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How elefante RevOps Helped Krisp Transform Lead Prioritization With Scalable Lead Scoring
See how Krisp partnered with elefante RevOps to turn high-volume inbound demand into actionable prioritization—aligning HubSpot and Salesforce with a multi-factor scoring system built for scale.
WHAT OUR CLIENTS SAY
“What an amazing team to work with and very knowledgeable on all HubSpot related matters and implementing my business requirements into the system, not only limited to what they are asked but also coming up with solution to help and improve”
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“Working with Elefante RevOps has been a great experience. Pedro and Andre are kind, approachable, and truly easy to work with. They’ve provided valuable solutions and training that have helped us create more efficient processes”
“Colten, Pedro and Team were critical in our migration to HubSpot. Through every part of the onboarding and implementation they have been attentive and valuable. I look forward to continue working with them with future projects”
“As a rep agency we required a ton of customization. Things started a little slow but then picked up. It would have been beneficial to do a deeper dive into our needs and flow before implementation started. Friendly staff who really seemed to care”
Quick Facts
Software – AI Voice and Audio Technology
elefante RevOps Solutions Provided
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Lead Completeness Score
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Form Intent Score
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Website Behavior Score
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ICP Fit Score
Pain
Krisp’s main struggle was simple, but critical: volume without visibility.
Every day, hundreds of leads were flowing into their systems—but with no lead scoring or centralized prioritization process, the marketing and sales teams struggled to:
Identify high-value leads from the noise:
Quickly surface the prospects most likely to convert based on fit + intent, so reps spend time where it matters.
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Understand the quality and completeness of incoming data:
Catch missing, inconsistent, or low-confidence fields early to protect routing, personalization, and reporting.
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Measure the behavioral intent behind form fills, email interactions, and website visits:
Translate engagement signals into actionable buying intent—beyond “someone filled out a form.”
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Spot patterns and trends within their existing CRM database:
Uncover what’s changing across ICP, sources, and behaviors to refine targeting and improve pipeline quality over time.
Compounding the issue, their marketing team operated in HubSpot while the sales team lived in Salesforce—further fragmenting visibility and slowing down the handoff between MQL and SQL.
Impact
Initially brought on for a one-time project, Elefante RevOps soon proved indispensable and was retained under a long-term RevOps as a Service engagement.
To solve Krisp’s lead visibility and prioritization problem, Elefante implemented a multi-factor lead scoring system designed specifically for high-volume SaaS organizations. This included:
Custom Score Properties in HubSpot segmented into five categories:
- Lead Completeness Score – Validates the quality of contact data (e.g., full name, phone, address)
- ICP Fit Score – Scores based on seniority, department, company size, and industry
- Engagement Score – Tracks email opens, clicks, and re-engagement from dormant contacts
- Form Intent Score – Differentiates between high, medium, and low-intent form submissions
- Website Behavior Score – Measures visits to high-value product and pricing pages
Cross-System Integration
The scoring logic was synced from HubSpot to Salesforce, allowing both marketing and sales to operate from a single source of truth.
Reporting Infrastructure
Using the new lead score dimensions, Krisp’s team could generate dashboards showing evolving ICP trends, lead source performance, and behavior-driven qualification—unlocking predictive insights from both fresh leads and dormant database contacts.
Results
The transformation was immediate:
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Lead Prioritization Clarity
Sales reps now had a clear, unified view of which leads to prioritize based on total score and intent level.
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ICP Evolution Visibility
Krisp could now see changes in their ideal customer profile over time—enabling better targeting and campaign design.
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Cross-Team Alignment
With Salesforce and HubSpot aligned through synced scoring, marketing and sales worked from a shared understanding of lead quality.
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Proactive Outreach
No longer reliant on just form fills, Krisp could now surface and engage existing contacts who showed renewed interest through behavior and email interactions.
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System Reusability
The custom scoring system became a blueprint for future Elefante clients with similar challenges—modular, replicable, and battle-tested.
