Stratic
Harlow Partners
Advising a B2B growth consultancy on AI-driven lead qualification and sales focus.
Team
65 people
[01] The Challenge
Harlow Partners' senior-level sales team spent most of their prospecting time on leads that would never convert. Qualification was manual and inconsistent, and while leadership saw AI as the answer, they lacked the in-house expertise to choose a safe, reliable approach for handling sensitive client data at scale.
[02] Our Approach
We assessed their pipeline data, defined an ideal client profile and designed an AI scoring model with clear human checkpoints. We evaluated three vendors, ran a six-week pilot against manual qualification and set governance rules for client data, so the sales team only speaks to pre-qualified opportunities.
[03] The Outcome
Discovery call conversion rate doubled within the first six weeks. The sales team reduced their prospecting time by 70% and the cost per qualified opportunity dropped significantly as the pipeline filled with better-fit leads requiring less convincing.
[04] The Metrix
