Next Steps & Fixes

What to do next.

The open items, known bugs, and decisions needed to finish the build — prioritized, with concrete actions, owners, and dependencies. Plus a short guide to maintaining the system yourselves.

Key takeaway

Do these in order. Fixing routing + the named-account list (P0-2 & P0-3) unblocks scoring (P0-1), which unblocks sequences. Most everything else can follow.

Priority 0

Fix these first — they block day-to-day selling

P0-1

Turn on lead scoring

Impact: No automatic MQL qualification today. Reps have no scored prioritization; marketing can't trigger nurtures off score. System is built and drafted, pending approvals for a few weeks.
Owner: RevOps (build) + Ann Marie (green-light) + Ryan (sign-off).
Depends on: P0-2 (clean routing) and Tag Manager link.

P0-2

Re-run territory routing clean

Impact: Reps still get wrong or flip-flopping accounts, which undermines trust in the CRM. This was MontyCloud's stated #1 priority. Routing and ownership incidents continued past the spring (e.g., a mid-May account-owner issue on a large enterprise account), so a clean re-run is still needed.
Do this: (1) Get the final territory list and final named-account list from Ryan. (2) Find and turn off the lingering legacy routing workflow that's overriding the new one. (3) Wipe owners on everything except true named accounts, run Ops - Sales - Territory Routing - 2026, then re-test the known edge cases. (4) Re-enable the data-hygiene filters after the clean run. Est. ~1–1.5 hrs once inputs are in hand.
Owner: RevOps (Mason/Alana, build) + Ryan (final lists).
Depends on: P0-3 (named-account list must be correct first).

P0-3

Correct the Named Account flag

Impact: ~4,400 contacts / ~2,700 companies are flagged "Named Account" but those are really the old SCA target list — this distorts routing (named accounts bypass geography).
Do this: (1) De-flag the SCA target list. (2) Load only the true named accounts (the per-rep lists in the Build Log's Territory section are the starting point). (3) Reconcile the 39-account list: fix duplicates/ambiguity (Insight, Accenture, Slalom, Mastercard, N-iX, Bespin Global) and find the 3 missing (Optic, StormReply, Deloitte). Use the Feb-2026 backup lists as a safety net. Note: the truly strategic count is far smaller — Ryan has put it as low as ~3 — so lock down the definition gap between "named account" and "territory-owned account" before loading.
Owner: Ryan (which accounts are named) + RevOps (execute).
Depends on: —

P0-4

Stop duplicates at the source

Impact: The completed dedup is being undone over time; new duplicate companies keep appearing.
Do this: Review the Lusha integration and the Day2 lead integration settings so they enrich the existing company instead of creating a new one on a field mismatch. These are MontyCloud-owned integrations, so a MontyCloud admin (with Madhavi for Day2) needs to adjust them. Then run a clean-up merge pass in Data Hub.
Owner: RevOps + Madhavi (Day2).
Depends on: —

P0-5

Resolve the quote snippet bug

Impact: Quote snippet font/edits don't "stick" (revert on re-login); flagged a major priority as deal volume grows.
Do this: Follow up the open HubSpot Technical Support ticket (raised ~April). Confirm the snippet visibility/seat issue (an admin without a Sales seat only sees some snippets). Re-verify the MSP/Assessment templates after the fix ("[CUSTOMER NAME]" dynamic, remove the "$$" artifact, confirm "Price Percent" source).
Owner: RevOps / HubSpot admin (with HubSpot Support).
Depends on: —

Priority 1

Do these next — they complete the system

P1-10

Finish Customer Status automations

Impact: Churned / Hyperscaler / Amazon / Nurture statuses are not fully automated.
Do this: Build the remaining status workflows: Churned (from Day2 subscription data — needs Madhavi), Hyperscaler (azure/gcp domain list from Ann Marie), Amazon, Nurture.
Owner: RevOps + Ann Marie + Madhavi.
Depends on: —

P1-11

Resolve contacts without companies

Impact: ~2,600 contacts have no company (and ~3,500 with no company and no owner).
Do this: Decide what to do with the remaining records: enrich (Breeze/Lusha), disqualify, or assign.
Owner: RevOps + Ann Marie.
Depends on: —

P1-12

Rebuild the Day2 / PLG product workflows

Impact: Legacy signup follow-up sends from a departed employee's address and routes only to Matt.
Do this: Coordinate with Madhavi to simplify the signup follow-up workflow, restore the Day2 fields on the contact form, and fix the legacy routing.
Owner: Madhavi + RevOps.
Depends on: —

P1-13

Finish forms / event capture

Impact: No thank-you page blocks ad conversion tracking; Facebook-email field mapping pollutes data.
Do this: Decide HubSpot landing pages vs. a separate event app; build the thank-you page (needed for ad conversion tracking); fix the Facebook-email field mapping on imports.
Owner: Marketing + RevOps.
Depends on: —

Priority 2

Lower-stakes tidy-up

Archive deprecated properties — get a "keep vs. kill" field list from the team, then archive unused legacy fields.

Archive/rename turned-off and deactivated-user workflows so the Ops - list stays clean.

Final contact/company card cleanup — remove SCA from the card, add AWS fields to the Company, mirror the company record onto contacts, and decide which fields to archive.

Confirm the 6,000-lead list import — the project tracker shows it completed in late April. Verify it landed cleanly in HubSpot, then close this out.

Rebuild the AE prospecting lists as company-based (not contact-based) — flagged on the mid-May review.

Add new lead-status values (Cold, DQ) and wire the dependent workflows.

Notifications/tasks — inventory current notification workflows, then build the scoring/qualifier-driven notifications.

Repopulate the deals list for the sales team.

Self-serve

How to run this without us

The system is documented so your team can own it. Your canonical reference is this site's Build Log — especially the Workflow Inventory — backed by the live workflows in your HubSpot portal. Here are the moves you'll make most.

Add a state / region / country to a territory

Open Ops - Sales - Territory Routing - 2026, edit the matching branch's enrollment criteria to include the new location, and point it at the rep. (There's a recorded video; Mason has done this before.)

Add or change a named account

On the Company, set Named Account = Yes and set the Named Account Owner. The mirror workflows propagate it to contacts and into Territory Owner. Don't set Territory Owner by hand — if you must pin an owner, use the Territory Owner Lock checkbox.

Re-run routing cleanly

Wipe owners on everything except true named accounts → run the primary routing workflow → spot-check the known edge cases → re-enable the data-hygiene filters.

Manage duplicates

Use Data Hub / Data Ops merge tools and lists; and fix the source integrations (Lusha/Day2) so they stop creating new objects.

Golden rules

Reps touch only Lead Status. Never set Lifecycle Stage by hand.
Never edit a workflow whose name ends in "(Do Not Touch)" — they're the lifecycle backbone.
Never manually set Territory Owner — let routing do it (or use the lock).
Keep new workflows named with the Ops - prefix so they stay grouped.
When in doubt, check the Build Log → Workflow Inventory (and the live workflow in HubSpot) before changing anything.

Ownership

Who should own what going forward

Area	Suggested owner
HubSpot admin · workflows · properties	RevOps — Mason & Alana
Territory map & named-account list	Sales — Ryan Broderson
Scoring criteria · marketing automation · forms/attribution green-lights	Marketing — Ann Marie
Day2 / product integration & PLG workflows	Engineering — Madhavi
Data hygiene / dedup & source integrations	RevOps (via Data Hub / Data Ops)

Prepared by The Matchbox · June 2026 · Internal handoff · HubSpot portal 22107327.