How LSports Cut Time-to-Opportunity to 3–4 Days with AI-Driven Inbound

Scaling Qualification Without Slowing Down Sales

LSports operates in a highly technical B2B niche. Their solution is complex, reliable, and built for low-latency performance. It’s not a lightweight API product. Because of category visibility and market growth, inbound included a mix of audiences:

• Enterprise B2B buyers
• Smaller operators exploring options
• B2C users who weren’t a fit

Marketing handled lead scoring in HubSpot before routing into Salesforce. With roughly 40 inbound notifications per day, prioritizing the right conversations quickly required careful review.

Forms created tradeoffs:

1. More fields improved qualification but added friction
2. Fewer fields increased conversion but reduced clarity

As demand grew, LSports wanted a way to qualify in real time, not after the fact.

Real-Time AI Chat Integrated Into the GTM Engine

LSports implemented Knock to shift from static form intake to conversational inbound. Now, high-intent buyers can:

• Start a conversation immediately
• Get qualified in real time
• Be routed to the correct regional SDR
• Engage through familiar channels such as Slack and WhatsApp

This wasn’t a superficial change. It required thoughtful integration into LSports’ existing GTM structure.

Restructuring Lead Scoring Around Conversation

LSports tracks buyer signals across ads, email, and web activity. Adding Knock AI meant redefining how conversational engagement factored into scoring.

The team:

• Assigned weight to conversation depth and specificity
• Defined clear qualification and disqualification logic
• Prioritized leads based on demonstrated intent

Conversation became a measurable indicator of seriousness.

AI as a Screening and Qualification Layer

The AI now serves as a first layer of qualification.

It helps:

1. Confirm B2B fit
2. Identify buyer tier and relevance
3. Collect missing details naturally within the conversation
4. Redirect misaligned inquiries appropriately

This protects SDR bandwidth and ensures sales engages with the right prospects at the right time.

Instant Enrichment and Sales Context

Speed improved not just because conversations start faster, but because SDRs no longer begin from zero.

Knock enriches conversations with key details before sales engagement, including:

• Name and role
• Company information
• LinkedIn profile
• CRM ownership history
• Full conversation transcript

That context allows SDRs to engage with clarity from the first response.

Global Routing That Reflects How LSports Sells

LSports operates with region-based SDR teams across time zones.

During rollout, two elements were critical:

• Accurate data enrichment
• Precise country and language redirection

Once aligned, routing became seamless. Leads are automatically directed to the correct regional owner, ensuring responsiveness regardless of local business hours.

This strengthened LSports’ global coverage without increasing headcount.

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Rapid Improvement and Intuitive Adoption

As with any structural GTM evolution, LSports approached AI implementation thoughtfully. The team wanted to ensure the experience would feel natural for buyers and intuitive for internal teams.

What stood out quickly was how seamlessly Knock fit into both workflows.

Buyers engaged easily through familiar conversational channels, asking direct, specific questions without the friction of long forms. Internally, SDRs didn’t need to change how they worked. Qualified conversations flowed directly into Salesforce with context already attached.

Because the AI learns from real SDR responses and real buyer interactions, accuracy and relevance improved rapidly. FAQs were refined. Qualification logic became sharper. Responses became more contextual and precise.

Within weeks, the impact was visible across both marketing and sales.

“Trust the process. The first interactions are not the final version.” - Alon Kivity, Head of Digital Marketing, LSports.

As the system matured, confidence grew. In some cases, buyers exchanged dozens of messages without realizing they were speaking with an automated system. The conversations felt natural, informed, and aligned with LSports’ positioning.

For LSports, this wasn’t about replacing human interaction. It was about enhancing it and making engagement easier for everyone involved.


3–4 Days from Click to Opportunity

The most significant impact was the reduction in time from lead to opportunity. High-intent buyers now often convert into opportunities within three to four days.
Previously, that timeline might have been consumed by:

• Manual follow-up
• Qualification review
• Demo coordination
• Regional routing

Now:

1. High-intent buyers self-select into conversation
2. Qualification happens immediately
3. Context flows directly into Salesforce
4. The correct SDR engages faster

The outcome is not just speed, but stronger opportunities entering the pipeline.