Scenario
Leads captured through multiple channels (events, webinars, website forms, advisory programs) were not centrally managed.
- Manual follow-ups made it difficult for marketing and consulting teams to stay aligned.
Limited segmentation prevented tailored messaging for specific personas such as CIOs, COOs, portfolio managers, and wealth advisors.
Inconsistent lead qualification led to missed opportunities or delays in connecting with decision-makers.
Lack of visibility into prospect engagement across regions and programs.
Compliance requirements demanded a more structured approach to consent, governance, and campaign approvals.
Solution Offered
The new MCAE-powered setup improved marketing efficiency, strengthened lead qualification, and enabled faster movement from inquiry to consultation. With better visibility and automation, teams operated with greater accuracy and coordination.
Scalable Lead Management Framework
We centralised all lead capture points into Pardot, including website forms, event registrations, gated content, and partner referrals. This created a single source of truth for prospect engagement.
Automated Lead Nurture Programs
We deployed personalised, automated nurture tracks for:
Investment and regulatory insights
Industry research and thought leadership
Event, webinar, and roundtable follow-ups
Early-stage prospect education
Re-engagement for inactive prospects
These journeys delivered the right content based on each contact’s interests and role in the industry.
Segmentation & Dynamic Content
We built dynamic audience segments based on:
Industry role (Asset Manager, Wealth Manager, COO, Risk, Operations)
Engagement score
Region (US, UK, EU, APAC)
Content preferences
AUM focus or advisory needs
Dynamic content ensured every email reflected the recipient’s professional priorities.
Lead Scoring & Grading Model
We implemented a scoring and grading framework to help consulting teams identify:
Highly engaged prospects
Decision-makers with strong fit profiles
Accounts showing multi-user engagement
This improved handoff quality and reduced sales cycle friction.
Sales Cloud Integration
A bi-directional sync gave consulting teams real-time visibility into:
Prospect activity
Asset manager engagement trends
Webinar attendance
Content consumption
Lead qualification status
This helped advisors prioritise outreach more effectively.
Compliance & Governance
We established:
Regional suppression rules
Consent tracking
Multi-step email approvals
Audit-friendly automation processes
Aligned with SEC, FCA, GDPR, and internal risk standards.
Business Benefits
The new MCAE-powered setup improved marketing efficiency, strengthened lead qualification, and enabled faster movement from inquiry to consultation. With better visibility and automation, teams operated with greater accuracy and coordination.
- Reduced manual lead management by 50% through automation and centralised data
- Stronger pipeline quality due to improved scoring and nurtures
- Higher engagement across insights and research from targeted nurture programs
- Faster handoff to consulting teams, improving conversion from inquiry to meeting
- Consistent global communication with templates, segment rules, and governance
- Better reporting through unified dashboards inside Pardot and Salesforce
Conclusion
By implementing MCAE (Pardot), the firm transformed its B2B marketing operations into a smarter, more automated, and more predictable engine. The new system now supports global outreach, improves lead quality, strengthens compliance, and helps the consulting firm remain a trusted strategic partner to the world’s leading asset and wealth managers.