Lead Intelligence Platform

The Challenge

An enterprise software vendor with a complex sales cycle was struggling with lead prioritization. Sales reps were spending time on leads that would never close while hot prospects went cold waiting for follow-up.

The sales efficiency problems were clear:

• 3% conversion rate on marketing qualified leads
• Sales reps worked leads alphabetically or by gut feel
• Hot leads sometimes waited 5+ days for first contact
• Firmographic scoring missed actual buying signals
• No visibility into which content engagement predicted deals

"Marketing would send over hundreds of 'qualified' leads each month. Our reps knew most were a waste of time, but they couldn't tell which ones would actually turn into deals."

— VP of Sales

The Solution

We deployed a lead intelligence platform that analyzes behavioral signals, enriches lead data, and predicts conversion likelihood with explanations.

flowchart LR
    Signals[Lead Signals] --> AI[AI Analysis]
    AI --> Score[Lead Score]
    Score --> Prioritize[Prioritized Actions]
    Segment --> Playbook
    Model --> Alerts
                

Behavioral Signal Analysis

The system tracks and weights buying signals:

• Pricing page visits (strong signal)
• Integration documentation views
• Multiple stakeholders from same company
• Return visits after quiet periods
• Comparison content engagement

Predictive Lead Scoring

ML models trained on 3 years of won/lost deals predict:

• Conversion probability (0-100%)
• Expected deal size based on firmographics
• Likely time to close
• Best engagement channel

Explainable Insights

Every score comes with an explanation sales reps can act on:

"High Score (87%): Multiple pricing page visits this week + downloaded integration guide + company recently raised Series B + tech stack includes [competitor product]. Recommend: Immediate outreach, lead with ROI case study."

Results

After 6 months of deployment:

• 28% increase in qualified lead conversion rate
• 3.2x improvement in lead scoring accuracy vs. old model
• 45% less time spent on leads that never convert
• $4.8M increase in qualified pipeline
• Average response time to high-score leads: 2 hours (was 3 days)

"Now I know WHY a lead is hot, not just that they are. When the system tells me someone visited pricing three times this week and downloaded our ROI calculator, I call them immediately."

— Enterprise Account Executive

Technical Details