Wavelynx

Snapshot

What they do

Wavelynx builds open, interoperable access control — readers and credentials designed to keep working as standards and systems evolve around them. Mid-market, private, Broomfield, Colorado.

Who they sell to

Three genuinely different audiences: resellers, integrators, and the end users who operate the buildings.

Delivery

Delivered by the Value-First Team.

The relationship

Jul 2025

Lead scoring rebuilt ahead of HubSpot retiring its legacy score — a three-part framework across contact fit, company fit and engagement.

Aug–Dec 2025

Weekly working sessions on the scoring model with the marketing and inside sales teams.

Jul 2026

Re-engagement. Buyer-intent signals demonstrated live; a weekly coaching cadence resumed.

Jul 2026

State and region lead routing designed and built in-session with their team.

Where they started

HubSpot was retiring the legacy lead score their model was built on, so the scoring they already relied on had a date on it. Replacing it was not a like-for-like job: Wavelynx sells to resellers, integrators and end users, and a single score cannot mean the same thing across three audiences that buy for different reasons.

Underneath that sat the harder constraint. Wavelynx has no dedicated HubSpot administrator in-house, so anything built for them had to be something their own team could run, change and extend afterwards — otherwise every future adjustment becomes another engagement. Alongside it, the routing everything fed into was a simple round-robin with no sense of territory, so a lead from one state landed the same way as a lead from anywhere else.

What we delivered

A three-part lead-scoring framework — contact fit, company fit and engagement scored separately, with the fit scores tuned to the end-user profile and the engagement score carrying the reseller and integrator audiences alongside it.
State and region lead routing, structured to branch by representative rather than by state — three branches instead of fifty-five, and territory changes handled by editing a rep rather than rebuilding the logic.
Buyer-intent signals introduced and demonstrated live, on a platform where none of it had been configured before.
The build done in the session, with their team's hands on it — the working method for the whole coaching cadence, so the person who would maintain the workflow was the person who helped build it.

What changed

The scoring survived the deadline that prompted it and is still running a year later, carrying all three audiences rather than flattening them into one number. That is the plain outcome: they bought the right thing and it kept working.

The routing changed shape as much as it changed function. Branching by representative instead of by state turned a rule that would have needed fifty-five branches into one that needs three, and moved territory changes from a rebuild into an edit. Because it was built in the session rather than handed over finished, their team left holding the structure — able to extend the branching themselves rather than raising a ticket every time a territory moves.