams
- Hubs and tier: Sales Hub Enterprise.
- Introduced by: a HubSpot Growth Specialist, right after the purchase.
- Started from: a new portal, plus contact lists Pendant had inherited or collected.
- Built: Events and Consulting Firms custom objects, employer sales and provider pipelines, Leads, teams and permission sets, membership and sales dashboards.
- Engagement: implementation from March to June 2026, then a monthly retainer.
- A good fit for: companies building a sales team and its system at the same time, and teams that count success in something other than deal amount.
Questions about this project
How long did it take to get Pendant Health ready for its first conference?
Eight days. Growth kicked off on March 5, 2026, and had contacts, website inquiries and event tracking working by March 13, three days before the March 16 conference. The full implementation ran on a 12-week plan and closed in June 2026.
Can HubSpot report on members enrolled instead of revenue?
Yes. Pendant Health measures its sales team on members enrolled through 2027. Growth kept the deal amount for revenue and built a membership dashboard beside it, so leadership sees both.
Who introduced Pendant Health to Growth?
A HubSpot Growth Specialist, right after Pendant Health bought Sales Hub Enterprise in January 2026.
Building a sales team and its system at the same time, or counting success in something other than revenue? Book a consultation with Growth. More from Growth: What to expect from HubSpot onboarding.