Value-First Team — Client Relationship

TailorMed

Healthcare technology company eliminating financial barriers to care through automation… — tailormed.co

USS + VFT co-delivery

Snapshot

What they do

Healthcare technology — TailorMed builds financial-navigation software that helps patients afford their treatment. Founded 2016 in Tel Aviv, operating from New York and Israel. Mid-market, private.

How they run

Salesforce is the system of record for the revenue operation, with HubSpot for marketing. Every architecture decision here follows from that.

Engagement

CRM reset and integration architecture — rebuilding HubSpot from Salesforce as the single source of truth.

Delivery

Co-delivered by Value-First Team and USS.

The relationship

  1. Discovery and stakeholder interviews — understanding how the revenue operation actually runs across two systems.

  2. HubSpot retainer opens.

  3. Working and strategic sessions. The reset designed, then executed.

  4. Reset complete. Coaching shifts to measurement architecture.

  5. The team moves itself off crisis cadence to a twice-weekly rhythm.

  6. Ongoing work on the historical side of the account matching.

Where they started

A HubSpot–Salesforce integration nobody could trust. The two systems had drifted far enough apart that the data disagreed with itself — and once a record stops being reliable, it stops being used. It had become a question of confidence inside the business rather than a technical fault.

What that meant day to day: the question every marketing team is asked — is this working? — was being asked of a system that could not answer it, while a one-person marketing team was expected to produce executive reporting from figures that did not add up.

What we delivered

The reset

  • A full CRM reset, proposed, planned and executed — export everything, rebuild HubSpot from Salesforce as the single source of truth, with a written plan covering export procedures, deletion sequence and methodical reconnection. Not a wipe and hope
  • Chosen over continuing to repair an integration that had already lost the room’s confidence

The architecture underneath it

  • Lifecycle data model, future-state data model, and an events-and-investment model
  • Integration design — recommended sync properties, Salesforce campaign mapping, and the HubSpot UI configuration to match

Measurement, coached rather than handed over

  • The Four Unified Views as the architecture for reporting — who is this customer, what is our revenue health, is the engine running, how do we work together. Built so future reporting answers a question rather than filling a dashboard

In progress

  • The historical side of the account matching — so older records pair to their accounts as reliably as new ones now do. The approach is agreed: a dedicated matching field populated across the account base, then used to pair the historical records, with a manual pass for genuine duplicates

What changed

  • New records sync correctly. In their RevOps lead’s own words three months after the reset: the flow is generally working
  • A clean architecture to build measurement on, rather than inheriting reporting nobody trusted
  • The team moved from crisis check-ins every other day to a steady twice-weekly rhythm — and began postponing a meeting rather than holding it short-handed, which is what leaving firefighting actually looks like
  • Their marketing lead moved from building the dashboards she was handed to challenging what was worth measuring at all

In a sentence

Their HubSpot and Salesforce had drifted so far apart that the data disagreed with itself. We rebuilt HubSpot from Salesforce as the single source of truth — with a written plan, not a leap. New records sync correctly, the team went from daily crisis calls to a steady rhythm, and their marketing lead now asks what is worth measuring rather than building whatever is requested.

At a glance

Delivery

USS + VFT

Since

Dec 2025

Key contacts

Srulik DvorskyCEO & Co-FounderHila OhayonRevOps LeadKatrina WardDirector of Digital MarketingJill KlaskoVice President of Sales