Intelia didn't have a lead problem. It had a control problem.
How Intelia, a Chilean corporate group of SME companies with ~2,600 leads/month, went from losing 35% of its contacts to closing more sales with the same team.
35% of leads recovered · +10–15% in sales excluding cross-selling · Higher team productivity Data reported by Grupo Intelia. Period: 2025.
The Before
Grupo Intelia operated with more than 35 sales reps and ~2,600 leads per month. Marcelo Malluzzo, its Corporate Commercial Director, had used HubSpot in two previous companies. It was his market reference.
The sales reps would discard leads for reasons no one recorded: the name, the phone, the email. And from management, there was no way of knowing or correcting it.
“We discovered that one person was tossing aside 3 million pesos in leads. It was an enormous amount of money being thrown away.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
Some sales reps started at 6 a.m. to take all of the leads before the rest arrived. The afternoon team worked with the leftovers. Intelia tried to solve this with HubSpot — two full-time people, dashboards without conclusions. The problem was structural: HubSpot records. It doesn't control.
The Shift
When someone on the team discovered Vixiees, Marcelo didn't know about it. He had to look into what it was.
“I saw that it contributed to the core of the problem: controlling the sales reps' operation. So we started there.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
They started with a pilot team and then expanded. Three changes concentrated the impact: a daily lead limit per sales rep, a cross-selling playbook for everything that was discarded or left as "no response," and total visibility over conversations to detect and correct in real time.
The Results
Before | After | |
|---|---|---|
Discarded leads | No record or reason | Go to cross-selling automatically |
Distribution | Free-for-all: the early bird won | Daily limit based on real capacity |
Visibility | Zero | Total traceability: who, when, why |
Sales | 35% of lost leads | +10–15% in closes, plus cross-selling on top |
“It allowed us to reward the ones who worked harder and penalize those who worked less. Before, we couldn't tell. With Vixiees, now we can.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
Today, if a lead does not respond after four or five attempts, it doesn't disappear. It falls into another playbook. Someone picks it up. No lead is thrown away.
Financial Impact
Before Vixiees, Grupo Intelia handled nearly 2,600 leads per month with 35 sales reps, but lost 35% of those contacts without a trace or explanation. In one specific case, management itself discovered that a single sales rep was discarding leads with a reported value of 3 million Chilean pesos, without anyone knowing until it was reviewed with Vixiees. By centralizing distribution control and lead tracking, the company recovered that 35% previously lost and improved its sales by 10% to 15% with the same team—not counting the additional cross-selling generated from leads that used to be discarded. The cost of not having this control was not an abstract figure: it was real money from leads already paid for and never worked.
Key Success Factors
Daily lead limit per sales rep, so that distribution doesn't depend on who gets there first.
Automatic cross-selling playbook for any discarded or "no response" lead.
Total visibility over conversations to detect and correct in real time.
No lead is retired after the first non-contact: it falls into another playbook until someone services it.
In one sentence
“HubSpot doesn't have that control over the sales rep's daily tasks that Vixiees has. And since I had used HubSpot, I know.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
Do you know exactly what each of your sales reps is doing today? Book your Strategic Meeting at vixiees.com
