# Marcus Delaney, VP Revenue Operations at Fieldvine (B2B field service SaaS, ~280 employees) — read of Demand Gen AI, June 14 2026

> 11 years in RevOps, started in Salesforce admin, now own the full stack: CRM, sequences, intent data, comp plans. We have 34 reps and a marketing team of 5. I have strong opinions about lead scoring because I've watched three vendors fail to deliver on it.

## How I got here

Searched "intent scoring lead routing automation b2b" after a frustrating Q2 pipeline review where we realized about a third of our reps' time went to leads that were clearly never going to close. I've been demoing 6sense for two months and the price keeps climbing. This page showed up on page two of Google. I clicked it on my phone during my train commute in from Naperville.

## What I clicked first

The hero pulled me in for about eight seconds. "Turn inbound signals into qualified pipeline" is fine, it's not embarrassing. What actually got me was the specificity underneath: "Analyze buyer signals (website visits, content engagement, API calls) and score intent on a 1-100 scale." The API calls detail was interesting. Most intent vendors only do website visits and don't touch product usage. That felt different.

## Where I paused

The proof points section. Long pause. The $1.2M pipeline lift case study is written well enough that I wanted to believe it. "Mid-market SaaS company (50-person sales team) added $1.2M in new pipeline bookings in the first 90 days without increasing headcount, by routing hot leads within the first hour of intent signal." That's a specific mechanism, not just a number. The 50-person sales team detail made it feel real. I was nodding.

Then I scrolled down and hit this:

> "Honest disclosure: we don't have live customers on this idea yet. We shipped the strategy package; you ship the customer conversations."

I had to re-read that three times. So the 34% sales velocity improvement from the "Midwest financial services firm (AUM $8B+)." Not real. The $1.2M pipeline lift. Not real. The 18-day payback period. Not from an actual customer. They are Fermi estimates dressed up in the visual grammar of case studies. The section header says "Proof Points." That is not what that word means.

## What I distrusted

Pretty much all of it after that reveal, but the specific offense is the case studies formatted as testimonials with no asterisk. "Win rates increase 25%+" with no source. The $8B AUM firm. These are written in the past tense, with named outcomes, using the word "after implementing." Standard reading of those sentences is: this happened to a real company. It did not. That's a pattern I associate with founders who have convinced themselves that a confident hypothetical is the same as evidence.

Also: "1 API call + 2 hours of setup" is doing a lot of lifting for a product that doesn't exist yet. That's a very specific promise from people who have never had to actually integrate with a real customer's Salesforce org.

The scoring widget at the bottom (79/100 adoptability, "financial upside: 2/10") broke the fourth wall completely. I now understand this is a startup idea marketplace, not a product I can buy. The pricing section ($500/month, "most customers pay $2-4K/month") is on the same page as "Unlock the dossier $5." Those two things cannot both be true at the same time.

## What would convince me

If this were a real product: one real customer willing to get on a 20-minute call. Not a logo. A human. Alternatively, a Loom from a RevOps person at a company I can look up on LinkedIn showing the actual routing workflow inside their Salesforce. Show me the Salesforce queue before and after. Show me the intent score on a contact record. That's it. I don't need 10 case studies. I need one that I can verify.

If this is the idea-package thing they're actually selling: I'm the wrong buyer. I need software, not a strategy doc and a LinkedIn message template.

## What I'd ask in an email reply

1. The case study with the financial services firm, the one with the 120-to-79-day cycle reduction. Can you put me in touch with anyone there, or is that a modeled scenario?

2. When you say "1 API call + 2 hours of setup," what does that API call do exactly, and where does it sit relative to my existing CRM? Because my Salesforce has 6 years of custom objects and I have heard "2 hours of setup" from four vendors and it has never been true.

3. Is there a live product I can log into right now, or is the $99 "Adopt the build" tier what generates the product?

## Verdict: dismissive

Not because the idea is bad, the intent scoring concept is real and the pain is real. Dismissed because the page presents modeled outcomes as customer proof and I caught it. I cannot send this to my CRO with a straight face, and I cannot trust a routing system built by people who thought that was okay to publish.

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*Memo by skeptic persona, generated 2026-06-14. Studio breaks own self-grading loop.*