Intelia didn't have a lead problem. It had a control problem.
The Chilean group operates with more than 35 salespeople spread across different business units of services for SMBs and manages around 2,600 leads per month through Emprende.cl. Before Vixiees, they lost 35% of those contacts without a trace: no one in management could know why a lead was discarded or correct it in time.
35% of leads recovered · +10–15% in sales not counting cross-selling · Increased team productivity Data reported by Grupo Intelia. Period: 2025.
The before: when a lead was lost without anyone knowing why
Grupo Intelia operated with more than 35 salespeople and ~2,600 leads per 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, the email. And from management, there was no way to know or correct 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 salespeople started at 6 in the morning to take all the leads before the rest of the team arrived, and the afternoon shift worked with what was left. Intelia tried to solve it with HubSpot, using two full-time dedicated employees and control panels with no conclusions. The problem was structural: HubSpot records, it does not control.
The change: from a system that records to one that controls
When someone on the team discovered Vixiees, Marcelo didn't know about it. He had to investigate what it was.
“I saw that it addressed the core of the problem: controlling the sales reps' operations. So we started there.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
They started with a pilot team and gradually expanded. Three changes drove the impact: a daily lead limit 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: from suspicion to total traceability
Before | After | |
|---|---|---|
Discarded leads | No record or reason | Automatically move 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 better and penalize those who worked less. Before we didn't know. With Vixiees, now we do.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
Today, if a lead doesn't answer after four or five attempts, it doesn't disappear. It falls into another playbook. Someone picks it up. No lead is thrown away.
Economic impact
Before Vixiees, Grupo Intelia managed around 2,600 leads per month with 35 salespeople, but lost 35% of those contacts without a trace or explanation. In one specific case, management itself discovered that a single salesperson was discarding leads worth a reported 3 million Chilean pesos, without anyone knowing until they reviewed it with Vixiees. By centralizing distribution control and lead tracking, the company recovered that previously lost 35% and improved its sales by 10% to 15% with the same team, not counting the additional cross-selling generated by leads that were previously 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 salesperson, so that distribution does not depend on who arrives first.
Automatic cross-selling playbook for any discarded or "no answer" lead.
Total visibility over conversations, to detect and correct in real time.
No lead is closed after the first no-contact: it falls into another playbook until someone handles it.
In one sentence
“HubSpot doesn't have that control over the daily tasks of the salesperson that Vixiees has. And since I had used HubSpot, I know it.”
Marcelo Malluzzo, Corporate Commercial Director, Grupo Intelia
Intelia didn't need more leads: it needed to know what was happening with the ones it already had. By centralizing distribution control and tracking, it went from losing one out of three contacts without explanation to having complete traceability over who handles each lead, when, and why, with the same team of 35 salespeople.
