Case Study: Inviqa achieves rigorous, scientific lead qualification and scalable pipeline discipline with Pipedrive

How To Do Lead Qualification Right - This Software Company Gets It

The Inviqa Group, a UK web development and consultancy firm with a large sales force, needed a repeatable, scientific way to qualify leads and make their pipeline reliable and scalable. Past CRMs felt clunky and allowed subjective, feeling-based progression between stages, so Inviqa required a clear, disciplined process to ensure deals only moved forward with evidence and consistent reasoning.

They implemented Pipedrive with identical pipeline stages, strict stage-definitions and qualification questions, activity tracking, and regular exports to a board-report spreadsheet for channel and cost-per-deal analysis. The result was a trusted, repeatable sales process that forces clear next steps or disqualification, improves forecasting and conversion discipline, informs smarter marketing spend, and has been adopted across other teams and recent acquisitions.

Inviqa

Paul Wander

Co-founder and Vice President of Sales and Marketing