Three proven patterns: speed-to-lead (enrich, qualify, route, notify — under 60 seconds), demo-request VIP handling (skip nurture, straight to booking), and trial-signup activation (product-context outreach on day 1–3 behavior).
Speed-to-lead
Form submit → real-time enrichment → ICP check → qualified: round-robin to AE + Slack notify + agent drafts the first-touch; unqualified: nurture enrollment. Target end-to-end: under 60 seconds. This single workflow outperforms most other automation investments.
Demo-request VIP
Demo requests skip qualification friction: instant calendar link with pre-filled booking, agent-drafted confirmation with relevant proof points, AE briefed with the full account dossier before the meeting.
Trial activation
Trial signup → wait for day-1 product events → branch: activated users get a value-expansion touch, stalled users get an unblock offer referencing where they stopped. Requires the product-events connection.
Anti-pattern to avoid
Don't gate inbound behind the same cadence as outbound. Inbound leads raised their hand — every hour of delay costs conversion measurably. Route first, nurture later.
