Managed lead generation
LeadScale Services plans and runs lead generation programmes on your behalf, for business and consumer audiences.
What a managed programme includes
We agree the brief with you. We select and manage the sources against it. We check the records that respond. We deliver the records that pass into your systems.
The sources we plan and buy
Depending on the brief, LeadScale can use sources including content syndication, paid search and paid social.
Where suppliers are involved, LeadScale selects who can supply the programme. We evaluate their proposals against the brief and manage them as the campaign runs.
Different sources can play different roles. They still work to the same definition of an acceptable lead.
Coordinating the channels
Many programmes buy from several publishers, a LinkedIn team and a display platform at the same time, often against the same target account list, with each one targeting, reporting and handling data in its own way. We bring them into one plan. Every lead and audience runs through LeadScale Engine, so the buying group sees one joined-up campaign and you get one view of what each channel is doing.
Content syndication, LinkedIn and display use the same checked data from the first campaign, so people who download your content keep seeing your brand on LinkedIn and across the web while they make up their minds.
Programmes can target in-market accounts using intent data from our media partners, or your own feed from providers such as Bombora, 6sense or Demandbase. A named team runs your programme from brief to review.
Any sign of interest from an account can be a starting point. When someone registers for one of your webinars, or Smart Reveal finds a company researching you, we identify the rest of the buying group at that account and check each person. They can be reached on LinkedIn and display straight away, and through content syndication when you want them as opted-in contacts.
You choose which parts we run. We can manage every channel or just one, and if your team already runs a channel itself, such as display, you can license LeadScale Engine to check, connect and report on it alongside the parts we run.
How the programme runs, step by step
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.
- Agree what you need. We agree who you want to reach and what a lead needs to contain before your team should receive it.
- Plan and buy the sources. LeadScale Services chooses the source mix.
- Check the records that respond. The Engine checks incoming leads against the programme specification before delivery. The technical flow includes format validation and verification against third-party services (see lead validation).
- Deliver the records that pass. Records that meet the programme criteria are sent into your CRM or marketing automation system.
What you receive
You receive the records that met the criteria agreed for your programme.
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.
Capabilities behind the programme
Getting started
- You supply: the audience you want to reach, acceptance criteria and the CRM or marketing automation system that should receive the leads.
- How it starts: onboarding begins with a meeting with the technical team.
- What we set up: the processing for your programme.
- What you receive: records that pass the programme’s checks.
- What you pay for: lead generation has no retainer or minimum spend; you pay only for leads that pass our checks.
Case studies
47%of LinkedIn leads at manager level or above, up from 29%
Your campaigns convert, but the people responding do not fit
A CRM company, anonymised
You keep buying from the same few publishers
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.
Every lead on a managed Services programme goes through the four-check process, ending with human verification of business contacts. With the Engine used on its own, the checks are agreed with each client (see how we check leads).
Frequently asked questions
What does “managed” mean here?
LeadScale Services runs a programme across several sources on your behalf. A lead generation agency can sell several different things: booked appointments, leads priced individually, outreach campaigns, or a programme managed across several sources.
Who decides what counts as an acceptable lead?
The criteria come from your requirements and are agreed with you before the programme starts.
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.
What does a managed programme cost?
Pricing is set for each programme and covered on the first call.
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.
You define the outcome. We compose the journey.