LICON Ingeniería
+150%
ROI on B2B pipeline
B2B Pipeline Scaled with +150% ROI — LICON Ingeniería
LICON Ingeniería is a company specialized in industrial construction and facility maintenance for corporate and government clients. It operates with high average tickets and long sales cycles, where trust, specialization, and visibility to the decision-maker are critical closing factors.
The Challenge
LICON Ingeniería had proven technical capability and satisfied clients, but their commercial engine relied entirely on personal networks and direct bids. Without a digital system to attract, qualify, and nurture B2B prospects, growth was limited to the team's human reach.
- ✕No CRM: project and prospect tracking done via emails and spreadsheets
- ✕No active presence on the channels where B2B buyers make decisions: Google and LinkedIn
- ✕Long sales cycle with no automated prospect nurturing between contacts
- ✕Impossible to scale without adding commercial headcount
- ✕Zero traceability: impossible to know which contacts or campaigns generated real opportunities
The Solution: Complete B2B Commercial Ecosystem
A system calibrated for long sales cycles and corporate decision-makers was designed: lead capture on the right channels, automatic qualification, and structured follow-up without relying on the team's memory.
- Robust CRM for Long Sales Cycles
- B2B AI Qualification Chatbot
- Google Ads — Active Intent Capture
- LinkedIn Ads — Decision-Maker Nurturing
The Diagnosis: Without a System, Growth Has a Ceiling
LICON had proven technical capability and satisfied clients. But their commercial engine relied entirely on personal networks and direct bids. In B2B industrial sales, whoever doesn't appear on the channels where the corporate buyer makes decisions simply doesn't exist.
Without a CRM, project and prospect tracking lived in emails and spreadsheets. Long sales cycles passed without automated prospect nurturing between contacts — every pause in communication was an opportunity for the competition to advance.
Scaling was impossible without hiring more people for the commercial team. And without traceability, it was impossible to know which efforts generated real opportunities and which were noise.
The Implementation: Complete B2B Commercial Ecosystem
We implemented a Robust CRM calibrated for long sales cycles: pipeline by stage (prospecting → technical proposal → negotiation → close → post-sale), complete company-contact profiles with sector, size, and history, follow-up automation by stage and time without prospect activity, and an executive dashboard with real-time pipeline and monthly forecast.
We activated a B2B AI Qualification Chatbot as the intelligent first filter on web and WhatsApp. It responds in minutes, captures key prospect data (project type, volume, location, urgency, contact role) and integrates them directly into the CRM with source tagging.
For active lead capture, we launched Google Ads campaigns for intent searches like "industrial construction company Mexico" and "industrial maintenance facility", with a landing optimized for B2B conversion. In parallel, we activated LinkedIn Ads targeting Operations Managers and Plant Directors in manufacturing, mining, logistics, and energy, with automated nurturing sequences.
Results and Structured Pipeline
In 3 months, the first measurable results were recorded: +150% ROI on B2B pipeline investment. Lead qualification time went from days to under 1 hour, allowing the technical-commercial team to prioritize real opportunities.
For the first time, LICON had visibility to corporate decision-makers who simply hadn't found them before. LinkedIn and Google activated as continuous lead generation channels, without relying on the existing contact network.
100% of the pipeline is now tracked in CRM from the first contact. Commercial follow-up was automated, eliminating dependence on the team's memory and ensuring no high-value prospect falls through the cracks between sales cycle stages.
Key Results (Hard Data)
+150%
ROI on B2B pipeline
3 m
To first result
100%
Pipeline in CRM
<1 h
Lead qualification
"Implementing ATENEA IA's system gave us real visibility to decision-makers who simply couldn't find us before. The return was clear from the first quarter."