0%
CRM opportunities with a recorded source.
CLIENT CASE · ATTRACT, WITH CONVERT AT SALES HANDOFF · INDUSTRY 4.0
First exhaust the channel already in place; only then expand through partners and Latin America.
An industrial scale-up with R$90 million in annual sensor and asset-monitoring software revenue was building a partner program and Latin American demand at the same time, with no leaders in place and no reliable view of pipeline sources. In six months, Leverage Now attributed every opportunity, extracted more value from the channel that already worked, and only then structured partnerships. Qualified pipeline grew by 89%.
- Industry: Industry 4.0, industrial asset monitoring.
- Focus areas: Attract, with Convert at the sales handoff.
- Engagement: Six months.
- Reference product: Leverage Unlock.
R$1.9M → R$2.8M new monthly contracted revenue—arr
De R$ 1.9M para R$ 2.8M.
ANONYMIZED CLIENT CASE. Metrics reflect progress recorded during the stated project period.
Highlighted results
0%
Trade-show contacts worked within 30 days.
95 → 180
Qualified leads per month.
42 → 95
Qualified meetings per month.
R$18M → R$34M
Qualified pipeline.
55% of leads → 38% of leads
Concentration in the largest channel—trade shows and referrals.
4 → 14
Active partners with an opportunity in the last 90 days.
0%
Partner share of pipeline.
0%
Latin American share of new revenue.
R$1.9M → R$2.8M
New monthly contracted revenue—ARR.
not measured → measured across five channels
CAC by channel.
Os indicadores refletem a evolução registrada no projeto durante o período informado.
Starting point and challenge.
The company sold to industrial plants in Brazil through hunters and the founders' networks. It had just opened roles to coordinate industrial partnerships, generate Latin American demand, and lead product marketing. All three initiatives competed for leadership attention, while the CRM could not identify pipeline sources: 40% of opportunities had no source, so no one knew acquisition cost by channel.
The challenge
Trade shows and referrals generated 55% of leads, but only 35% of trade-show contacts were worked within 30 days; the rest went cold in spreadsheets. Latin America represented 6% of new revenue and depended on founder travel.
The four methodology areas and five risks pointed to this priority sequence: Attract, with Convert at the sales handoff. Prioritization considered potential impact, time to results, required effort, and cross-functional dependencies.
APPROACH
From prioritization to execution.
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Diagnosis and prioritization
We measured all four methodology areas. Convert and Deliver were within benchmarks—a 74-day sales cycle and 30-day implementation—while Retain was healthy at 94% renewal. Attract was the leverage point, with demand being left behind in the existing channel.
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Source attribution everywhere
We made source mandatory in the CRM across five channels—trade shows, referrals, organic, paid media, and partners—imported 3,800 trade-show contacts from the previous two years, and built CAC and conversion reporting by channel.
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More from the existing channel
We introduced a seven-day post-event cadence with a dedicated SDR, technical content by segment, a monthly webinar, and a rebuilt landing page with an unplanned-downtime cost calculator.
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Second wave: partners and Latin America
We created a three-tier partner program, sales kit, targets by integrator, and biweekly cadence. A coordinator joined in month four to run the completed process. Latin American expansion focused on two countries and local partners rather than founder travel.
What changed during the period.
With sources recorded for 98% of opportunities, leadership could see channel CAC for the first time and stopped allocating budget in the dark. Working existing trade-show contacts nearly doubled qualified leads before any new channel launched, and qualified meetings rose with them. Partners entered in the second wave with a process and targets, grew from 4 to 14 active firms, and generated 22% of pipeline. Dependence on the largest channel fell from 55% to 38% without reducing its output.
What changed in practice.
Antes
- Before
- 40% of opportunities had no source; CAC by channel was unknown
- 65% of trade-show contacts went cold in spreadsheets
- Partners, Latin America, and product marketing launched simultaneously without leadership
- Informal partner program with 4 active integrators
- Latin America depended on founder travel
Depois
- After
- Mandatory source and CAC/conversion reporting by channel
- Seven-day post-event cadence with a dedicated SDR
- Sequence established: existing channel, then partners, then new countries
- Three tiers, sales kit, targets, cadence, and 14 active partners
- Two countries, local partners, and 11% of new revenue
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