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Lead Qualification

Lead qualification determines which potential customers are worth pursuing based on fit, need, budget, and decision-making authority. This use case addresses applying qualification criteria consistently, understanding B2B legal entity structures and decision-making processes, assessing lead risk for regulated industries, and using integrated data views to make informed qualification decisions that improve conversion rates and sales efficiency.

The Challenge

Organizations face significant challenges in lead qualification:

  • Qualification criteria — Defining and consistently applying qualification criteria across teams
  • B2B complexity — For B2B leads, understanding the legal entity structure, decision-making process, and key stakeholders
  • Data availability — Having sufficient information to make qualification decisions
  • Subjectivity — Qualification can be subjective and inconsistent across sales representatives
  • Dynamic criteria — Qualification criteria may change based on market conditions and business priorities
  • Relationship understanding — Understanding lead relationships and connections that may influence qualification
  • Risk assessment — Assessing lead risk, especially for regulated industries

Traditional lead qualification processes rely on manual assessment and lack the integrated data view needed for comprehensive qualification.

Why EKG is Required

Enterprise Knowledge Graphs provide powerful lead qualification capabilities:

  • Integrated data view — Connect lead data with legal entity, financial, and relationship information for comprehensive qualification
  • Legal entity analysis — For B2B leads, analyze legal entity structures, ownership, and relationships to understand decision authority
  • Relationship analysis — Understand lead relationships and connections that may influence qualification
  • Risk assessment — Integrate with KYC and risk management for lead risk assessment
  • Automated scoring — Use graph relationships and patterns to automate lead scoring and qualification
  • Consistency — Apply qualification criteria consistently across all leads using graph queries

Business Value

  • Improved conversion rates — Better qualification leads to higher conversion rates
  • Sales efficiency — Sales teams focus on qualified leads with higher probability of conversion
  • Reduced sales cycle — Better qualification reduces time spent on unqualified leads
  • Account-based strategies — For B2B, understanding entity structures enables account-based qualification and sales strategies
  • Risk mitigation — Early risk assessment prevents engagement with high-risk leads

  • Know Your Customer (KYC) - Lead qualification leverages KYC processes for identity verification and risk assessment, especially for regulated industries like financial services.

  • Legal Entity Management - For B2B leads, Legal Entity Management provides essential information about the legal entity structure, ownership, financial information, and relationships needed for proper lead qualification and understanding decision-making authority.