Charles
Focused 3-month project
At a glance
Client | Charles GmbH (hello-charles.com) |
Industry | Conversational commerce / WhatsApp-first messaging platform |
Champion | Dirk Reuther, VP Marketing |
CRM | HubSpot |
Engagement type | Focused 3-month project |
Outcome | 50% more booked meetings on the same lead flow |
The challenge
Charles had a working product, a customer base that bought, and a CRM that should have been driving the next stage of growth. The constraint was not lead volume; it was which leads to prioritize. The team had a pipeline of contacts and accounts in HubSpot, but no working scoring layer to differentiate high-fit prospects from the noise. Sales reps were spending equal time on every lead, which meant the high-intent ones got the same treatment as the low-fit ones.
Contact data was decaying. Many contacts in the CRM had changed roles or companies and the system did not know. Outreach was hitting inboxes where the named contact had not worked for months. Closed-lost deals had associated contacts that nobody was re-engaging.
What Scalantec built
Scalantec redesigned the lead scoring model in Charles's HubSpot from the ground up. Each contact now carries a fit score and an engagement score that drive prioritization, so sales reps work the right contacts first. The new scoring layer integrates cleanly with Charles's existing Outreach.io sequencing and HeyReach LinkedIn outreach.
Continuous Clay-based contact enrichment was layered on top: job-change detection, current-employment verification, decision-maker tracking, and email and phone validation. Every job change becomes a re-engagement opportunity rather than a silent dead lead.
Two LinkedIn re-engagement campaigns were built specifically for contacts associated with deals that closed-lost. Time-sensitive losses (budget, timing, no-decision) often come back. Re-engagement at the right moment converts dormant pipeline back into active conversation.
The work was scoped, shipped, and handed back in three months. Charles owns the system today.
The numbers
METRIC | RESULT |
Booked meetings (vs prior baseline) | +50% |
Same lead flow, same sales team | Yes |
What changed | Prioritization layer (lead scoring) plus contact freshness (Clay enrichment) |
Engagement type | 3-month project, scope-defined, completed |
In their words
"Scalantec's deep technical knowledge made our lead scoring process in HubSpot incredibly smooth. They understand how to integrate with our stack seamlessly. We now book 50% more meetings on the same lead flow."
Dirk Reuther, VP Marketing, Charles
The engineers and stack
Engineers: Nicolas Schell, Co-Founder & CEO of Scalantec. Ammar Kamran, Senior GTM Engineer. Senior delivery throughout, no account-manager intermediary.
Stack: HubSpot, Outreach.io, HeyReach, Clay, Bettercontact, OpenAI, Claude.
