Sales and Marketing Automation
A sales process written down, follow-up that runs on a set schedule, and qualified leads reaching a rep who is not you.
Book a scoping call2.2 million
verified data points
5 days
to the first qualified leads
60+
technology leaders
2,000+
qualified Microsoft Copilot leads delivered
How it works
Sales and Marketing Automation builds the process, the automation, and the playbook, so leads keep moving while you deliver. A dedicated program manager runs it for the term.
Map the sales process
Map each stage from first contact to signed contract, and mark where you are essential against where you are merely available. The second list is what gets handed over.
Set up the follow-up
Set up the CRM, the lead scoring, and the nurture sequences in HubSpot, Salesforce, or Dynamics 365, so the highest-intent leads reach a rep first. Follow-up runs on the sequence's schedule.
Write the sales playbook
Write the qualification questions, the objection answers, and the proposal template, so a second person can run early conversations to your standard. Your first hire starts from that document.
Report the pipeline
Report the pipeline by stage and by source, so you can check the process from the report and stay out of the calls.
Start here
Send how a first call runs today and who could take it over. The scoping call settles the playbook, the CRM setup, and the lead scoring.
You know the accounts, the history, and the commercial detail, so new conversations route to you. That holds until a delivery week fills the calendar.
The fix is to write down what you do in a first call, so that somebody else can run it the same way.
Record your next three first calls, with permission, and write out what you actually asked. That document is the asset, and it takes an hour to produce.
That takes an hour of your time, no new software, and somebody who is allowed to get the first two calls wrong.
Look at the inquiries from six months ago and count how many ever got a second contact. That count is the cheapest thing on this page to fix.
A three-step follow-up on each new inquiry addresses that count. Ask whoever administers your CRM what it would take to switch one on, before anybody is hired.
The person taking over your first calls receives a qualified lead from our MSP Lead Generation program. A qualified lead is a verified decision-maker who is evaluating now, delivered with the buying trigger, the stakeholder map, and the intent history.
That context lets a newer rep open the call with the trigger and the buying roles already known.
If handing your pipeline to a junior worries you, the playbook sets what they may say, and the qualification questions decide what reaches a proposal.
If you fear a bought list landing on a new rep, accounts here carry a renewal date, a newly appointed IT director, or a documented research spike before anyone dials.
Owner-led managed service providers (MSPs) selling to organizations of 100 to 2,500 seats, including MSSPs, security-led MSPs, and Microsoft-centric MSPs. The model matters most in the year before a first sales hire.
If you already have two reps and no process, the playbook comes first and the campaign waits. We will say that at the scoping call.
The cost of owner-dependent MSP sales
The xpandly guarantee
It applies to Microsoft Copilot leads, and the program page states it in full.
74%
of MSP owners are the sole or primary source of new business development, which ties growth to their personal capacity
18hrs
per week an MSP owner spends on business development activities that could be systematized, automated, or delegated
60%
of MSP leads go cold because there is no follow-up sequence in place, and prospects drop out while the owner is busy with delivery
Common questions
Where should we start?
With the first-call document, because the playbook, the scoring, and the first hire build on it. An hour of writing gives you the questions, the objections, and the two facts that qualify a deal.
Do we need a CRM?
Yes, and you probably have one already. We build the nurture sequences and the lead scoring inside HubSpot, Salesforce, or Dynamics 365, the system you already pay for.
When should we hire?
Once the playbook exists, so the first hire learns your standard from a document. A rep starting without a qualification standard will build their own, and it will differ from yours.
Will leads still convert?
That depends on the rep and the lead. What the model changes is that each lead reaches a named person on the day it arrives.