CASE STUDY
How a Real Estate Firm Achieved 50% Better Forecasting Accuracy and Transformed Future Planning
AT A GLANCE
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Client: Montgomery Homes
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Industry: Real Estate & Construction
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Location: NSW, Australia
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Solution: Sales Performance & Pipeline Forecasting
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Key Impact: $250K+ revenue safeguarded, 20% faster forecasting
Background
Montgomery Homes generates a high volume of leads and sales enquiries through HubSpot across multiple regions and channels including web, display homes, paid advertising, and referrals. The company needed comprehensive visibility into their sales pipeline to make informed decisions about resource allocation and revenue projections.
While HubSpot captured valuable data about leads and opportunities, the system lacked unified reporting capabilities that could answer critical business questions about pipeline health and forecast accuracy.
The Challenge
Sales and marketing leadership faced significant gaps in their ability to track and forecast pipeline performance. The company couldn't effectively answer fundamental questions about their sales funnel: How were enquiries trending across regions and channels? Which sources were driving actual deposits versus just generating leads? What were the conversion rates at each stage from enquiry through to deposit? How far was the current pipeline from hitting quarterly and annual revenue targets?
The forecasting process remained manual, error-prone, and disconnected from real-time performance data. Leadership teams spent hours each week compiling reports from multiple sources, yet still lacked confidence in their pipeline projections. This limited visibility created reactive rather than proactive management, with revenue shortfalls often identified too late for corrective action.
Without integrated reporting across the complete sales cycle, Montgomery couldn't optimize their lead generation investments or accurately predict future revenue. The company needed a solution that would unify their fragmented data and provide predictive insights for better decision-making.
The Solution
GrowthBI developed a centralized SQL data model powered by Fivetran, which automated data synchronization from HubSpot to SQL Server. The solution created a comprehensive Power BI dashboard that combined lead trends with sophisticated forecasting capabilities.
The system unified pipeline data across all stages from initial enquiries through opportunities, tenders, and deposits. Advanced forecast visuals with confidence bands projected potential deposit shortfalls, enabling proactive interventions. The dashboard provided granular drilldowns by form type, region, and source to pinpoint growth drivers and identify gaps in the pipeline.
Key capabilities included:
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Conversion Scorecards: Detailed metrics at every stage from enquiry to consideration to tender to deposit, revealing exactly where prospects dropped off
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Regional Performance Analysis: Comparative views across NSW regions showing volume trends and conversion rates
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Source Attribution: Clear visibility into which channels delivered not just leads but actual deposits
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Predictive Forecasting: Monthly trend analysis with statistical forecasting for enquiries, tenders, and deposits
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Executive KPIs: Real-time tracking of new enquiries, leads deposited, deposit percentages, and pipeline velocity
Results
The automated forecasting solution delivered immediate operational improvements while safeguarding revenue through better pipeline management. The company saved 10+ hours weekly by automating lead tracking across regions and sources, eliminating manual data compilation and report generation.
Forecasting cycles accelerated by 20%, enabling leadership to identify pipeline gaps earlier and implement corrective actions. The predictive analytics capabilities allowed Montgomery to proactively address potential shortfalls before they impacted quarterly results.
Key performance outcomes included:
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$250K+ annual revenue safeguarded through proactive interventions driven by forecast alerts
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10+ hours weekly saved on manual reporting and pipeline tracking
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20% faster forecasting cycles with real-time data integration
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100% visibility into conversion rates at every pipeline stage
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Improved accuracy in quarterly revenue projections
The dashboard revealed previously hidden insights about source performance and regional variations. Management could now see which marketing channels delivered the highest deposit conversion rates, not just lead volume. This enabled more intelligent allocation of marketing investments and sales resources.
Looking Forward
Montgomery Homes now conducts weekly pipeline reviews using the forecasting dashboard as their single source of truth. The predictive capabilities have transformed their approach from reactive to proactive pipeline management, with early warning systems identifying potential revenue gaps weeks in advance.
The success of this implementation has positioned Montgomery to expand their analytics capabilities to include customer lifetime value analysis and multi-touch attribution modeling.
Want to see the technical details behind this implementation? Read our technical deep-dive to learn how we integrated HubSpot with Power BI using Fivetran and SQL Server.