How Preflect Increased Inbound Lead Efficiency at Scale with Enigma Revenue Data

The Problem: Sales Efficiency at Scale

Preflect’s sales team was working hard — but working on the wrong leads. Their inbound pipeline was generating volume, but conversion rates told a different story. Too many prospects were making it through initial screening only to fail downstream qualification, wasting sales team time and inflating customer acquisition costs.

The root cause was a data gap. Without visibility into a lead’s actual business revenue before engaging, the team had no reliable way to separate high-potential merchants from those that would never generate meaningful transaction volume.

Every unqualified lead that entered the pipeline meant time spent on discovery calls, credit checks, and onboarding steps for merchants who would never justify the acquisition cost. The math was unsustainable.

The Solution: Revenue-Based Lead Prequalification

Preflect integrated Enigma’s revenue data into their inbound lead qualification process. The approach was straightforward: before investing sales resources in a prospect, validate that the business has actual card revenue consistent with the ideal customer profile.

By using Enigma’s data to prequalify leads, the team could make faster, more confident decisions about which merchants to pursue. Leads with positive card revenue in Enigma’s data moved forward. Leads without matching revenue signals were flagged for review or disqualified before consuming sales bandwidth.

The key insight was that lead disqualification isn’t a negative outcome — it’s an efficiency gain. Every bad lead blocked early frees capacity for a good lead to receive full attention.

The Results: 30% Revenue Growth Through Better Targeting

The impact was immediate and measurable.

By only pursuing inbound leads that had positive card revenue in Enigma’s data, Preflect’s lead disqualification rate increased from 18% to 60% — a 3.3x improvement in blocking risky or low-value leads before they consumed sales resources.

Sales Efficiency

The 30% revenue increase didn’t come from processing more leads — it came from processing the right leads. By concentrating sales effort on merchants with verified revenue signals, Preflect’s team spent less time on prospects that would never convert and more time closing deals that drove actual growth.

Risk Reduction

Since implementing Enigma, Preflect has experienced significantly lower fraud rates among new customers. The revenue data serves as an early warning system: merchants without verifiable transaction history are flagged before they can create downstream losses.

The result: zero large loss events since implementation.

Technical Specifications