When this scope is useful
Leads are lost, duplicated or disconnected from the campaign after they enter sales.
If the sales process itself is undefined, map stages and responsibility before automating it.
Questions that distinguish the team
- Which system owns each field?
- How are retries and duplicates handled?
- What happens when a required destination is unavailable?
Inputs before work starts
Process map, field definitions, account access, sample leads, routing rules and sales owners.
Three ways to scope the work
These are buyer-side scope models, not an agency price list. Use the inputs, client responsibilities and exclusions below for each model.
01 / Process audit
- Work
- Audit the current lifecycle and data model.
- Handover
- Field and lifecycle mapping with owners.
02 / Implementation
- Work
- Implement the agreed fields, routing and status exchange.
- Handover
- Tested integration, error handling and handover documentation.
03 / Integration support
- Work
- Monitor failures and maintain mappings as processes change.
- Handover
- Failure log, reconciled counts and maintenance record.
Acceptance and shared responsibility
A test lead is traceable through creation, assignment and status change; retries do not create unintended duplicates; failure alerts reach a responsible person.
Client responsibilities
Approve field ownership, provide test accounts and have sales validate actual working scenarios.
What needs separate agreement
Unapproved migrations, full historical cleansing and paid platform licenses are separately scoped.
Ask for a cost estimate based on the actual access, production volume, integrations and review cadence. A comparable price requires the same scope.
Take this into the brief
Service: CRM integration Inputs: Process map, field definitions, account access, sample leads, routing rules and sales owners. Acceptance: A test lead is traceable through creation, assignment and status change; retries do not create unintended duplicates; failure alerts reach a responsible person. Questions: Which system owns each field? How are retries and duplicates handled? What happens when a required destination is unavailable?
Common buying questions
Is a successful form submission enough?
No. Verify delivery, ownership and status return.
What happens after a mapping changes?
Re-run the journey checks and update the field contract before relying on reports.
Evidence to examine
Evidence review
Omnicharge: meetings and deals use different time windows
Do not divide the deal headline by the annual appointment count: the time windows differ. A conversion rate needs the same cohort followed through its sales cycle.
Evidence review
DataGuard: pipeline is not collected revenue
This is an example of a connected delivery model. The reported pipeline measures potential commercial value; it cannot be booked as revenue or treated as profit.
Sources and review date
Sources read on: 2026-09-11. A source review is not an audit of the agency’s systems.