--- title: Case Study - Dish'd description: See how Dishd scaled from startup to a 50-person team using HubSpot to centralise data, automate sales processes, and drive consistent growth. image: https://www.thegrowtharchitect.co.uk/hubfs/2.jpg --- [Skip to the main content](https://www.thegrowtharchitect.co.uk/dishd-case-study#main-content) [![The Growth Architect](https://www.thegrowtharchitect.co.uk/hs-fs/hubfs/TGA%20Text%20Black%20Trans.png?width=1906&height=773&name=TGA%20Text%20Black%20Trans.png "The Growth Architect")](http://thegrowtharchitect.co.uk) [![The Growth Architect](https://www.thegrowtharchitect.co.uk/hs-fs/hubfs/TGA%20Text%20Black%20Trans.png?width=1906&height=773&name=TGA%20Text%20Black%20Trans.png "The Growth Architect")](http://thegrowtharchitect.co.uk) - [Home](https://www.thegrowtharchitect.co.uk) - [HubSpot](https://www.thegrowtharchitect.co.uk/hubspot) - [AI Strategy](https://www.thegrowtharchitect.co.uk/ai-strategy) - [RevOps](https://www.thegrowtharchitect.co.uk/rev-ops) - [Software & Integrations](https://www.thegrowtharchitect.co.uk/software) - [Websites](https://www.thegrowtharchitect.co.uk/websites) - [Our Work](https://www.thegrowtharchitect.co.uk/our-work) - [Blogs](https://www.thegrowtharchitect.co.uk/blog) - [Tools](https://www.thegrowtharchitect.co.uk/tools) Search Toggle Menu Search Toggle Menu - [Home](https://www.thegrowtharchitect.co.uk) - [HubSpot](https://www.thegrowtharchitect.co.uk/hubspot) - [AI Strategy](https://www.thegrowtharchitect.co.uk/ai-strategy) - [RevOps](https://www.thegrowtharchitect.co.uk/rev-ops) - [Software & Integrations](https://www.thegrowtharchitect.co.uk/software) - [Websites](https://www.thegrowtharchitect.co.uk/websites) - [Our Work](https://www.thegrowtharchitect.co.uk/our-work) - [Blogs](https://www.thegrowtharchitect.co.uk/blog) - [Tools](https://www.thegrowtharchitect.co.uk/tools) [Linkedin](https://www.linkedin.com/company/the-growth-architectuk/) # Dish'd Scaling Dishd from Startup to Sales Engine with HubSpot ## Client Overview Dishd is a fast-growing UK-based food tech business, helping hospitality venues optimise and monetise their delivery operations. By partnering with restaurants and takeaway brands, Dishd enables them to increase revenue, streamline operations, and better manage their presence across delivery platforms. ![DSC00019-scaled](https://www.thegrowtharchitect.co.uk/hs-fs/hubfs/DSC00019-scaled.jpg?width=2000&name=DSC00019-scaled.jpg) ### The Challenge When we first started working with Dishd, they were a startup with a team of just two people and ambitious growth plans.   As demand increased, so did the complexity of their sales and marketing operations.   Key challenges included: - No centralised system to manage leads, deals, and customer data - Heavy reliance on manual processes as the business scaled - Increasing volume of inbound leads from paid campaigns without a clear structure for qualification and follow-up - A **complex sales process** requiring detailed data capture at multiple stages - Limited visibility for leadership into pipeline performance and revenue forecasting - The need to integrate proposals and contracts into a seamless sales workflow   Dishd needed more than just a CRM — they needed a **scalable commercial infrastructure** to support rapid growth. ![the-best-food-franchise-partners](https://www.thegrowtharchitect.co.uk/hs-fs/hubfs/the-best-food-franchise-partners.jpg?width=1093&height=927&name=the-best-food-franchise-partners.jpg) ### **The Solution** Over a three-year partnership, we designed and implemented a **HubSpot-powered ecosystem** that became the backbone of Dishd’s sales and marketing operations.   At the core of this was a single principle: **create a system that scales with the business, not against it.**   Key elements included: - **HubSpot as the Single Source of Truth** All sales, marketing, and customer data was centralised into HubSpot, giving every team a shared, real-time view of activity and performance. - **Lead Generation & Marketing Integration** Dishd runs extensive Meta (Facebook and Instagram) campaigns to generate demand. We built the infrastructure to: - Capture and track leads seamlessly - Automatically route opportunities to the sales team - Support lead nurturing and follow-up processes - **Sales Process Design & Data Capture** Dishd’s sales cycle requires collecting detailed information at each stage. We structured HubSpot to ensure: - Data is captured in the correct order - Sales reps are guided through each step - Information is stored consistently and securely - **Cold Calling Enablement (Lead-to-Call)** We implemented workflows and processes to support outbound sales, enabling the team to efficiently call and convert cold prospects as part of their growth strategy. - **Proposal & Contract Automation (PandaDoc Integration)** Given the complexity of Dishd’s contracts, we integrated HubSpot with PandaDoc to: - Automatically generate proposals using deal data - Send contracts directly from HubSpot - Track document engagement - Associate all activity back to the deal for full visibility - **Sales & Marketing Alignment** We worked closely with the team to develop supporting materials, messaging, and processes that help convert leads into customers, ensuring both marketing and sales operate as a single, aligned function. ![75](https://www.thegrowtharchitect.co.uk/hs-fs/hubfs/75.jpeg?width=201&height=251&name=75.jpeg) ### **The Results** Over the course of the engagement, Dishd has transformed from a startup into a high-performing scale-up:   ✅ **Growth from 2 to 50 employees**, supported by scalable systems ✅ **Centralised data and reporting**, giving leadership full pipeline visibility ✅ **Consistent lead flow** from paid campaigns, fully integrated into the CRM ✅ **Improved conversion rates** through structured sales processes ✅ **Automated proposal and contract workflows**, reducing admin and accelerating deal cycles ✅ **Efficient outbound sales capability**, supporting proactive growth ### The Impact HubSpot is now embedded at the heart of Dishd’s commercial operations — not just as a CRM, but as a **revenue engine**.   By combining marketing automation, structured sales processes, and deep system integrations, Dishd has built an infrastructure that supports rapid growth without sacrificing control or visibility.   What started as a simple setup for a small team has evolved into a **fully scalable platform**, enabling Dishd to continue expanding with confidence. 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