03 - Sales and Marketing Automation
Lead scoring, nurture, and pipeline reporting, set up so no follow-up depends on someone remembering and no buyer waits in a queue for a call.
Overview
What Sales and Marketing Automation means in practice
This is for the sales leader at a technology vendor whose reps chase their own follow-ups. What reaches them is a short list of buyers in score order, with the reason each one is on it.
The scoring model decides the order, and the qualified leads from your programs arrive at the top. A qualified lead is a verified decision-maker who is evaluating now, delivered with the buying trigger, the stakeholder map, and the intent history.
Key benefits
Nurture and follow-up
We build the nurture sequences that keep a buyer engaged through a long evaluation, and write the emails they receive. Your reps step in when a buyer crosses the score threshold you set.
CRM sync and data
We sync your marketing activity to HubSpot, Salesforce, or Dynamics 365, and fix the duplicate and missing fields that break pipeline reporting. Your reports come from one record per account.
Lead scoring and routing
We score every lead on the signals that matter in your market: vendor evaluation activity, renewal windows, and pricing page visits. The highest scores route to your reps first, by territory or service line.
Our process
How we deliver Sales and Marketing Automation
Map the lead flow
We map every route a lead takes today, from first touch to the rep who calls it. The map names the manual steps that slow the follow-up.
Set up the platform
We set up the marketing platform, connect it to HubSpot, Salesforce, or Dynamics 365, and move your existing lists and fields across. Nothing moves until you agree the field mapping.
Build scoring and nurture
We build the scoring model, the nurture sequences, and the routing rules, then test each one against last quarter's leads. You sign off the thresholds before your reps see a scored list.
Test, launch, and train
We test the full flow end to end, launch it, and train your reps and marketers on what changed. Training runs until your team is working the new list without us.
Why xpandly
What sets us apart
No client result is published for Sales and Marketing Automation. The four results we publish cover Microsoft Copilot Lead Generation, Go-To-Market Strategy, Growth Marketing, and LinkedIn Pay-Per-Click Advertising.
Sign-off at every stage
You will not be handed to a junior after the scoping call. You sign off the scoring model, the routing rules, and the thresholds, and you see the lead volume and pipeline by source in every report.
Built for IT buying cycles
You will not explain how a managed service provider (MSP) renews or how an IT buying committee signs off. We work only with technology vendors, distributors, and MSPs, so the nurture content matches those cycles.
Named systems only
We work in HubSpot, Salesforce, and Dynamics 365, because those are the systems our lead generation programs sync into. If your team runs something else, we will say so at the scoping call rather than rebuild your stack.
Microsoft Copilot
First qualified leads within 5 days of launch.
We find the IT decision-makers evaluating Microsoft Copilot now and hand them to your sales team as qualified leads within 5 days of launch. Each lead carries the budget, the timeline, and the intent signals behind the inquiry, such as a pricing page visit.
Meridian Technology Solutions
IT Director, 85 employees, Atlanta, GA
Status
Actively evaluating
Budget
$25k to $50k
Timeline
Decision within 90 days
Licenses
50 to 100 users
Intent signals
Attended a Microsoft Copilot for Business webinar 3 days ago
Downloaded the Microsoft Copilot ROI calculator
Visited the Microsoft 365 pricing page 4 times in the last 7 days
Also from xpandly
Explore our other services
FAQs
Questions about Sales and Marketing Automation
Can't find what you're looking for? We're happy to discuss your specific situation directly.
Get in touchOur work
Published results from IT channel programs.
Explore our workIT channel / Microsoft Copilot Lead Generation
184 qualified Microsoft Copilot leads in 90 days
Software / Go-To-Market Strategy
3.4x pipeline growth in year one
IT channel / Growth Marketing
9x inbound lead growth in 12 months
Cybersecurity / LinkedIn Pay-Per-Click Advertising
57% lower cost per lead on LinkedIn
Start here
Start with the pipeline.
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.