Software
Northgate Systems
Lead routing reviewed for a B2B platform
Leads sat unrouted overnight and the best ones went cold. We measured what enrichment and routing would genuinely recover, and what share would still need a person to look at it.
62
hours returned monthly
4.1
months to payback
94
percent accuracy
31
exceptions a month
Northgate Systems’s inbound leads arrived around the clock and were routed each morning. The best ones had already gone cold by the time anyone called.
Visible reasoning was the condition
The sales team would not accept assignments they could not question, so we made visible reasoning a condition of sign-off. Every routed lead carries the enrichment used and the rule matched, in the CRM record. Disagreements became a two-minute conversation instead of a standoff.
This was the most accurate of the four at ninety-four percent, helped by a narrow decision space. Payback is the slowest at 4.1 months because the manual process was cheap to begin with. We put that in the report rather than in a footnote.