Researching the problem
Highly likely: problem‑aware
- What she did
- She has read about the problem. Nothing on solutions yet.
- What happens next
- Stays in nurture
The lead program you buy today, with four steps changed.
You brief us, we build the list, run the campaign, qualify the leads and deliver them weekly into your CRM, priced per lead at the tier you choose, as you buy now. What changes is the page your buyer lands on, how the lead is qualified, what you know about each lead, and what your report can tell you.
Our program has the ten steps you already buy. Four are different.
1 Brief
Your ideal customer profile, titles, geography, tier and volume.
As you buy now
2 List
Intent data, install base, our campaign team's database.
As you buy now
3 Asset
Your approved documents, including the assets you already have.
As you buy now
4 Send
Email, from our campaign team's platform.
As you buy now
- Different
5 Research page
A page for each role, built from your approved documents. The buyer researches there. No form.
Usually: a form and one PDF for every role.
- Different
6 Qualify
Her research shows need, criteria and role. A person confirms budget and signer later, for buyers who are ready.
Usually: a survey question, or a call to a buyer who is still exploring.
- Different
7 Lead record
Name, title, contact and tier, plus what the buyer asked, what they read and where they are in their research.
Usually: name, title, contact, the asset and the tier.
8 Deliver
Weekly batch, as a file or straight into your CRM.
As you buy now
9 Accept or reject
Your contracted window, reason codes, credit.
As you buy now
- Different
10 Report
Leads by tier, cost per lead and rejection rate, plus what each role researched and the questions your documents don't answer yet.
Usually: leads by tier, cost per lead and rejection rate.
In a standard program, the ten steps find the buyer, record who they are and grade them into a tier.
No step answers what the buyer came to find out.
Step 5 is where LensGlass does. The other three changes follow from it.
Where the name comes from, since the page has no form. Our campaign team sent the email to a named person on your target list, and the link they click is theirs. So our campaign team already knows who arrived; the page only has to tell it which questions that visitor opened. The software that builds the page never receives the name.
The research page a finance leader sees.
The answer, with its source
Payback on three production lines comes in year three.
Source: your approved deck, the payback slide
She might ask next
Does the case hold in our numbers?What is included in the price?
Ask Sarah your own question
Sarah is the page's AI librarian. She answers from your library, or says it doesn't cover the question.
What she does becomes the chart you receive.
She opens the downtime answer
Problem: opened
She asks Sarah who implements it
Supplier: opened
She prepares a summary for a colleague
Consensus: acted
Comparing suppliers + building the case alone
Highly likely: in evaluation
Six points, one for each job Gartner found every buying group works through.
See it in what you receiveIllustrative example.
Comparing suppliers + building the case alone
Highly likely: in evaluation
The chart lives in your CRM.
The chart has one spoke for each of the six buying jobs Gartner describes, and shows what this buyer did on each. It is written as six fields on the lead record, one per job, and drawn from those fields by your own tools: a HubSpot card, a Salesforce page component, Looker Studio or Power BI.
Whoever has the first conversation continues the buyer's research instead of restarting it.
Four research patterns, each named for what the buyer is doing.
Each buyer's research carries one pattern. It is set by the points on the chart that her research reached, and the bracket on the chart shows which. When her research fits more than one, the later one names the pattern.
Each pattern is named for what the buyer has done on the page.
Setting requirements
Highly likely: solution‑aware, building decision criteria
- What she did
- She is exploring approaches and marking what must be true for her.
- What happens next
- The research page offers criteria and checklists
Comparing suppliers
Highly likely: in evaluation
- What she did
- She is looking at suppliers or at the proof, not yet both in earnest.
- What happens next
- The research page offers proof and references
Checking the proof
Highly likely: sales‑ready
- What she did
- She has compared suppliers and opened or challenged the proof behind the claims.
- What happens next
- Goes to your team, with what she read
+ Building the case alone
She prepared documents for colleagues, and nobody else from her company has appeared yet.
Highly likely: single-threaded
The page offers documents for the roles that are missing.
What you provide.
- Your target list criteria and the roles you want reached
- Your approved documents, by role: product facts, case studies, security documents, pricing logic, videos
- Your lead definition and acceptance terms, agreed at set-up
- A CRM field or two for the additions, and your usual routing
- Your team, for the first conversation with buyers who are ready.
We give you a one-page checklist.
How do I test it? Run one campaign beside your current provider.
One campaign, run beside the provider you use today: same tier, same period, same team. After three to four weeks, compare the share of leads your sales team accepted from each, and the cost per accepted lead.
- 1
Set up
Agree the lead definition. Build the pages and the brief.
- 2
Run
Two to three weeks of normal sends.
- 3
Hand off
Every lead with what the buyer read. Every outcome logged.
- 4
Compare
Accepted share and cost per accepted lead, ours and theirs.
The comparison you get
| Your current provider | LensGlass | |
|---|---|---|
| Share of leads sales accepted | your number | your number |
| Cost per accepted lead | your number | your number |
Filled in with your numbers, from your own CRM.
You pay per lead, at the tier you choose.
Run it beside your current providerSee what your buyers needed answered.
One campaign, beside the provider you use today.
Run it beside your current provider