Managed lead generation
LeadScale Services plans and runs lead generation programmes on your behalf, for business and consumer audiences. We agree what an acceptable lead looks like with you at the start, then use those criteria to manage the sources, check the records that respond and deliver the ones that pass into your systems.
A managed programme from brief to CRM
A lead generation agency can sell several different things: booked appointments, leads priced individually, outreach campaigns, or a programme managed across several sources.
LeadScale Services runs the last of those. We plan and buy the sources, manage the programme and use the LeadScale Engine™ to check responding records against the criteria agreed with you before they are delivered.
One brief across the sources you use
A programme starts with two things: who you want to reach and what a lead needs to contain before your team should receive it.
Those requirements become the rules the programme works to. Depending on the brief, LeadScale can use sources including content syndication, paid search and paid social.
LeadScale Services plans and buys those sources on your behalf. Where suppliers are involved, LeadScale selects who can supply the programme, evaluates what they propose against the brief and manages them as the campaign runs.
Different sources can play different roles. They still work to the same definition of an acceptable lead.
From your criteria to your CRM
- Agree what you need. We work with you to define who the programme should reach and what a lead must contain before it is delivered.
- Plan and buy the sources. LeadScale Services chooses the mix of sources for the programme and buys them on your behalf.
- Check the records that respond. The LeadScale Engine processes incoming leads through the four checks, using the criteria agreed for the programme, before delivery. For the technical flow, see lead validation. Our guide to the four checks covers what we check and what happens to failures.
- Deliver the records that pass. Records that meet the programme criteria are sent into the CRM or marketing automation system you use. A record that fails the checks is not delivered.
Validation and verification are not the same thing. Validation checks whether a value has the right pattern or format. Verification checks the value against a third-party service to establish whether it is correct and true.
Before the programme goes live, LeadScale's technical team also works through how the Engine fits the systems you already use and what each side needs to provide.
What reaches your systems
You receive records that have passed the four checks against the criteria agreed for your programme, rather than an unfiltered response from each source.
With each record, LeadScale can retain the information needed to show where it came from, including its source, timestamp, lineage and consent audit trail. Duplicates and repeat responses are handled according to the programme rules.
Records can be delivered by file transfer or upload, through an API, or through a configured integration with your CRM or marketing automation platform.
The result is one programme running from the criteria you agree at the beginning through to the records delivered into your systems.
Capabilities behind the programme
Client work
Copia Automation: paid search and social LeadScale ran Google paid search and LinkedIn paid social for Copia Automation as part of a managed programme.
A CRM company that cut its cost per lead LeadScale brought new publishers into the programme and managed the existing publisher relationships while the client's cost per lead came down.
How your data is handled
When a record is created on the programme, its source, timestamp, lineage and consent audit trail are recorded with it.
The programme's checks are applied before the record is delivered into your systems. Every lead goes through four checks: data hygiene, contact verification, spec and duplication, and human verification. On business contacts, a person checks the role and company are real and current. The criteria come from the programme specification.
Frequently asked questions
What does “managed” mean here?
LeadScale Services runs the programme on your behalf. That includes planning and buying the sources, managing the programme, checking responding records and delivering the records that pass into your systems.
How is this different from buying leads or appointments?
Those are different things you can buy from a lead generation provider. A managed LeadScale programme covers planning, buying, checking and delivery across the sources. Lead-generation terms include paying only for leads that pass our checks.
Who decides what counts as an acceptable lead?
The criteria come from your requirements and are agreed with you before the programme starts. They are then used to determine what should be delivered.
Can we use the LeadScale Engine without LeadScale Services?
Yes. The LeadScale Engine can be used without LeadScale Services, with records delivered into your own systems for your team to work.
Do we have to use paid search or paid social?
No. The source mix depends on the programme. Paid search and paid social are among the sources LeadScale can use where they fit the brief.
How does a programme start?
It starts by defining the audience and acceptance criteria. LeadScale's technical team then works through how the Engine will fit the systems you already use and what is needed from each side.
What does a managed programme cost?
Pricing is set for each programme and covered on the first call. There's no retainer or minimum spend for lead generation, and you only pay for leads that pass our checks.
What if the records pass our checks but sales still rejects them?
That is a different question from whether a record met the programme specification. See Getting sales to accept your leads for the causes to investigate next.
Tell us what an acceptable lead looks like for your team
Bring the audience you want to reach and the criteria a lead needs to meet. We can work from there.