Multi-step prospect qualification flow that scores answers, classifies leads into tiers, and routes each tier to a different CTA, before any human time gets spent.
The Problem
MSSP and MDR firms take discovery calls with anyone who fills a contact form. A 10-employee startup with no compliance requirements books the same call as a 200-person SaaS company preparing for SOC 2. Senior engineers run both calls. One converts. One never will.
53% of MSSPs report operational overhead as their top drain. Unqualified discovery calls are invisible overhead, they never show up in a time audit but they compound across every sales cycle.
The Solution
A 4-5 question intake flow embedded in the website. Each answer maps to a score value. Scores accumulate and hit a threshold. The threshold determines the tier. The tier determines what the prospect sees next.
Key Features:
- Stepped question flow with progress indicator (no form fatigue from a wall of fields)
- Answer-to-score mapping with configurable weights per question
- Three-tier classification: Qualified, Developing, Early Stage
- Tier-specific CTA routing: proposal request, nurture sequence, or self-serve resource
- Score display with tier badge on results screen
Use Cases
SOC-as-a-Service MSSPs: Qualify inbound leads by company size, compliance obligation, current stack maturity, and budget range. Route Qualified tier directly to a proposal request, skip the call.
Mid-Market MDR Firms: Screen prospects for cloud footprint, team size, and incident history before onboarding conversations. Developing tier goes to a drip sequence, not a senior engineer.
Offensive Security Firms: Pre-qualify pentest scope by asset type, compliance driver, and engagement frequency before scoping calls. Saves 2-3 hours per unqualified opportunity.
Impact
- Removes unqualified discovery calls from senior engineer calendars
- Converts website visits into scored, segmented pipeline without manual outreach
- Reduces average sales cycle length by qualifying intent and budget upfront
Built by Kunsh Tanwar | ETXcyberops | [email protected]