01
Giving sales and marketing teams a common way to manage leads
A pharma commercial services provider was using Salesforce, but its lead management process was inconsistent.
Prospects were created directly as contacts, different teams used different definitions of a lead, and incoming inquiries were handled manually.
Megnity helped rebuild the process around a consistent approach to lead capture, qualification and assignment.
02
The challenge
Sales, marketing and client outreach teams were working with different processes.
The main challenges included:
- 01Prospects were entered as contacts without a separate qualification process.
- 02Different teams used different definitions of a qualified lead.
- 03Website and campaign inquiries were managed through spreadsheets.
- 04There were no consistent lead scoring or assignment rules.
As a result, teams had limited visibility into early-stage opportunities and how leads were progressing.
03
What Megnity delivered
Megnity redesigned lead management using Salesforce Sales Cloud.
The solution included:
- A standard lead management process across channels.
- Lead scoring based on customer profile and engagement.
- Automated assignment based on location and business unit.
- Web-to-lead integration for capturing incoming inquiries.
- Consistent qualification and conversion workflows.
04 · Outcome
The outcome
Sales and marketing teams gained a clearer view of their early-stage pipeline.
Standard qualification and lead management processes improved data consistency and helped teams prioritize promising opportunities.
The shared process also improved coordination between sales, marketing and client outreach.
