Sales and Marketing Automation
A sales process written down, follow-up that runs without a reminder, 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
30
state programs
How it works
Sales and Marketing Automation builds the process, the automation, and the playbook, so leads move without you. One program manager runs it for the term.
Map the sales process
Map every 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. Nothing waits on a manual reminder.
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 see the process working without sitting in the calls. Your reviews replace your presence.
Start here
Tell us what your pipeline needs to do next quarter. We will tell you plainly whether we can fill the gap, what it would involve, and whether we are the right partner. You will hear back within one business day.
You know the accounts, the history, and the commercial detail, so every conversation routes to you. That holds until a delivery week eats the calendar.
The answer is not more discipline. It is writing down what you do in a first call, so that somebody else can do it the same way on Tuesday.
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.
None of that needs software. It needs an hour of your time 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 to every new inquiry closes that leak. 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, not a name from a form. 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 is what lets a person who has not spent ten years inside your business open the call credibly.
Handing your pipeline to a junior is the fear, and it is the right one to have. The playbook sets what they may say, and the qualification questions decide what reaches a proposal.
A bought list would undo the work, because a new rep needs the call to go somewhere. 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 - making growth entirely dependent on their personal capacity
18hrs
per week the average MSP owner spends on business development activities that could be systematised, automated, or delegated
60%
of MSP leads go cold because there is no follow-up sequence in place - the owner gets busy with delivery and prospects fall through the gaps
Common questions
Where should we start?
With the first-call document, because everything after it depends 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, so nothing new has to be bought.
When should we hire?
Once the playbook exists, so the first hire is taught rather than left to invent. 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, and nobody can promise otherwise. What the model changes is that a lead reaches somebody on the day it arrives.