What 40 Deployments Taught Us About Lead Qualification

Every client we onboard tells us, correctly, that their leads are different from everyone else's. A law firm's intake criteria really don't look like a real estate agency's. But after forty deployments across six industries, the underlying shape of the problem turns out to be remarkably consistent.

In almost every case, qualification comes down to three questions: does this person have the authority to decide, do they have the budget or eligibility to proceed, and is the timeline realistic. The specific criteria change; the shape of the decision doesn't.

That consistency is exactly why a platform approach works — the qualification logic is industry-specific, but the system underneath it doesn't need to be reinvented for every client.