Client Context
A B2B SaaS company generating 50,000 monthly leads across free trial signups, content downloads, and webinar registrations. Sales team of 30 reps attempting to contact all leads equally.
The Challenge
The sales team was drowning in leads with no way to prioritise. They spent equal time on tyre-kickers and high-intent buyers. Conversion rates were low, sales cycles were long, and top performers were burning out.
Our Approach
We built an ML model that scores leads based on product usage patterns, email engagement, website behaviour, firmographic data, and technographic signals. The model identifies the top 15% of leads most likely to convert and routes them to sales with prioritised context.
Timeline: 10 weeks
The Results
- Conversion rate improved 3.2x
- Sales cycle shortened by 28%
- Sales team focuses on top 15% of leads
- Revenue per rep increased 45%
Facing a similar challenge?
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