CModel Consulting · Case Study 02
The Situation
A technically complete lead process was in place, but adoption was stalled. The BDR was not updating lifecycle stages consistently, which meant the system was not producing the pipeline visibility the marketing stakeholder needed.
The issue was not technical — it was behavioral and organizational.
The Approach
An admin pushing behavioral change directly onto a BDR was unlikely to land. The org chart doesn't work that way, and neither do people.
Instead, I invested first in the marketing stakeholder — building her confidence, sharpening her understanding of the system, and ensuring she clearly saw the value of what had been built.
Once she understood and owned the process, she became the advocate. The behavioral change landed because it came from the right voice at the right time.
The Insight
01
Engineering the social dynamic is just as important as engineering the system.
02
Change lands when the right messenger delivers it — not just the right message.
03
Non-technical stakeholders describe what they need accurately. The job is to listen well enough to build it exactly.
Related build from this engagement
Case Study 05 · In Progress
Cross-platform workflow integrating Calendly, HubSpot, Slack, and Salesforce to automate podcast guest qualification. Signup triggers Slack notification and HubSpot entry. Post-episode, host controls lead qualification outcome, triggering automated follow-up sequences based on fit assessment. Lead generation brought fully in-house. Outsourced vendor replaced.
In Progress