Pontia didn't have a salesperson problem. It had a consistency problem.
How Pontia, an online AI and Big Data school, doubled the leads managed by each advisor and eliminated forgetfulness and improvisation from its sales process.
×2 leads per advisor · +20% conversion · 0 forgotten tasks
Data declared by Pontia. Period: 2025.
The before
Jesús Garrido founded Pontia —"the bridge to artificial intelligence"— and always ran his sales process on HubSpot. It worked for them, but it left a burden on the team: each advisor had to think about what task to set, when, and how. And that's where the human factor came in.
Lead assignment was manual: between a lead coming in and someone picking it up, it could take 30 minutes, an hour, or, in the worst case, three. And follow-up tasks depended on the criteria—and mood—of each person: if a call came up after four months and they didn't feel like it, it was postponed until the next day.
"You can have someone with very good skills, but if they don't follow the process exactly as it needs to be done, there's a failure. And that ends up lowering the conversion rate."
The change
Vixiees arrived via recommendation: after an initial contact from the team, Jesús asked a competitor school that was already using it, and they confirmed it was worth it. With the support of the Vixiees team in the setup sessions, he built what was missing.
Assignment became automatic as soon as the lead enters: the contact went from taking up to three hours to being immediate, and the sooner you make contact, the more you convert. The next task became automatic and mandatory: the advisor doesn't decide what to do nor can they postpone it; it is generated on time and in the proper format. And behind the scenes, automations run: if a lead is stuck in a stage for two days, a WhatsApp or an email is triggered automatically, without anyone lifting a finger.
He positioned it well with the team: not as control, but as what allows them to sell more, earn more commissions, and work with a clear head.
"If a task to call someone pops up after four months, you have to do it. That prevents laziness and putting it off for tomorrow."
The results
Before | After | |
|---|---|---|
Lead assignment | Manual, up to 3 hours wait time | Automatic, as soon as the lead enters |
Next task | Decided, or postponed, by each advisor | Automatic and mandatory, on time and in proper format |
Follow-up | At the discretion of each person | Pre-established date and action |
Leads per advisor | — | Almost double per day |
Conversion | — | +20% to enrollment |
"The team has gone from managing practically double the leads per day, and conversion has gone up significantly."
And he gained visibility: the dashboards give Jesús and the director of academic advising individual, team, and call data to follow up and, with that data, iterate the playbook when a stage gets stuck. The process is defined, but it isn't rigid: it is adjusted and measured again.
In one sentence
"If I had to define industrializing sales in one word, it would be peace of mind. For the team, for the sales director, and for me." — Jesús Garrido, CEO and Founder, Pontia
Does your sales process happen on its own, or does it depend on nobody forgetting? Book your strategic session at vixiees.com
