Pete Delago

A regional auto insurer with significant ad spend, heavily weighted toward TV and radio. Leadership was convinced TV drove almost all website traffic and resisted reallocating budget to digital. The team's read was that the picture was more complicated, but there was no data to argue with.

Built a small attribution model reconciling site-traffic sources against TV and radio creative cadence. Showed where digital was actually contributing — not as a replacement story, but as a "yes, AND" story leadership could absorb. Speaking in their numbers, not in marketing theory, was the unlock.

Budget freed up for digital + direct mail integration. Copy and creative aligned across channels. QR codes added to direct mail (early move for the category). Leadership opened up to broader channel experimentation that would have been blocked six months earlier.

A regional insurance underwriter came on as Lemnos' primary retainer client with no real CRM in place. Salesforce was being used as a glorified contact list; lead routing was tribal knowledge. They needed working sales infrastructure, fast.

Built one HubSpot instance from scratch — custom properties, deal pipelines, lifecycle stages, lead qualification logic, routing rules. Then, as the business pivoted three times over the next 24 months (different ICPs, different funnel models, different messaging), repurposed the same instance instead of rebuilding. Same database, different segmentation. Same pipelines, different lifecycle stages.

Sales operations survived four business pivots without ever being torn down. Cost of pivoting got cheaper each time. Agency rotation across email, creative, ads, and dev was orchestrated through one consistent system.

A B2B target list of ~8,000 D&B records — companies that fit ICP, but with the usual problems: missing decision-maker contacts, unverified emails, catch-all domains, no segmentation, no clear path into HubSpot or an ad platform.

Built an autonomous lead-processing pipeline in Clay. Normalization → dual email verification (Hunter + LeadMagic) → person enrichment → LinkedIn matching → catch-all domain detection → segmentation. Output: sales-ready audiences split by segment, ready to push into HubSpot lifecycle stages and ad-platform custom audiences. Manual intervention is limited to config and guardrails — the agent processes records autonomously past that point.

A reusable pipeline that compresses what would have been weeks of manual research into a single overnight run. Same input shape; different output segmentation depending on the campaign objective. The work expanded the category of problems Lemnos could quote for SMB clients with no in-house data team.

The agency's primary insurance client was running multi-channel lead acquisition through MediaAlpha, Datalot, and partner email vendors — high-volume inbound flowing into an existing HubSpot instance. What was missing was a structured nurture workflow that could route leads into the right sequence based on source, intent signal, and lifecycle stage.

Designed and built a three-tier drip workflow inside the existing HubSpot instance — multi-list segmentation, multi-branch routing, with last-touch attribution reporting layered on top. Coordinated execution across five external parties: MediaAlpha, Datalot, the developer, the email vendor, and the client's internal sales team.

Inbound leads moved through a structured path into the client's pipeline instead of a flat blast. Attribution reporting closed the loop on what was actually driving conversions vs. just sends. Vendor handoffs ran on a predictable cadence.