Project Snapshot
- Client: B2B SaaS (Enterprise Project Management)
- Services Provided: AI Model Development, CRM Integration, Lead Scoring Logic, Sales Pipeline Optimization
- Timeline: 10 Weeks
The Project Brief
Our client, a rapidly scaling B2B SaaS company, faced a critical challenge: their marketing team was generating a high volume of inbound leads (MQLs), but the sales team was overwhelmed and frustrated by the low quality. Sales reps were spending the majority of their time chasing unqualified prospects, leading to low conversion rates and significant friction between departments. They needed an intelligent, automated system to efficiently identify truly sales-ready leads, ensuring their valuable sales team focused only on high-potential opportunities.
Our Contribution & Key Features
We engineered a sophisticated, AI-powered lead scoring and qualification system, transforming their sales pipeline into a highly efficient, data-driven machine.
- Custom AI Lead Scoring Model: Developed a proprietary machine learning model trained on historical data, enabling it to accurately score leads based on a blend of firmographic details and on-site behavioral signals.
- Real-time CRM Integration: Seamlessly integrated the AI scoring engine directly into the client’s existing CRM, providing sales reps with instant, objective qualification scores for every new lead.
- Automated Hot Lead Routing: Configured intelligent automation rules to instantly assign “hot” (high-scoring) leads to the appropriate sales rep for immediate follow-up, capitalizing on peak interest.
- Strategic Nurture for Warm Leads: Implemented automated, multi-channel nurture sequences for “warm” (mid-score) leads, guiding them further down the funnel to sales-readiness before personal outreach.
The Outcome
The impact on the client’s sales efficiency and revenue potential was dramatic. The automated system increased the number of Sales Qualified Leads (SQLs) by 200% (from 25 to 75 per month), ensuring a consistently full pipeline of high-intent prospects. Simultaneously, the sales team’s efficiency skyrocketed, reducing the time spent on unqualified leads by an impressive 80%, allowing them to focus entirely on closing deals.