Intelia was losing 35% of its leads. And nobody knew.

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 without counting cross-selling · Higher productivity in the team Data reported by Grupo Intelia. Period: 2025.

The before

Grupo Intelia operated with more than 35 salespeople and ~2,600 leads per month. Marcelo Malluzzo, its Corporate Commercial Director, had previously used HubSpot at two other companies. It was his market reference.

Salespeople discarded leads for reasons that no one recorded: the name, the phone number, the email. And from management, there was no way to know this 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 with no conclusions. The problem was structural: HubSpot records. It does not control.

The change

When someone on the team discovered Vixiees, Marcelo didn't know it. He had to research what it was.

"I saw that it contributed to the core of the problem: controlling the salespeople's operation. So we started there."

They started with a pilot team and expanded. Three changes concentrated the impact: daily lead limits per salesperson, a cross-selling playbook for everything discarded or left as "no answer," and full visibility over conversations to detect and correct in real time.

The results

"It allowed us to reward the one who worked best and punish the one who worked least. Before, we didn't know. With Vixiees, now we do."

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.

In one sentence

"HubSpot does not have that control over the salesperson's daily task that Vixiees has. And since I had used HubSpot, I know."

Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia

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