CASE STUDY

B2B Marketing Automation with Brevo: More Effective Sales Processes with Whitepapers and Lead Scoring

How the Pontis EMC Products sales team saves time with Brevo and uses lead scoring to focus on the most relevant inquiries.

Starting point

Pontis EMC Products, a brand of Audivo GmbH, develops camera systems and software for EMC test labs and sells them worldwide. As demand grew, managing leads and inquiries in Excel lists reached its limits: follow-up was time-consuming, and there was no clear overview of which inquiries should be prioritized.

The sales team wanted to automate and professionalize its processes.

Challenge

After setting up the Brevo account and importing the existing data, we focused on three areas:

Whitepaper tracking: capturing relevant contact data for whitepaper downloads and tracking them as soft conversions.
Multilingual communication: implementing automated email workflows in several languages to ensure a consistent customer experience for international customers.
Lead scoring model: strategic development and technical implementation of a lead score calculation that combines user behavior and company characteristics – a central building block of B2B marketing automation.

“Thanks to the new sales processes, we can now handle inquiries much faster. The team at CRM agency Saphiron supported us in every area: from evaluating a CRM and developing a strategy to implementing the automations. With Brevo, we chose a CRM that can be adapted to our needs.”

Tobias Ganzer Head of Sales at Audivo GmbH

Our approach & implementation in Brevo

Together with the Audivo GmbH sales team, we evaluated various CRM solutions and chose Brevo because the platform could be adapted well to the company’s specific requirements.

After building the account and the deal pipeline, we cleaned up and imported the existing contact data.

Lead scores are calculated automatically from user behavior and company properties. For inquiries and whitepaper downloads, we created forms that pass additional information such as language to Brevo via hidden fields. When a form is submitted, the matching email automation starts automatically.

Result

All information in one place: the team sees all contact data and activities at a glance in Brevo.
Lead capture: by capturing relevant data for whitepaper downloads, prospects can be contacted faster and with more relevant content.
Focus on relevant leads: the scoring model shows immediately which contact has the greatest potential.

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