Kando consolidates marketing and sales in HubSpot

The situation

Kando monitors what flows through a city's sewers in real time, turning that data into cleaner water and healthier communities. Their buyers are utilities and municipalities — long, technical, multi-stakeholder sales.

Kando had already built a real marketing foundation. But there were weak points that quietly cost them: gaps that hurt sales, and a setup that made it hard to show prospects the full picture of what Kando could do. They knew the answer was to restructure around account-based marketing. What they needed was a partner who could make HubSpot actually do it — not just switch it on.

What we built

We consolidated Kando's marketing and sales into one HubSpot system, then rebuilt the motion around ABM:

• Restructured the process around accounts, so effort concentrated on the utilities and municipalities worth winning.
• Built the reports leaders had been missing — clear visibility into rep activity and the real shape of the sales process, including where it was leaking.
• Made the pivot to inside sales possible when in-person visits dried up during COVID, without losing momentum.

What changed

With HubSpot doing the heavy lifting, Kando's marketing is generating more traffic and conversions than ever — and the sales team is running on evidence instead of instinct.

• ~5 hours back, every week — sales managers estimate they save around five hours a week reviewing rep activity and deals.
• More traffic, more conversions — the marketing team is producing more of both than before.
• Deals that move the business — Kando has closed game-changing deals with major utilities and municipalities.
• Leads that become pipeline — used properly, HubSpot turns more leads into real, worked opportunities.

Having a consolidated marketing and sales platform you don't need a Ph.D. to use is huge.

Anne-Li · Business Development & Marketing Strategist, Kando