We helped an industrial automation client grow qualified pipeline by 40% with automated nurturing and CRM sync
A technical sales team unified marketing and sales data, automated nurture paths by buyer stage, and stopped losing leads between handoffs.
The client
We worked with a team providing control systems and integration services for manufacturers. Their buyers research for months before requesting a quote—so nurture quality matters as much as speed.
Marketing generated solid top-of-funnel volume, but MQLs stalled when passed to sales. CRM records were incomplete and campaigns weren't tied to revenue outcomes.
The challenge
- Leaky handoffs: Marketing-qualified leads weren't consistently accepted or worked by sales.
- Generic nurture: One-size email blasts didn't match technical buyer journeys.
- CRM drift: Form fills, event attendees, and ad leads required manual cleanup.
- Opaque ROI: Leadership couldn't tie campaigns to qualified pipeline dollars.
The solution
We rebuilt their funnel in ClickToAutomate: stage-based nurture tracks for awareness, evaluation, and procurement, with scoring that promotes leads when engagement thresholds are met.
Bi-directional CRM sync keeps owners, stages, and activity history aligned. Sales gets Slack digests for hot accounts; marketing gets cohort reports by source and segment.
Key results
Growth in qualified pipeline quarter over quarter
Reduction in manual CRM updates
Higher MQL-to-opportunity conversion
Implementation
We audited their existing forms and campaigns, migrated three nurture tracks, and trained both teams on the shared dashboard in ten days.
The client now iterates sequences without developer tickets and reviews pipeline contribution by channel every Monday.
“Finally, marketing and sales look at the same numbers. Nurture isn't a black box anymore—we know which paths produce qualified conversations.”
Elena Vasquez
VP Marketing
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