Busy, but not moving.
Northstar’s growth team sent more than 1,200 emails a month and still could not say which conversations were going anywhere. The context for each account lived in four places: HubSpot for deals, Gmail for threads, Notion for account plans and Slack for everything in between.
Every Monday, nine people spent an hour rebuilding the week from memory. Follow-ups depended on who remembered, and a demo request on a Friday afternoon could wait until Tuesday.
BEFORE
- A one-hour Monday meeting to rebuild the week
- Context split across HubSpot, Gmail, Notion and Slack
- Follow-ups that depended on who remembered
- Success measured in emails sent
WITH MORROW
- A Friday readout the team reads in five minutes
- One timeline per account, with every signal on it
- A pricing-page visit drafts a note for the owner
- Success measured in conversations that move
One timeline, then a playbook.
The team connected HubSpot, Gmail, Notion and Slack in an afternoon and kept all four. Morrow put every signal for an account on one timeline, so whoever picked up a lead saw the last call, the open deal and the plan without asking anyone.
Then Ava turned the team’s best follow-up into a playbook. When a known account visits the pricing page, Morrow researches what changed and drafts a short note for the owner. Nothing goes out until that person approves it.
“We didn’t automate the conversation. We automated the remembering.”
Ava Martinez
Head of Growth, Northstar Labs
Three times the conversations that count.
Over the first quarter, meaningful conversations, meaning replies that lead to a call, a trial or a decision, rose from 49 to 148 a week. Emails sent went down. The Monday meeting became a Friday readout the whole team reads in five minutes.
Next, Northstar is bringing its customer success team into the same workspace, with the same playbooks pointed at renewals.