Executive Assessment · SourceHub / ScanSource

SourceHub Marketing &
GTM Assessment

90-Day Marketing & Sales Automation Strategy

Executive assessment prepared by Bruno Santiago before the interview for Marketing & Sales Automation Specialist: a mini consulting deliverable, free of charge.

View 90-Day Roadmap See Maturity Score

What you'll find in this assessment

Company Overview

SourceHub × ScanSource

Digital Footprint

Assets & gaps

Maturity Score

14-dimension radar

SWOT

4×4 snapshot

Quick Wins

9 fast actions

GTM Ecosystem

Data flow map

90-Day Roadmap

30-60-90 plan

KPI Dashboard

Targets & baseline

Curitiba

SourceHub HQ · Brazil

51–200

Employees

NASDAQ

ScanSource (SCSC)

GTM / Clay

This Role

01 · Company Overview

SourceHub × ScanSource, in brief.

Analyzing SourceHub (Shared Services Center, Curitiba) and its parent ScanSource: public information + strategic inferences.

The Company

SourceHub is the new Global Shared Services Center (Centro de Serviços Compartilhados) of the ScanSource Group, HQ in Curitiba, Paraná, Brazil. 51–200 employees, ~691 LinkedIn followers.

Mission

“Nascemos para transformar.” Connect people, technology and operational intelligence to create efficiency at global scale, reinventing how value is delivered, not centralizing tasks.

Scope

Finance & Accounting, HR, IT, Procurement & Supply Chain, Legal & Compliance, and Marketing & Sales automation — the operational engine behind ScanSource across Brazil and North America.

Parent · ScanSource

U.S. multinational (NASDAQ: SCSC), global specialty technology distributor — hardware, software, connectivity & cloud for channel partners across the Americas and EMEA.

Culture

Data-driven, continuous-improvement mindset. Public commitment to gender & racial equity, LGBTQIA+ inclusion and people with disabilities — a diverse, remote-first LATAM hub.

This Role

Marketing & Sales Automation Specialist (GTM / Clay), the technical partner translating marketing & sales needs into scalable, automated GTM systems (HubSpot, Clay, Instantly, Maildoso, Zoom, Outreach, AI).

Hiring Pipeline · 6 stages (per job posting)

Registration

Candidate applies via careers portal

Screening

Recruiter reviews profile & fit

HR Interview

Culture & background conversation

Cultural Fit

Values & team alignment

Manager Interview

Technical & strategic deep-dive

Hiring

Offer & onboarding

Sources: SourceHub LinkedIn (51–200 employees, Curitiba HQ) · ScanSource Q2 FY25 results (net sales $747.5M, −15.5% YoY) · ScanSource FY25 overview (revenue $3.04B). Maturity scores are inferred from public digital presence, not disclosed by SourceHub.

02 · Digital Footprint

Everything SourceHub owns digitally.

SourceHub vs. ScanSource: assets mapped as present, partial, or opportunity. The gaps become the playbook.

SourceHub

Shared Services Center · Curitiba

Website (sourcehub.com.br)Present

LinkedIn page (~691 followers)Partial

InstagramOpportunity

FacebookOpportunity

YouTubeOpportunity

GlassdoorPartial

Careers portalPresent

Employer BrandingOpportunity

Blog / ContentOpportunity

Landing PagesOpportunity

CRM (HubSpot)Present

Marketing AutomationOpportunity

ScanSource

Parent · Global distributor

Website (scansource.com)Present

LinkedIn (corporate)Present

FacebookPresent

YouTubePresent

GlassdoorPresent

IndeedPresent

Newsroom / PressPresent

Blog / Resource CenterPresent

ATSPresent

SEOPartial

Google IndexPresent

AnalyticsPresent

Email (Instantly/Maildoso)Present

MarTech Stack docOpportunity

03 · Marketing Maturity Score

A 0–100 score across 14 dimensions.

Radar view of where SourceHub stands today, and where 90 days of focused work moves the needle.

Overall Maturity

48/100

Maturing

Brand62

SEO55

Content58

Social50

Employer Brand38

Automation42

CRM60

Analytics52

Lead Gen45

Sales Enable48

Mkt Ops40

Data Quality44

GTM47

AI Readiness35

04 · SWOT

Strengths, weaknesses, opportunities, threats.

SourceHub & ScanSource — four each. No fluff.

Strengths

Global scale + trusted distributor brand (Microsoft, Dell, HP, Intel, Lenovo).
SourceHub SSC structure → efficient shared services across functions.
Strong channel community & partner focus under CEO Mike Baur.
Diversified portfolio + acquisitions (DataXoom, HPE Networking).

Weaknesses

SourceHub sub-brand has low independent digital presence.
Employer branding underdeveloped vs. tech competitors.
GTM tooling fragmented across HubSpot/Clay/Instantly/Maildoso.
Limited public content engine / thought leadership.

Opportunities

First-mover Clay + AI-driven GTM automation inside the group.
Employer branding to attract LATAM remote tech talent.
DataXoom acquisition → retail-tech content & expansion.
LinkedIn executive thought-leadership rotation.

Threats

Distribution margin pressure; FY25 revenue decline (Q2 −15.5% YoY).
Talent competition with SaaS scaleups in Brazil.
Channel consolidation / disintermediation risk.
Data-quality drift across a fragmented stack.

05 · Quick Wins

9 actions that move fast.

Low-effort, high-signal moves for SourceHub's GTM engine: ship in the first 60 days.

Launch a dedicated SourceHub LinkedIn page (none exists today)

Standardize UTM governance + tracking template across all campaigns

CRM data-hygiene sprint — dedupe, lifecycle stages, ownership

Enrichment workflow on existing CRM accounts (firmographics + contacts)

Lead-scoring model v1 tied to the MQL→SQL handoff

Automated review-request → Glassdoor pipeline

"Life at SourceHub" video series (5 shorts) for employer brand

Marketing attribution dashboard (analytics + CRM unified)

SEO quick fixes on sourcehub.com.br (titles, schema, careers page)

06 · GTM Ecosystem

How the stack flows.

SourceHub's go-to-market stack: CRM, enrichment, email, LinkedIn, forms, events, website, analytics, connected by an AI layer.

Sources

Clay

Enrichment · Research · ICP

Website / Forms

Inbound capture

Zoom / Events

Webinars · meetings

LinkedIn Outreach

Social selling

HubSpot CRM

Single source of truth

Lifecycle · Segmentation · Scoring

Activation

Email (Instantly / Maildoso)

Outbound sequences

Nurturing Workflows

Lifecycle automation

Analytics / Reporting

Attribution · KPIs

AI Layer

Personalization · insights

AI layer enriches every node (Clay research, OpenAI personalization, Octave meeting intelligence), feeding insights back into the CRM loop.

07 · First 10 Automation Opportunities

Tied directly to the role's tools.

Built on the job description's stack: HubSpot, Clay, Mailshake, Zoom, Outreach and AI. Concrete automations to build first at SourceHub.

Clay → HubSpot auto-enrichment

Clay · HubSpot

On new company create, Clay enriches firmographics + contacts and writes back to HubSpot.

HubSpot lead score → Outreach sequence

HubSpot · Outreach

When a lead crosses the score threshold, Outreach auto-enrolls it in a personalized sequence.

Mailshake campaign from Clay lists

Clay · Mailshake

Clay-built prospect lists sync to Mailshake for outbound, with reply detection back to HubSpot.

Zoom meeting → HubSpot activity log

Zoom · HubSpot

Every Zoom call auto-logs meeting, attendees and notes on the CRM record.

Lifecycle stage → Outreach task

HubSpot · Outreach

A stage change in HubSpot creates an Outreach task for the assigned rep in real time.

AI meeting summary → CRM notes

Zoom · AI · HubSpot

Zoom transcripts are summarized by AI and attached to the deal/contact record.

Intent signal → outbound trigger

Clay · Mailshake

Clay detects a buying signal and triggers a Mailshake sequence to the account owner.

Form submit → enrich + sequence

Forms · Clay · Outreach

A new form submit triggers Clay enrichment and enrolls the lead in an Outreach nurture.

Webinar registrants → nurture segment

Zoom · HubSpot

Zoom webinar registrants are auto-tagged and segmented into a HubSpot nurture flow.

Weekly AI executive digest

AI · HubSpot

HubSpot + analytics data → AI-generated narrative emailed to leadership every Monday.

08 · My First Week Plan

5 days, ready to execute.

How I'd hit the ground at SourceHub: stakeholders, audits, process, metrics.

Day 1

Stakeholder discovery

+Marketing, Sales & RevOps leads
+Tool & access provisioning
+Goal alignment + priorities

Day 2

HubSpot audit

+Data hygiene & duplicates
+Pipelines & lifecycle stages
+Lists, workflows, reporting

Day 3

GTM stack audit

+Clay accounts & enrichment sources
+Instantly / Maildoso warm pools
+Integrations & data flow

Day 4

Process mapping

+Lead lifecycle & handoffs
+Attribution & UTM gaps
+SOPs & documentation

Day 5

Metrics & plan

+Baseline KPIs & targets
+30-day quick-win roadmap
+Present back to stakeholders

09 · 90-Day Roadmap

A 30-60-90 plan, not a template.

Sequenced for SourceHub: quick wins first, then compounding automation.

Days 1–30

Discovery · Audit · Map

+Discovery & stakeholder interviews
+Full CRM & MarTech audit
+Clay + outbound stack mapping
+Integrations & data flow
+Documentation & SOPs

Days 31–60

Build · Automate

+Workflows & automations live
+Campaigns & segmentation
+Dashboards & attribution
+Data quality & lead enrichment
+LinkedIn + content engine

Days 61–90

Scale · Optimize

+Scale winning campaigns
+KPI reporting & governance
+A/B testing program
+ABM pilot
+AI-driven optimization

10 · KPI Dashboard

The numbers I'd run the role on.

SourceHub marketing KPIs: what to measure and how. Baselines are not publicly disclosed, so no targets are promised here; every 90-day target will be set against measured company data. Externally-sourced numbers are linked.

Important: SourceHub does not publicly disclose marketing KPIs (MQLs, SQLs, pipeline). Baselines below are not invented — they are marked “to be measured” and will be established through an internal CRM/HubSpot audit in the first 30 days. No 90-day targets are promised here; each will be set against the measured baseline once company data is available. Every externally-sourced number is linked below.

MQLs / month

Baseline today