Intelia did not have a lead problem. It had a control problem.
How Intelia, a Chilean conglomerate 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 salespeople and ~2,600 leads a month. Marcelo Malluzzo, its Corporate Commercial Director, came from using HubSpot in two previous companies. It was his market reference.
Salespeople discarded leads for reasons no one recorded: the name, the phone number, the email. And from management, there was no way to know description or correct it.
"We discovered that one person was tossing aside 3 million pesos in leads. It was a tremendous amount of money being thrown away."
Some salespeople started at 6 in the morning to take all the leads before the rest arrived. The afternoon team worked with the leftovers. Intelia tried to solve it with HubSpot — two full-time people, dashboards without conclusions. The problem was structural: HubSpot records. It does not control.
The Change
When someone on the team discovered Vixiees, Marcelo didn't know of it. He had to research what it was.
"I saw that it addressed the core of the problem: controlling the salespeople's operation. So we started there."
They started with a pilot team and gradually expanded. Three changes concentrated the impact: daily lead limits per salesperson, a cross-selling playbook for everything discarded or left as "no answer," and total visibility over conversations to detect and correct in real time.
The Results
Before | After | |
|---|---|---|
Discarded leads | Unregistered and for no listed reason | Automatically passed to cross-selling |
Distribution | Free: the earliest bird won | Daily limit based on real capacity |
Visibility | Zero | Total traceability: who, when, why |
Sales | 35% of leads lost | +10–15% in closes, plus cross-selling on top |
"It allowed us to reward those who worked best and punish those who worked less. Before, we didn't know. With Vixiees, now we do."
Today, if a lead doesn't respond after four or five attempts, they don't disappear. They fall into another playbook. Someone picks them up. No lead is discarded.
In one sentence
"HubSpot doesn't have that control over the daily task of the salesperson that Vixiees has. And having used HubSpot, I know."
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
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