Kairos: automatic qualification of 1,200 leads/month

The challenge

Kairos received over 1,500 inbound leads per month via 4 different channels (website, LinkedIn form, events, partners). The team of 3 SDRs spent 60% of their time on manual qualification, and 40% of hot leads were never called back in time. The CRM was poorly maintained, preventing any serious funnel analysis.

Our approach

1. 12-day audit: mapping of the 4 channels, scoring of historical leads, identification of 18 extended BANT qualification criteria.
2. 2Design of a single agent with access to the CRM, Clearbit enrichment, and the product knowledge base.
3. 3Parallel pilots on the 4 channels for 2 weeks with systematic human validation.
4. 4Progressive production rollout: 25%, 50%, 75%, 100% over 3 weeks. Guardrail: any lead with score > 80 escalates to a human within 5 minutes.

The results

Tech stack