Case Study

How Advizex achieved 50% lead to pipeline conversion rates with TechnologyMatch

Client

Serving clients from 75 to 10,000+ employees

Target market: Healthcare, insurance, automotive, manufacturing

Challenge: Sales team lost trust in pipeline. "Qualified" leads rarely matched reality, causing skepticism and damaged morale.

Key KPI Achieved

50%
Lead-to-Pipeline Conversion

8x Industry Average

Over 5 years of consistent results

Sales team rebuilt confidence and trusted the pipeline again. Meetings shifted from skepticism to strategy.

Before we began our partnership, Advizex had a familiar but corrosive problem: their team had stopped trusting the pipeline. Marketing and sales were caught in a cycle of "qualified" leads that rarely matched reality. Reps grew skeptical, leadership lost credibility, and pipeline meetings became exercises in managing disappointment—not driving growth.

As Chris Miller, CTO at Advizex, put it:

"You kind of felt like people were just trying to get a Starbucks card out of it. They wouldn't show up, or they'd be nothing like the lead sheet. Eventually, you stop trusting anything in the pipeline."

Chris Miller, CTO

This wasn't just a sales problem. It was a cultural challenge—one that undermined belief in the business itself.

Our Approach: Rebuilding Trust, Not Just Filling the Funnel

We knew Advizex didn't need more leads—they needed real opportunities, and a process their people could believe in again. So we delivered:

Buyer-Initiated Connections

We built a system where IT buyers approached Advizex on their own terms, when they were genuinely ready to engage. No more chasing, no more "defensive" calls—just aligned, high-intent conversations.

Depth Over Checkbox Qualification

Our qualification process goes beyond BANT. We dig deep into business drivers, pain points, decision criteria, and stakeholder dynamics. Every lead comes with context, so reps walk into calls prepared—no more surprises.

Operational Discipline

We integrated seamlessly with Advizex's Salesforce, enforced rapid lead assignment, and instituted shared calendar and briefing protocols. Leads are assigned within hours, not days. Every interaction is tracked, measured, and improved.

The Outcome

Yes, Advizex achieved a 50% lead-to-pipeline conversion rate with us—8x the industry average. But the real story is in the transformation beneath the numbers:

  • Sales meetings shifted from skepticism to strategy.
  • Reps prepared for calls with anticipation, not dread.
  • Forecast accuracy improved, restoring executive trust.
  • The team's confidence returned—along with their ambition.

"The quality of leads we're getting is hands down the best since I've been here. Our reps say the same thing. We're winning deals we never could before, because we know more going in than anyone else in the room."

Chris Miller, CTO

Our Learning Loop

About half of all leads don't convert immediately—and that's by design. We treat every non-conversion as data, not failure. Many are long-term nurture opportunities. We analyze every outcome, refine our filters, and use feedback from the Advizex team to sharpen every future campaign. As we scale, quality doesn't slip—because we never stop learning.

  • Buyer-first platform: We let prospects take the lead, ensuring every conversation is wanted and valuable.
  • Rich, actionable insights: Every lead is more than a name—it's a story, a need, a roadmap for value.
  • Relentless focus on trust: We don't just deliver metrics. We help rebuild organizational belief.

"We stopped chasing. We started attracting. And for the first time in years, we trusted our pipeline."

Advizex Sales Leader

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