35% Less Lead Leakage with a RevOps-Led GTM Funnel Redesign
Marketing and sales at a mid-market SaaS company had no shared funnel definitions and unclear ownership, so 35% of qualified leads were being ignored. SiyaSphere led a RevOps redesign with unified funnel stages, SLAs between teams, and clear lifecycle ownership, using AI to find process gaps and human review to validate every workflow. Lead leakage fell 35% and sales trust in marketing data rose 85%.
- Lead leakage
- -35%
- Lead leakage
- Sales trust in marketing data
- +85%
- Sales trust in marketing data
- Unified lead-to-revenue funnel
- 1
- Unified lead-to-revenue funnel
The challenge
- Poor handoffs between marketing and sales, with unclear ownership of leads.
- 35% of qualified leads were being ignored.
- No shared funnel definitions, so each team measured success differently.
What we built
- 1
Unified funnel definitions
Defined one set of lifecycle stages and qualification criteria that marketing and sales both signed off on.
- 2
SLA alignment
Set service-level agreements for lead follow-up and handoff between teams.
- 3
Clear lifecycle ownership
Assigned an owner to every lifecycle stage so no lead could fall between teams.
- 4
AI gap analysis, human validation
Used AI to analyse process gaps across the funnel, with every resulting workflow validated by people before rollout.
Results
- One unified lead-to-revenue funnel
- 35% reduction in lead leakage
- Sales trust in marketing data up 85%
- Predictable revenue reporting
- Clear ownership across teams
Key takeaway
Lead leakage is usually a definitions and ownership problem, not a tooling problem. Agreeing on funnel stages and SLAs first makes every downstream automation more reliable.