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IronScales Turns Five Lead Sources Into One Trusted Pipeline

IronScales logo

IronScalesAI-powered email securityTel Aviv, Israel

Platforms

  • Salesforce logoSalesforce
  • ZoomInfo logoZoomInfo
  • Drift logoDrift
  • Marketo logoMarketo
  • Chili Piper logoChili Piper
  • Calendly logoCalendly
  • Channeltivity logoChanneltivity
  • DocuSign logoDocuSign

At a glance

  • 1 unified lead path in Salesforce, replacing 5 disconnected sources
  • 51% discount threshold now enforced automatically before CEO sign-off
  • 0 spreadsheets needed to reconcile quotes or discounts
  • Multi-currency support for global deals out of Tel Aviv HQ
“We needed every new lead to have a clear path — and someone who could keep it that way after the project ended.”
— Tristan Bishop, RevOps Lead, IronScales

By 2021, IronScales had a good problem: demand was coming in from everywhere. Buyers found the AI email security company through its website, live chat, paid ads, channel partners, and direct sales outreach — five different doors into the same pipeline.

But each door led somewhere different in Salesforce. Drift, Marketo, Chili Piper, Calendly, and Channeltivity each generated their own version of a lead, with no consistent rules for ownership or reporting. Quotes and discount approvals lived in spreadsheets and side conversations, so Finance often didn't see the real terms of a deal until after it had already closed.

For a SaaS company scaling fast, that gap carries a real cost: marketing spend goes toward inbound leads that sales can't fully trust, leadership can't see which parts of the funnel are actually converting, and discounting drifts until the list price stops meaning much.

IronScales brought in Cloud Nerd to rebuild the foundation with a Salesforce Co-Pilot engagement. The goal was simple to state and hard to execute: give every lead a single, predictable path; bring commercial terms — quotes, discounts, approvals — natively into Salesforce; and leave behind an admin who could keep the system running long after the engagement ended.

Challenge

Inbound and partner tools were each pushing competing leads into Salesforce, quotes and discounts lived outside the CRM, and leadership had no reliable view into the funnel or how deals were actually priced.

Solution

Cloud Nerd's Salesforce Co-Pilot unified ZoomInfo, Drift, Marketo, Chili Piper, Calendly, and Channeltivity into a single lead pathway, then brought quotes, DocuSign, and discount approvals under Salesforce's control — including automatic CEO sign-off for discounts above 51%. Multi-currency support was added to match IronScales' global buyer base.

Results

  • One lead pathway. Inbound and partner leads flow into Salesforce the same way, every time.
  • Trustworthy reporting. Sales can report on separate funnels without a manual cleanup pass first.
  • Quotes and discounts, in one system of record. No more reconciling spreadsheets after the fact.
  • Partner and inbound leads no longer collide.
  • A lasting handoff. An internal admin was hired and trained to keep the rules live after Cloud Nerd's engagement closed.