Tech stack planning
- Technology audit and assessment
- Vendor evaluation and selection
- Integration architecture
- Migration 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
- Step 1 of 3: Pick outcomes
- Step 2 of 3: Your numbers
- Step 3 of 3: The opportunity
First, what are you trying to improve?
Pick as many as apply. These are the six we model.
What we do
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
What we hear
Eight things we hear in almost every media company.
You’ll recognize most of them.
- 01
Our systems don’t talk. The CRM, the ad server, the order system, and the ledger each hold a piece of the customer, and nothing joins them.
- 02
We’re entering the same thing over and over. The same advertiser, keyed by hand into three or four systems, under as many spellings.
- 03
Our reps hate our CRM. So they log deals late, at proposal stage, and the pipeline is a rumor until then.
- 04
Month end is a nightmare. Delivered against booked, reconciled by hand, on rules that live with one or two people.
- 05
Ad ops is painfully manual. Orders re-typed, changes chased by email, campaigns trafficked from a spreadsheet.
- 06
I can never get the reports I need. The numbers exist. They live in four places, and none of them agree with finance.
- 07
Our customer-facing tools are awful. Proposals, proofs, and invoices reach advertisers through whatever someone remembered to send.
- 08
Performance reporting takes forever. Campaign results pulled by hand, formatted by hand, and delivered to some advertisers some of the time.
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.
Proof
We’re proud of the company we keep.
We work alongside some of the most progressive names in media and publishing — companies willing to challenge old processes, rethink how revenue gets done, and build something better. We bring creative thinking, deep media experience, and a bias toward results. The outcome is work that lasts — and relationships that do too.
2025 Honoree
CertifiedSalesforce consultant
30+ yearsMedia industry experience
Systems integration
We know the platforms. We know your business.
We implement and optimize the sales, CRM, ERP, Naviga Ad, and revenue platforms used by today’s leading media and publishing companies. Our team combines deep systems expertise with decades of media experience to connect the technology, processes, and teams behind revenue — from first opportunity through fulfillment, billing, and reporting.
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.
HubSpot services
CRM · Sales Cloud
Salesforce Services
Certified Salesforce implementation and integration partner. Sales Cloud builds, cleanup, and migrations onto and off the platform.
Salesforce services
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.
NetSuite services
Ad order management
Naviga Ad Services
Certified Naviga implementation and integration partner. Ad orders, campaigns, and fulfillment kept in step with the CRM.
Naviga servicesWe work in the systems around them too—Recurly, Omeda, ePublishing, Brightspot, TapClicks—and the reporting layer on top.
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.
News & insights
Notes from the work.
In the news
How Hearst is modernizing newsroom and revenue operations
In a sponsored Q&A for Editor & Publisher, Hearst Newspapers SVP of Technology Mike Fogel talks through standardizing technology across Hearst's properties, where the advertising revenue cycle goes next, and the part Indigo Trigger plays in order and billing system work.
Read the articlePress 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 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
America’s Newspapers Senior Leadership Conference · Sep 28, 2026
America’s Newspapers’ conference for the publishers, presidents, and senior executive teams running newspaper companies.
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 is the stuck point costing you?
Bring the workflow, handoff, or report that keeps resurfacing. We will tell you whether it is a tooling problem, a data problem, or a systems problem, and what to do about it.