marketing@risergrowth.com · Pune, India
Case Study
Turning disconnected
marketing operations
into a revenue engine.
How Riser helped Xerago streamline lead management, automate customer journeys, and strengthen sales-marketing alignment through an integrated marketing automation and demand generation ecosystem.
Industry
B2B SaaS / MarTech
Engagement
Marketing Automation
Timeline
Ongoing
XERAGO™
Marketing Automation & RevOps
The Results
+28%
Improvement in Lead-to-MQL Conversion
+20%
Increase in Sales Qualified Leads (SQLs)
−50%
Reduction in Lead Response Time
+35%
Improvement in Marketing Operational Efficiency
+40%
Increase in Campaign Attribution Visibility
The Challenge
As a B2B SaaS and MarTech business, Xerago needed a marketing engine capable of supporting longer buying cycles, multiple decision-makers, and a complex sales process. While leads were being generated, the journey from enquiry to qualified opportunity lacked consistency. Manual processes, fragmented data, and limited visibility into funnel performance made it difficult for marketing and sales teams to operate as one unified revenue function.
- Improving lead nurturing across the buyer journey
- Accelerating lead response and qualification
- Increasing visibility into marketing's contribution to revenue
- Aligning marketing and sales around shared performance metrics
- Building scalable automation that reduced operational effort while improving customer experience
The goal wasn't simply to automate marketing—it was to create a connected revenue engine that enabled marketing and sales to grow together.
Our Approach
We took a step-by-step approach to build a growth engine from the ground up.
Revenue Funnel Assessment
Analysed the complete lead lifecycle to identify gaps in lead management, qualification, and sales handoffs while defining opportunities for automation.
Marketing Automation Workflows
Designed intelligent workflows that automated lead nurturing, follow-ups, and behavioural triggers, ensuring prospects received relevant communication throughout the buying journey.
Lead Scoring & Qualification
Developed lead scoring models based on behavioural signals and engagement data, enabling sales teams to prioritise high-intent opportunities more effectively.
CRM Integration & Sales Alignment
Integrated marketing automation platforms with CRM systems to create a seamless flow of customer data, improve lead visibility, and strengthen collaboration between marketing and sales teams.
Multi-Channel Demand Generation
Supported demand generation through email marketing, LinkedIn campaigns, educational content, and webinars to attract, nurture, and qualify prospects at every stage of the funnel.
Performance Dashboards & Attribution
Built real-time reporting dashboards that provided visibility into campaign performance, funnel progression, and marketing's contribution to pipeline and revenue.
The Impact
By aligning strategy, systems, and execution, we built a predictable growth engine that delivered measurable results.
+28% Lead-to-MQL conversion
creating a stronger pipeline of sales-ready opportunities
50% reduction in response time
enabling faster engagement with high-intent prospects
+20% increase in SQLs
through intelligent lead scoring and nurturing workflows
+35% operational efficiency
reducing manual processes and improving execution speed
+40% attribution visibility
giving stakeholders clearer insights into pipeline and revenue contribution
RevOps ecosystem
connecting marketing automation, CRM, and sales processes for growth
What The Leadership Says
Riser helped us move beyond campaign execution by building the operational foundation for scalable demand generation. Their expertise in automation, CRM integration, and sales-marketing alignment improved both efficiency and lead quality, giving our teams greater visibility across the entire revenue funnel.
Growth accelerates when
marketing and sales work as one.
Disconnected systems create friction, slow response times, and reduce revenue opportunities. Riser helps businesses build intelligent marketing automation and Revenue Operations systems that improve lead quality, strengthen pipeline visibility, and enable sustainable growth.
Build Your Revenue Engine