Tochka Vkhoda sells complex B2B services. Its sales reps spent 30 minutes qualifying each lead by hand: open LinkedIn, look up the company in SPARK (a Russian business information database), check the website, estimate the budget. By the end of the day, 8–10 leads were processed, while the rest sat in the queue for 2–3 days and went cold.
Lead-to-deal conversion was under 5%. Half of the qualified leads turned out to be irrelevant: companies with no budget, no decision-maker, no need. Reps lost motivation, and the team couldn't scale: every new hire needed 2–3 months of training to learn to tell a strong lead from a weak one.
The company needed a system that would handle initial qualification automatically and pass reps only the people who were actually ready to talk.
