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.