Tech Stack Planning
- Technology audit & assessment
- Vendor evaluation & selection
- Integration architecture design
- Migration strategy planning
Revenue operations for media companies
The Outcome Engine for revenue operations
Tell us where you need help. We’ll show you the opportunity and define a plan to get there.
No discovery call and no form. A model with its assumptions showing, the work that actually moves it, and an honest account of what we’d need to know to be useful.
- 6 outcomes
- 2 minutes
- 0 fields before you see a number
First, what are you trying to move?
Pick as many as apply. These are the six we model.
Three pillars
Strategy, integration, and practical AI.
Indigo Trigger helps revenue teams choose the right systems, connect them cleanly, and put useful automation into the work.
Systems we work in
- HubSpot
- Naviga
- Salesforce
- NetSuite
- Wide Orbit
- Google Ad Manager
- Omeda
- ePublishing
- Brightspot
- TapClicks
Proof
The companies you’d check us against.
Media and publishing companies, not a general client list: national groups, metros, local broadcast, and B2B publishers. Every one of them has an insertion order that has to become a general-ledger entry.
2025 Honoree
CertifiedSalesforce consultant
30+ yearsMedia industry experience
Systems integration
Fluent in the platforms revenue runs on.
Integration work starts with knowing the systems. These are the platforms we implement, connect, and keep running for media and publishing teams.
CRM · Marketing · Service
HubSpot Platinum Partner
Certified HubSpot Platinum Solutions Partner. We build the CRM, the reporting behind it, and the workflows sales and service teams use every day.
CRM · Sales Cloud
Salesforce Services
Certified Salesforce implementation and integration partner. Sales Cloud builds, cleanup, and migrations onto and off the platform.
ERP · Order to cash
NetSuite Services
Certified NetSuite implementation and integration partner. Order-to-cash between the CRM and the ledger, so what sales agrees to is what finance bills.
Ad order management
Naviga Ad Services
Certified Naviga implementation and integration partner. Ad orders, campaigns, and fulfillment kept in step with the CRM.
We work in the systems around them too—Recurly, Omeda, ePublishing, Brightspot, TapClicks—and the reporting layer on top.
What we find
Eight things we find in almost every media company.
You’ll recognize most of them.
- 01
No single customer record. The same advertiser, re-keyed by hand into four systems under three spellings.
- 02
Month-end runs on rules nobody wrote down. They live with one or two people. Everyone knows which ones.
- 03
Product names don’t survive the trip from the CRM to the order system to the general ledger.
- 04
Reps log deals at proposal stage, so there’s no early pipeline and the forecast gets rebuilt weekly from memory.
- 05
Billing is reconciled by hand because what was delivered never quite matches what was booked.
- 06
AR lives in two places, so nobody can see what a customer is actually worth.
- 07
Card fees go unoffset, quietly costing about three percent of every card payment.
- 08
Campaign reporting reaches some advertisers, whichever ones somebody remembered.
None of these are anyone’s fault. All of them are expensive. Most have been true long enough that nobody in the building sees them any more.
The gap
What we’d need to know to make that real.
The model runs on estimates. Turning it into something your CFO will fund takes six answers. In our experience most teams have two.
- What a single deal actually costs you to process, from signature to invoice
- Where the same customer exists under three different names in three systems
- What your reps aren’t logging, and at what point in the deal they start
- Which revenue is booked, which is recognized, and which is collected
- What you delivered last month, against what you billed for
- Which of your accounts is quietly disengaging right now
If you can’t answer four of those, that isn’t a failure of your team. It’s the finding, and it’s where every engagement we run begins.
Indigo Trigger's flagship gathering
A conference for people who run lead-to-cash.
Lead to Cash Bash brings media revenue leaders together to compare what works, what does not, and how they are fixing the handoffs between teams and systems.
Indigo Trigger's annual RevOps conference · 2026
Lead to Cash Bash VI
Join the revenue leaders turning leads into cash. Two days of sharp sessions and real connections.
- When
- November 11–13, 2026
- Where
- Walt Disney World Dolphin Resort · Lake Buena Vista, FL
Inside the BashEvent film · 00:50
A 50-second look at Indigo Trigger's annual conference.
Practical sessions
Sessions cover the decisions, systems, and handoffs behind media revenue.
Small enough to talk
A focused group with enough time to compare notes and ask direct questions.
One event hub
The Bash site keeps the agenda, speakers, sponsors, and registration in one place.
Presented by Indigo Trigger
Lead to Cash Bash is Indigo Trigger’s annual conference. Its agenda, speakers, sponsors, and registration remain on the separate conference site.
- Agenda and speakers
- Sponsors and partners
- Registration on the conference site
- Past-event highlights
News & insights
Notes from the work.
Press release
Indigo Trigger Helps Northstar Travel Group Launch Enterprise-Wide HubSpot CRM Platform
New CRM foundation supports sales, support and operations teams across Northstar’s global divisions, with next phase focused on proposal creation, contract management, workflow automation and NetSuite ERP integration
Read the articlePress release
The Tampa Bay Times Launches Revenue Analytics Modernization Discovery
PORTSMOUTH, NH — May 26th, 2026 — INDIGO TRIGGER is partnering with The Tampa Bay Times on a strategic discovery engagement focused on modernizing the organization’s revenue analytics and enterprise reporting capabilities. As media organizations continue to navigate increasingly complex data environments, the ability to access reliable insights across revenue, operations, and fulfillment systems has become critical. The Tampa Bay Times is taking a proactive step to evaluate its current...
Read the articlePress release
Indigo Trigger Achieves HubSpot Platinum Solutions Partner Status
Indigo Trigger reaches Platinum status after just one year in HubSpot’s Solutions Partner Program, reflecting its rapid growth as a leading HubSpot solution provider for media and publishing companies. PORTSMOUTH, NH — May 4th, 2026 — INDIGO TRIGGER today announced it has achieved HubSpot Platinum Solutions Partner status, a milestone reached after just one year in HubSpot’s Solutions Partner Program. HubSpot’s Solutions Partner Program is a global ecosystem of experts that offer marketing,...
Read the articleMeet us in person
See where we'll be next.
Find Indigo Trigger at conferences, working sessions, and small-group discussions about media revenue operations.
Upcoming appearancesIndigo Trigger · Events
Lead to Cash Bash VI · Nov 11, 2026
How do you improve the whole revenue operation when each team owns only one part of it?
Start with the stuck point
What should work better?
Bring the workflow, handoff, or system problem that keeps resurfacing. We’ll help make the operating question concrete.