Leads graded and routed before they go cold
Globaldev was winning more enquiries than its senior team could sort through, while prospecting happened in a separate tool. Stamina built the system that fixed both.
Selling time spent on the right prospects
Globaldev builds software and extends engineering teams for clients worldwide. The company was growing fast and handling a rising volume of inbound and outbound opportunities across several markets, without a structured way to tell which of them deserved attention first.
- A representative opens a queue that is already ordered, instead of a list where everything looks equally urgent.
- The strongest opportunities get a first reply the same morning, not whenever the queue happens to reach them.
- Whoever picks up a conversation can see the prospect's full history, from first connection through to signed contract.
- Sales and marketing run on shared workflows, with handovers triggered automatically where they used to be requested.
- Source attribution shows which channels produce revenue, not just which produce volume.
About Globaldev
Globaldev is an offshore software engineering partner with 15 years of operations, offering full-cycle engineering, staff augmentation and AI expertise to companies worldwide.
The business runs across three lines: Global Teams closes capacity and technology gaps from a global talent pool, Global Engineering builds custom software and modernises existing systems, and the Global AI Lab develops predictive, conversational and agentic systems. Clients range from startups launching an MVP to enterprises overhauling legacy IT, and include Gentrack, ECIT, Pliant and Auchan.
That mix is what makes lead qualification hard. An enquiry for a short prototype and an enquiry that becomes a multi-year team extension look almost identical in an inbox, and the people qualifying them are senior enough that their time is the most expensive part of the process.
Attention going to the wrong opportunities
Rapid growth across multiple markets meant more leads than the team could assess evenly. Three problems sat underneath that.
No structured qualification
Without a way to rank opportunities, representatives spent valuable time on low-potential prospects. Every lead looked equally urgent in the queue, which meant none of them were.
High-value leads waiting
The opportunities most worth winning risked delayed follow-up, because nothing in the process pushed them forward ahead of the rest. In software services, a slow first reply is usually a lost deal.
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LinkedIn running outside the CRM
Outreach happened in one tool and pipeline in another, so nobody could see the full customer journey. Sales and marketing were working the same prospects without a shared view.
Built the grading system around the sales method already in use
Globaldev already had a sales methodology that worked. The job was to encode it, so that the judgement a good representative applies to a lead happens automatically at the point of arrival.
Analysed workflows, sources and qualification
We reviewed the sales and marketing workflows, every lead source, and how qualification was being done in practice. The criteria that separated a good opportunity from a poor one already existed in how the senior team assessed leads. They were consistent, and they were entirely in people's heads.
Pipedrive built around the existing method
Pipedrive was implemented and customised around that methodology, not a generic template, with a structured pipeline, custom fields, segmentation logic and a Lead Inbox for centralised intake. Nobody had to learn a new way of selling in order to use it.
An A to D lead grading system
An intelligent grading system scores each opportunity the moment it arrives, and automated qualification workflows apply the same criteria every time, including at two in the morning when nobody is watching the inbox. Task assignment then follows the grade, so priority becomes a property of the lead and not a decision someone makes when they get to it.
LinkedIn prospecting connected through Closely
Closely was integrated so LinkedIn activity synchronises into the same CRM environment, with email activity and communication tracking alongside it. This is the change behind the improvement in LinkedIn close rates. The channel did not get better, it just stopped losing people between tools.
Coordination workflows, reporting and training
Automated workflows coordinate actions between sales and marketing, and dashboards cover lead source attribution and pipeline performance. Role-based training followed, since a grading system only works if the people receiving the grades trust how they were produced.
Are your best leads waiting behind your worst?
If every enquiry looks the same when it arrives, your team is ranking them by arrival order instead of by value. We encode the judgement your best people already apply, so the priority is set before anyone opens the record.
