A fast-growing B2B SaaS company was generating massive lead volume — but marketing and sales couldn't agree on what a qualified lead looked like, and no one could trace a single euro of marketing spend back to closed revenue. Quantum built an integrated revenue engine on Sales Cloud and Account Engagement, connecting marketing automation, lead scoring, MuleSoft billing integration, and multi-touch attribution into one unified system. The result: a 45% jump in MQL-to-SQL conversion, a 28% shorter sales cycle, and full marketing ROI visibility — for the first time in the company's history.
How a B2B SaaS Scale-Up Turned Lead Volume into Revenue — 45% Higher MQL-to-SQL Conversion
The Challenge
Massive lead volume but poor conversion. Marketing and Sales had different definitions of “qualified lead” and no attribution model connecting spend to revenue.
The Solution
Integrated Revenue Engine on Sales Cloud + Account Engagement with lead scoring, automated nurturing, multi-touch attribution, MuleSoft integration to billing, a joint “Revenue Council,” and gamified data hygiene training.
The Impact
- 45% increase in MQL-to-SQL conversion
- 28% faster sales cycle
- Full marketing ROI visibility for the first time.
