How to Build an Enterprise Robotics Pipeline
Gravis Robotics builds AI-powered autonomous earthmoving equipment for large-scale infrastructure projects. Their deals run long, cross multiple stakeholders, and hinge on technical evaluations that don't fit any standard pipeline template. Their CRM didn't reflect any of that. Now it does.
WHEN YOUR DEAL INVOLVES A PROJECT MANAGER, A PROCUREMENT TEAM, AND A SITE ENGINEER — A GENERIC CRM ISN'T THE PROBLEM. IT'S THE COST.
The questions Gravis Robotics needed a CRM to answer
Selling autonomous construction equipment isn't a 2-call close. The deals cross job functions, stretch across months, and stall for reasons no standard pipeline stage captures. Before Chloe built their HubSpot architecture, Gravis was working around 4 questions their CRM couldn't answer:
How do you track a deal that's active with a project manager, a procurement lead, and a site engineer simultaneously, at different stages?
- When a technical demo happens on-site, which pipeline stage does it belong to, and who owns the next move?
How do you catch a deal going quiet in the gap between site visit and contract before it's already dead?
What does "close" mean when the deliverable is a multi-year deployment, not a SaaS subscription renewal?
HOW CHLOE BUILT IT
A Pipeline Architecture Built for $1M+ Contracts in Construction Robotics
Chloe started with how Gravis's deals actually moved, not how a default HubSpot template assumed they did. That meant mapping every buyer role, every site visit, every technical evaluation, and every procurement gate before writing a single stage definition.
The result: a pipeline architecture where "qualified" means something specific to a construction robotics sale, deal properties capture the complexity that drives or stalls a multi-stakeholder infrastructure decision, and nothing falls into a gap between stages because no stage was defined for it.
Deal process off the whiteboard. Into a CRM built for the real shape of how $1M+ construction robotics contracts close.
A Pipeline as Complex as the Deal
How a construction robotics company got a CRM built for multi-stakeholder, long-cycle contracts and 20 automations to run it.
Situation
Gravis Robotics sells AI-powered autonomous earthmoving equipment to construction project managers. Deals are long, cross multiple buyer roles, and hinge on site visits and procurement gates. Their CRM reflected none of it.
Solution
Chloe mapped the real deal motion, every buyer role, every stage gate, every handoff then built a HubSpot pipeline architecture around it. Stage definitions written for construction robotics. 20 automations deployed to cover follow-up, deal progression, and the international quoting process that was eating hours every week.
Results
Gravis's sales team spends less time on admin and more time on deals that actually close, with a pipeline that finally reflects how construction robotics contracts move and automations handling the manual work that was slowing every international quote.
What Gravis Robotics Said After Their Pipeline Went Live
The Pipeline Went Live. The Impact Was Immediate.
"She helped us build our very first sales pipeline."
"Chloe is unbelievably fast, always responsive, and consistently delivers high-quality work. She helped us build our very first sales pipeline, set up essential automations, organize our leads, and even supported us with our website."
Marketing blames Sales.
Sales blames the CRM.
We fix the system — so everyone stops pulling in the same direction.
