Flow Capital now responds to qualified inbound leads 30 to 50% faster with consistent ICP scoring across every rep.
- Flow's originations team was receiving inbound from four channels with no central view, inconsistent qualification, and high-priority leads waiting days for a reply.
- Aurora built a scoring system that researches every lead on arrival, runs it through a weighted ICP scorecard, and assigns a P1/P2/P3 priority with a written rationale.
- Every scored lead lands in a shared Teams channel. For P1 leads, a tailored reply is auto-drafted in the rep's inbox, ready to review and send.
- Response times to qualified leads improved 30 to 50%. Zero manual research required to qualify any inbound deal.
Flow Capital was receiving inbound from their website, email, phone, and LinkedIn with no shared system for handling it. Leads were being qualified inconsistently, follow-ups slipped through the cracks, and the team was spending hours manually researching companies just to decide whether a deal was worth the call. High-priority prospects were waiting days for a reply while reps worked through a mixed bag of strong fits and noise.
Background
Flow Capital is a growth-stage lending firm serving venture-backed and high-growth companies across North America. Their originations team runs a high-velocity inbound motion, which means speed and signal quality are everything. The problem wasn’t a shortage of leads — it was the opposite. Enough volume that sorting through it manually was eating into the time reps should have been spending on live conversations.
The challenge was also structural. Without a shared qualification standard, two reps looking at the same company could reach different conclusions. Research quality varied depending on who picked up the lead, and there was no way to ensure the highest-priority inbound was always surfaced first.
Before and after
- Inbound scattered across four channels with no central view
- Qualification done manually and inconsistently across reps
- Company research done ad-hoc, if at all
- High-priority leads waiting days for a first reply
- Every lead surfaces in a single Teams channel, visible to the whole team
- Automated weighted scoring against Flow's ICP runs in seconds
- Company research, risk flags, and knockout factors pulled automatically
- Auto-drafted replies ready for the rep to review and send
What we built
When a lead comes in through any of Flow’s four channels, an automation kicks off that pulls in the company’s website, financial signals, founder background, and public risk indicators — litigation history, regulatory exposure, adverse legal findings. That data runs through a weighted scorecard built around Flow’s actual ICP, covering sector fit, ARR, geography, deal structure, signal quality, and compliance.
Each lead gets a P1/P2/P3 priority rating and a written rationale. The lead, the score, and the rationale all land in a dedicated Teams channel so the whole originations team has shared visibility. For high-priority leads, the system auto-drafts a tailored reply in the assigned rep’s inbox — review, tweak, and send in under a minute instead of starting from a blank page.
B2B SaaS / Logistics software · Route optimisation and dispatch tools for regional freight operators. ARR $1.1M · 22% YoY growth · Compressed margins · Seed-stage, pre-institutional.
The results
- 30–50% faster response times to qualified leads across all four channels
- Zero manual research required to qualify an inbound lead
- Full team visibility on every lead — no more orphaned inbounds
- Consistent ICP scoring across every rep, every time
The bigger shift is how the team operates day-to-day. Originations is no longer triaging an inbox. They’re working a prioritised queue, which means the calls they take are the calls worth taking. Reps spend their time on high-propensity conversations not deciding whether a company is worth two hours of research.
"Most founders still treat inbound like a grab bag: some good deals, some noise, and way too much time wasted figuring out which is which. AI just changed that. Your originations team can now auto-score inbound leads against your ICP in seconds, factoring in signals of intent, hiring patterns, tech stack, capital raised, and even likelihood to engage. It means your team spends time where it actually moves the needle: talking to high-propensity prospects, not sorting spreadsheets."
FAQ
How does the scoring system handle a lead that does not clearly fit the ICP?
Borderline leads receive a P2 or P3 rating with a written rationale explaining which scoring factors dragged the score and why.
What channels does the system monitor for inbound?
Flow's system covers website form submissions, email, phone intake, and LinkedIn. All four feed into the same scoring pipeline.
Does the system replace the originations team's judgment?
No. It handles research and initial triage. The rep reviews the score and rationale, then decides whether to engage.
How long did implementation take?
The full system, including scorecard configuration, channel integrations, and Teams routing, was live within one month.
What industries does AI lead scoring work best for?
Any high-velocity inbound business with a defined ICP and consistent qualification criteria: lending, insurance, SaaS, private equity, and financial advisory.