Lead Routing and Scoring Fix

Client: Mid-market SaaS (HRTech)

Challenge

Leads were sitting untouched for 2–3 days; sales complained about poor quality.
Marketing had no visibility into which channels were converting

What kanvl Did

Audited Marketo and Salesforce lifecycle.
Designed a new lead scoring system tied to behaviors (webinar
attendance, asset downloads) and fit (company size, industry).
Standardized routing rules by territory and product line.
Created a demand waterfall dashboard in Power BI showing
lead → MQL → SAL → SQL.

Result

Lead response time cut from 3 days to under 15 minutes.
Sales accepted 25% more MQLs (quality improved).
Leadership saw channel attribution clearly for the first time.

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