Runchise ran ~100–200 franchise deals every month with pipeline rules written down but rarely followed. GiantFocal implemented HubSpot in 5 weeks: deal stages reps cannot skip, activity logging from a phone in seconds, and every WhatsApp conversation pulled into one system.
Runchise ran 100–200 deals per month across 11 sales reps on Zoho and manual spreadsheets, with no way to enforce how a deal moved.
GiantFocal implemented HubSpot in 5 weeks: a deal pipeline the system enforces, a mobile activity log, and every WhatsApp conversation pulled into one place.
One month in, the win is operational. Revenue impact is the next chapter.
Runchise manages F&B franchises across Indonesia. The sales team runs deals in Bali, West Indonesia, and East Indonesia, so a forecast is only as good as the rep who last updated it. As of February 2026, 11 sales reps worked 100 to 200 deals per month. The system of record was Zoho CRM, propped up by manual spreadsheets for forecasting.
Two people carried the operational load. Fai Anthonius owned forecasting and the discipline of the sales team. Anandika Auliasari ran both inbound and outbound, creating 40 to 70 deals on a busy day. Both spent more time correcting data than reading it.
The franchise pipeline was real money. Around Rp 1 billion in new franchise pipeline moved through the team each month, with an estimated 10 to 20 percent leakage flagged at the discovery stage. This figure is a discovery-stage estimate of exposure, not a measured loss. For an operator like Fai, the risk was not the tool. It was visibility. When the data and the picture do not match, decisions get made on numbers nobody trusts.
“To build a forecast report, I needed input from the sales team.
We audited the Zoho setup and the spreadsheet forecasting flow. We mapped where reps dropped off and why the field activity never made it into the system. The discovery call surfaced the pipeline scale and the leakage exposure that framed the whole engagement.
We designed the deal pipeline so the stages a deal moves through, A to B to C, are enforced by the system, not by a memo. We set the properties — the underlying fields HubSpot stores on each contact and deal — so that the do-and-do-not parameters are built in.
“We can set the do and do-not parameters by system, so it is more measured and more directed.”
We built it in 5 weeks. The deal pipeline went live with enforced stages. We simplified the activity log so a rep can update it from a phone in seconds, not screens. We consolidated WhatsApp into HubSpot, so sales conversations stopped living on personal phones. We migrated the Zoho data into the new structure.
One month in, we ran the 30-day review. It was honest, including the part that went wrong. A permission setting locked deal editing for about a day, and HubSpot support was slow to isolate it. We owned it on the call. The permission check was a miss on our end, not a Runchise error. We fixed it the same morning.
We added two changes to our process: an after-hours escalation contact for the client, and a permission-state check in our implementation QA so the edge case cannot repeat.
The build is the foundation. Phase 2 is automation, and Fai already named the highest-value target: deal recycle, automatically flagging deals that sit too long with no progress so they get reassigned or refreshed. Phase 3 is integrations. Adoption is scaling in step, from 11 reps to 22 reps in early May 2026. The Phase 2 conversation resumes in July, once the full team is logging consistently.
Deal stages now follow a path reps cannot skip, replacing spreadsheet rules they routinely ignored.
Fai can now see field activity across Bali, West Indonesia, and East Indonesia as it happens, instead of waiting for a manually compiled forecast.
WhatsApp sales conversations now log into HubSpot rather than staying trapped on reps' personal phones. Notes and email thread in alongside them.
From 11 reps in February to 22 reps in early May 2026.
5 weeks from kickoff to a live, enforced pipeline. Forecasting stopped being a manual cleanup exercise. The activity log is simple enough that the team actually uses it — the only metric that matters for a CRM.
Because operational only hit optimal running in May, revenue impact is not yet visible. Fai said so directly, and we are not going to dress it up. Revenue improvement is what Phase 2 is built to produce, and we would rather report it when it is measured than imply it now.
For a business like ours, at our scale, it is worth it. We looked at other options before HubSpot. HubSpot is the one that is genuinely settled, and combined with a good partner in GiantFocal, the combination is what made it work for us. I would happily recommend it to other founders building something similar.
Fai Anthonius
National Expansion Manager · Runchise
Runchise is on a phased path: foundation first, automation next, integrations after. That is how durable revenue systems get built. GiantFocal is a HubSpot Gold Solutions Partner and Indonesia's #1 HubSpot Solutions Partner, with certifications across all six HubSpot Hubs.
If you are evaluating HubSpot and want it stood up so your sales team actually uses it, the first step is an architecture call. We come back with a proposed scope, not a pitch.