Portfolio Customers & Cross-Sell
Consolidated view of shared customers and cross-sell performance across the Oneteam portfolio — the same figures used for management and investor reporting.
Portfolio customers
HubSpot420
Shared customers
COE Analysis389% of base
Opportunities identified
COE Analysis46
Cross-sell deals won YTD
HubSpot17
Cross-sell revenue YTD
Xero + HubSpotS$1.4m+38% YoY
Cross-sell pipeline
HubSpotS$2.8m
Average deal size
COE AnalysisS$82k
Customers shared 2+ companies
COE Analysis9%
Cross-sell revenue by company
YTD, SGD k
Cross-sell revenue over time
Quarterly, SGD k
Opportunities by stage
Count and value
| Stage | Count | Value |
|---|---|---|
| Identified | 21 | S$1.2m |
| Introduced | 11 | S$760k |
| Qualified | 8 | S$540k |
| Proposal | 4 | S$320k |
| Won | 17 | S$1.4m |
Top shared customers
Customers served by two or more portfolio companies
| Customer | Companies serving | Portfolio revenue | Cross-sell revenue | Additional opportunity | Relationship owner |
|---|---|---|---|---|---|
| CapitaLand | Engel's Sense, AccessCo | S$640k | S$220k | S$250k | Priya Nair |
| SingHealth | AccessCo, Engel's Sense | S$585k | S$45k | S$210k | Marcus Tan |
| Marina Bay Sands | Engel's Sense, AccessCo | S$470k | S$90k | S$180k | Priya Nair |
| FairPrice Group | AccessCo, Engel's Sense | S$360k | S$40k | S$140k | Jason Lim |
| Changi Airport Group | AccessCo, Engel's Sense | S$890k | S$0k | S$280k | Marcus Tan |
| Shangri-La Hotels | Engel's Sense, AccessCo | S$300k | S$40k | S$160k | Aisha Rahman |
All scored cross-sell opportunities
Portfolio-wide, both directions
| Customer | Existing | Relationship | Opportunity | Benefits | Est. potential | Score | Stage |
|---|---|---|---|---|---|---|---|
| CapitaLand | Ambience scenting across 6 malls | Automatic Doors & Entrance Systems | AccessCo | S$250k | 88 | Introduced | |
| Marina Bay Sands | Lobby scenting contract (Y3) | High-speed & revolving doors | AccessCo | S$180k | 74 | Identified | |
| SingHealth | Hermetic doors + maintenance SLA | Ward & clinic ambience scenting | Engel's Sense | S$210k | 71 | Qualified | |
| FairPrice Group | Automatic doors in 40+ stores | In-store scent marketing pilot | Engel's Sense | S$140k | 63 | Identified | |
| Shangri-La Hotels | Guest room fragrance programme | Guest room & corridor doors | AccessCo | S$160k | 58 | Identified | |
| Mapletree Logistics | Industrial doors across 8 warehouses | Driver lounge ambience | Engel's Sense | S$60k | 41 | Identified |
COE AnalysisBased on:HubSpotXeroCOE Analysis
38 of 420 portfolio customers (9%) are now served by two or more Oneteam companies, up from 24 a year ago. Cross-sell has generated S$1.4m of revenue YTD across 17 deals, with S$2.8m of identified pipeline remaining. The largest untapped value sits with Changi Airport Group and CapitaLand, where only one company currently holds the relationship.
Portfolio scale note: these analytics aggregate whatever companies are configured — AccessCo, Engel's Sense today, additional portfolio companies as they are acquired.