--- title: "Digitalegy Case Study: Coin City" description: How Coin City Mexico optimized its lead and sales management with HubSpot, achieving exponential growth in efficiency and commercial results. --- [Case Studies ](https://blog.digitalegy.io/case-studies) # [Digitalegy Case Study: Coin City](https://blog.digitalegy.io/case-studies/coin-city) Written by [Rob Ayala](https://blog.digitalegy.io/case-studies/author/rob-ayala-digitalegy) | Nov 13, 2025 5:51:39 AM ## About Coin City Mexico [Coin City Mexico](https://coincitymexico.com/) is the leading company in Mexico and Latin America dedicated to the commercialization and automation of vending machines. Its offer ranges from traditional *vending* machines to high-tech "Smart Vending" solutions, interactive kiosks and customized developments for brand activations and BTL events. Its market is incredibly diverse, spanning multiple B2B segments: - **Corporate and Offices:** For employee consumption. - **Industry:** For the control and dispensing of Personal Protective Equipment (PPE). - **Entrepreneurs:** Looking to start their own *vending* business. - **Marketing Agencies:** Who require customized machines for events. This diversity of profiles represented a highly complex operational challenge for their marketing and sales teams.   ## The problem Coin City Mexico's challenge was not lack of interest. Its Google and Facebook ad campaigns (as seen in the "Ad performance" graph) generated a significant volume of clicks, reaching peaks of more than 230,000 clicks annually. The real problem was the **qualification and management of that demand.** The sales team was receiving a constant flow of leads, but they were completely mixed: from a student asking for curiosity, to a purchasing manager of a multinational corporation ready for a quote. This generated a huge inefficiency: - **Wasted time:** salespeople spent most of their day *filtering* and *qualifying* leads, instead of *closing* sales. - **Lost opportunities:** High-value leads (such as an A1 fit) went cold while waiting for a response, as they were in the same queue as a low-quality lead. - **Lack of Traceability:** It was impossible to know which campaigns were generating *quality* leads (MQLs) and which were just generating *volume*. Coin City needed a solution to automate lead qualification and deliver to their sales team only the opportunities with the highest probability of closing.   ## The Solution ### Implement a strategy supported by HubSpot Digitalegy designed and implemented a robust **Marketing Operations** strategy, using **HubSpot Marketing Hub Pro** as the hub of the entire operation. The solution focused on three pillars: **1. Centralization and Full Traceability:** all demand generation sources (Google Ads, Facebook Ads, website forms, etc.) were integrated directly into HubSpot. This provided a 360-degree view of each channel's performance and each prospect's journey. **2. Advanced Lead Scoring Model (Fit vs. Engagement):** This was the core of the strategy. Digitalegy configured a custom lead scoring model based on two axes: - **Fit Level (Profile):** classifies leads (A, B, C) according to their demographic and firmographic profile, obtained from the forms. Criteria such as "Company Size", "Industry" or "Project Type" determine whether the lead aligns with Coin City's Ideal Customer (ICP). - **Fit Level (Profile):** Classifies leads (A, B, C) according to their demographic and firmographic profile, obtained from the forms. Criteria such as "Company Size", "Industry" or "Project Type" determine if the lead aligns with Coin City's Ideal Customer (ICP). - **Engagement Level:** Rates leads (1, 2, 3) based on their digital behavior. Actions such as visiting key pages (e.g. "Industrial Vending"), downloading a catalog or opening emails, add points and demonstrate their level of interest. **Engagement Level (Interaction):** Rate leads (1, 2, 3) based on their digital behavior. Actions such as visiting key pages (e.g. "Industrial Vending"), downloading a catalog or opening emails, add points and demonstrate their level of interest.   **3. Funnel Automation (MQLs and Nurturing):** With the scoring matrix active, automated *workflows* were created to manage each lead: - - **Prioritization of MQLs:** Any lead qualified as A1, A2 or B1 (high fit and high engagement) was automatically marked as a **Marketing Qualified Lead (MQL)**, assigned to a salesperson and notified to the sales team in real time for immediate follow-up. - **Lead Nurturing:** Leads with good fit but low engagement (e.g. A3) or vice versa, were enrolled in *lead nurturing* sequences. Through automated emails and valuable content, we sought to "warm them up" and increase their *engagement score* until they were ready for sales, all without manual intervention. -       ## The Results The implementation of this HubSpot Marketing Operations machine radically transformed the commercial efficiency of Coin City Mexico. The graphs (with data since implementation in April 2024) demonstrate exponential and sustainable growth. In just 16 months (April 2024 to August 2025), the strategy achieved:   [View full post](https://blog.digitalegy.io/case-studies/coin-city) ```json { "@context" : "http://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Rob Ayala" }, "dateModified" : "2025-11-13T06:40:08.837Z", "datePublished" : "2025-11-13T05:51:39Z", "headline" : "Digitalegy Case Study: Coin City", "image" : { "@type" : "ImageObject", "height" : 1206, "url" : "https://1828855.fs1.hubspotusercontent-na1.net/hubfs/1828855/SCR-20251112-ovp.png", "width" : 2922 }, "mainEntityOfPage" : "https://blog.digitalegy.io/case-studies/coin-city", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 60, "url" : "/hs/hsstatic/content_shared_assets/static-1.4092/img/default-amp-logo.png", "width" : 60 }, "name" : "Case Studies" } } ```