How Green Hat Recovered Nearly $1M in Pipeline for a Global Consulting Firm with 6sense AI Email
A leading global consulting firm partnered with Green Hat to turn 6sense AI Email into a scalable revenue recovery motion. We focused first on high-intent inbound leads that had passed sales SLA, building a repeatable framework that re-engaged overlooked prospects, qualified interest automatically, and routed opportunities back to the right teams. In the first 30 days, the program recovered nearly $1M in open pipeline and generated closed-won revenue from leads that otherwise would have remained untouched.
The engagement addressed a common but costly gap in B2B demand generation: inbound prospects with clear intent were entering the funnel, but not always receiving timely follow-up from sales. Green Hat helped the firm operationalize a practical, AI-enabled response model that protected pipeline without adding manual burden to the team.
$1M in open pipeline recovered within the first 30 days
6 Campaigns Launched across inbound and outbound motions
The firm had a clear process challenge: high-intent inbound leads were entering the funnel, but not every prospect was receiving timely follow-up from sales. When contact form submissions fell outside immediate priorities, those leads often returned to nurture streams instead of moving into active qualification. The result was a loss of momentum at exactly the point where buyer intent was strongest.
Missed follow-up on warm inbound leads: Prospects showing clear intent were not consistently contacted within SLA.
Limited sales capacity: The team could not manually pursue every opportunity without compromising existing priorities.
No structured recovery motion: There was no scalable process to re-engage, qualify, and route these leads efficiently.
Pipeline leakage: Interested buyers risked losing momentum, disengaging, or moving to competitors.
Our sales team is always very busy and selective about who they choose to follow up with. When someone fills out our contact form, they’re showing clear intent to speak with us. But if they don’t fit that moment’s priority, they simply aren’t being reached out to.
Director of Marketing Operations, Global Consulting Firm
Green Hat recommended a disciplined approach: start with one high-value use case, prove impact quickly, then scale. The initial focus was MQLs that had passed SLA. If a prospect submitted a contact form and was not engaged by sales within the defined timeframe, 6sense AI Email would trigger an automated follow-up designed to re-engage the buyer, assess readiness, and route the response appropriately.
Rather than treating the program as a simple automation exercise, Green Hat designed the operating model around the firm’s actual sales motion. That included qualification logic, routing rules, and AI responses shaped to reflect the brand’s tone of voice while remaining transparent that the interaction was AI-assisted.
Targeted launch: The program began with the MQL past-SLA segment to address the most immediate revenue leakage.
Automated qualification: AI-driven follow-up captured intent, fit, and timing without requiring manual outreach.
Smart routing: Qualified prospects were handed to sales with context; others were routed back into nurture.
Human-like brand experience: Responses were configured to reflect the firm’s voice and maintain a professional buyer experience.
Scalable framework: The initial use case was designed as a blueprint for additional inbound and outbound motions.
Precision always beats volume. We didn’t need more campaigns; we needed a smarter way to engage the right prospects at the right time. 6sense gave us the foundation, but Green Hat’s strategic framework and execution expertise turned it into a revenue engine.
Director of Marketing Operations, Global Consulting Firm
The configuration is intuitive—you can move quickly to launch, but the real value comes from rigorous testing and optimization. We spent time understanding the client’s specific sales motion, their qualification criteria, and how to structure the automation so it feels human, not robotic.
Tom Baker, Senior ABM & MarTech Consultant, Green Hat
The pilot delivered measurable impact quickly and built a strong case for expansion.
Recovered pipeline: Nearly $1M in open pipeline was recovered from the MQL past-SLA campaign within the first 30 days.
Revenue impact: Recaptured leads converted into closed-won revenue shortly after launch.
Program expansion: Following the success of the pilot, Green Hat helped the firm scale to six AI Email campaigns spanning inbound and selected outbound motions.
Better sales handoffs: Qualified conversations reached sales with clearer context and next steps.
Operationalized lead protection: “Leave no lead behind” became an actionable process rather than an aspiration.
This directly speaks to one of our core operational pillars: leave no lead behind. Within weeks, we could see we’d recovered pipeline that would have been completely lost. The speed of impact was encouraging and gave the team confidence that this was the right direction. Having a partner like Green Hat who understands both the tool and our business was critical.
Senior Marketing Leader, Global Consulting Firm
With the initial framework established, Green Hat and the firm are now evaluating additional AI Email use cases, including broader global support, more nuanced disqualification handling, and deeper integration with lead ownership workflows. The long-term opportunity is to extend the same disciplined model beyond inbound recovery into wider stage-based engagement across the revenue engine.
This case study shows that the strongest AI programs do not begin with scale for its own sake. They begin with a focused business problem, a clear operating model, and a partner capable of translating platform capability into measurable commercial outcomes.
