Acquisition with criteria
Before scaling channels, it's necessary to understand if the generated demand has origin, context, intent, and continuity in the funnel.
About Israel Degasperi
I connect acquisition, CRM, pipeline, and revenue to transform growth into a system.
I am a Growth & Revenue consultant, professor, and strategist with over 15 years of experience helping B2B, SaaS, services, and complex operations companies organize acquisition, qualification, CRM, and pipeline with a focus on predictable revenue.
50+ projects in operations.
Brazil, United States, and Portugal.
Central thesis
My work begins where most growth operations get stuck.
Many companies already generate demand. The problem appears later: in the handoff between channel, message, qualification, CRM, sales, and revenue forecasting. This is where I come in.
CRM as an operating system
The CRM should not just be a contact repository. It needs to support decision-making, prioritization, governance, and business learning.
Pipeline with predictability
A full pipeline is not synonymous with revenue. What matters is knowing where opportunities advance, get stuck, or are lost.
Path
A trajectory built between strategy, teaching, and public presence.
My career has been built across strategy, teaching, and public speaking. Over the years, I've worked with digital marketing, growth, teaching, and lectures, always with the goal of sharing knowledge and generating practical impact in businesses and for individuals.
Applied experience
Experience built on real-world operation.
Throughout my career, I’ve worked on projects connecting marketing, sales, technology, data, and revenue at different maturity levels. The common thread among them isn't the channel used, but the need to transform acquisition into real pipeline, commercial decision-making, and measurable growth.
How do I work
Diagnosis, direction, and structuring.
Assessment
I map where acquisition, CRM, qualification, and pipeline fail to connect to revenue.
Direction
I help prioritize decisions, organize executive focus, and transform scattered signals into an action plan.
Structuring
I support the construction of processes, criteria, indicators, and governance to sustain growth with more predictability.
What do I usually find
The signs usually appear before the dashboards confirm.
- Leads come in, but they don't progress consistently.
- Marketing and sales work with different criteria.
- The CRM records data, but does not support decisions.
- The pipeline appears full, but revenue is not keeping up.
- The operation requires more channels before fixing the system.
- Commercial forecasting depends more on perception than evidence.
Testimonials
People and operations I have worked with.
A significant part of my authority comes from relationships built through projects, classes, mentorships, and real-world operations.
“One of Brazil’s most experienced digital professionals. He connects acquisition with business results.”
Rafael Rez
CMO, Webstrategica
“A rare ability to create real business impact through applied knowledge. Always focused on results and decision-making.”
Tatiana Pezoa
CMO & Co-founder, MNV.ai
“Strong technical command with direct impact on project performance. Able to translate analysis into results.”
Ronaldo Abati
Marketing & Growth Director
Vision Center
Teaching and Institutions
Teaching has always been part of my job.
In addition to consulting, I work as a professor and mentor in subjects such as Growth, Marketing, CRM, Revenue Operations, and digital business. Teaching compels me to transform practical experience into method, language, and clarity. I am currently a professor at IPAM's Digital Marketing MBA, since 2020, with over 100 online editions and more than 3,700 graduates.
IPAM
Experience in executive education and academic environment focused on digital marketing.
Dom Cabral Foundation
Class at one of the world's most recognized executive education institutions.
UNA
Professional development at different career stages.
Hubble BH
Connection with innovation ecosystems, entrepreneurs, and business building.
Recognition
Public recognition by market communities and reference groups.
White Gold Member - Growth Leaders Academy
Top 5 National, VivaReal People's Choice Award (2014)
Recognized among the 5 most influential real estate professionals in Brazil in 2015, in a popular vote organized by VivaReal.
Publication
Participation in the book Facebook Marketing, by Novatec.
Book cover
Thank you Camila Porto for the invitation.
Autograph in the copy
Dedication received at the book launch in June 2014.
On-site interview
Moment when the vision on marketing and crisis management was recorded in editorial context.
Photo gallery
A selection of moments showcasing stages, classes, behind-the-scenes glimpses, and important encounters throughout my journey.
References and Encounters
Moments that reinforce context, repertoire, and market relations. Like this talk with none other than Sean Ellis, the creator of the term growth hacking and its namesake methodology at ID 360 at the Mineirão stadium.
Connections with references, communities, and events that marked my journey.
With Rafael Lassance.
With Rafael Rez and Pedro Dias.
With Dennis Yu.
Invitation to participate in the Founder Institute mentoring program.
No ID 360 of Belo Horizonte, 2023.
Live with David Miranda, from E-GOI Portugal.
RD Summit BH with Eric Santos from RD Station.
With Emicida, at Social Media Week SP.
Classes, Institutions, and Lectures
Moments in the classroom, in executive programs, and at educational institutions.
USP Foundation, MBA in Project Management.
Class at Fundação Dom Cabral.
Class at BDMG.
Class recording at IGTI / XP Education.
Conecta Imobi Conference - Vivareal, 2015.
Class at IETEC.
Class at IBMEC.
ESPM Vila Mariana class with Gabriel Rossi.
Stage and events
Conferences, presentations, and market meetings.
Monetizze Event, São Paulo: talk on high-converting Landing Pages, for over 350 participants.
ID 360, Belo Horizonte: lecture "The Era of Guesswork is Over," on the use of data in marketing.
Speech in Recife for over 400 real estate agents and agencies from the Northeast, organized by Psiu Eventos.
Monetizze Awards, with Marketing Director Rafael Rez.
Monetizze Webinar "What's Essential to Make Your First Sale," with Rafael Rez, Paloma Assef, and Marcos Rocha.
Guest lecturer at the webinar with Filipe Carrera, coordinator of the digital marketing postgraduate program at IPAM Portugal, 2020.
Compilation from the event in Recife for the real estate market, with Guilherme Machado, Filipe Carreira, and other industry professionals.
Talk at OlhóCON, in Florianópolis (SC), 2014.
Upload Event, São Paulo: video marketing, organized by Camilo Coutinho.
RD Summit 2019, Florianópolis, with the Monetizze team. Gary Vee was the international speaker.
Common questions
Frequently asked questions
Quick answers about my performance, specialties, projects, and content.
Who is Israel Degasperi?
Israel Degasperi is a consultant in Growth, CRM, and Revenue Operations, founder of Degasperi Growth & Revenue, and a Search Engine Marketing professor in the Digital Marketing MBA at IPAM in Portugal. He was born in Blumenau, Santa Catarina on February 24, 1981.
How does Israel Degasperi help B2B, SaaS, and services companies?
Israel Degasperi helps companies connect acquisition, paid media, SEO, CRM, data, sales, and revenue to generate a more predictable pipeline, improve sales efficiency, and transform growth into a measurable system.
Degasperi Growth & Revenue solves problems related to business growth and revenue generation.
Degasperi Growth & Revenue operates where many growth operations get stuck: in the disconnect between demand generation, qualification, CRM, pipeline, and sales.
The goal is to identify where the acquisition loses efficiency before it turns into revenue.
When should a company seek a Growth and Revenue Operations consultancy?
A company should seek a Growth and Revenue Operations consultancy when there is already acquisition effort, campaigns, leads, CRM, or pipeline, but revenue is not growing predictably.
This often happens when marketing, sales, CRM, and data operate with different criteria.
What is the Growth Radar?
The Growth Radar is a free mapping tool created to identify bottlenecks between acquisition, CRM, data, and pipeline.
It helps show where operations may be losing efficiency before the sale. It's suitable for startups and companies of any size.
Growth Insights
Growth Insights is a personalized strategic analysis created by Israel Degasperi from the data filled out in the Growth Radar.
The delivery includes a PDF report and a personalized video recorded by Israel, with an analysis of the main bottlenecks between acquisition, CRM, qualification, pipeline, and sales.
It's not an automation and it's not a generic report.
What's the difference between Growth Insights, Growth Sessions, and Acquisition and Pipeline Structuring?
Growth Insights is a personalized strategic analysis from the Growth Radar, ideal for startups and smaller companies.
Growth Sessions are 45-minute strategic meetings to review bottlenecks, prioritize decisions, and transform diagnoses into action plans. They can be purchased to complement Growth Insights or independently.
Acquisition and Pipeline Structuring is a deeper program for organizing criteria, processes, indicators, and governance across acquisition, CRM, and sales.
What is the difference between Bora Testar and Bora Testar Brief?
"A Bora Testar" is Israel Degasperi's weekly newsletter on LinkedIn. It covers four pillars: Growth and Revenue, AI Search and Visibility, Acquisition and Pipeline, and Leadership and Management. The goal is to translate market shifts into practical learnings for B2B leaders.
Bora Testar Brief is a free bi-weekly curated newsletter sent by email. Each issue features 1 core insight, 3 commented links on relevant news or trends in acquisition, CRM, pipeline, AI, and revenue, plus 1 practical application to test in your operations.
The subscription is free and can be canceled at any time.
Why is connecting acquisition, CRM, and pipeline important?
Revenue doesn't arise in an isolated channel. It arises from the connection between acquisition, CRM, and pipeline. When these areas operate disconnected, the company generates volume but loses the ability to know what truly became revenue.
Why having more leads doesn't solve the growth problem
Lead volume is not synonymous with revenue. Without a CRM connected to media and clear qualification criteria, more leads only increase the noise between marketing and sales.
Where do most B2B companies lose revenue?
It's usually not in demand generation. It's in the transitions between areas: from lead to qualification, from CRM to sales decision, from pipeline to closing.
Is a disorganized CRM always the problem?
Not alone. The problem arises when the CRM is not connected to media data and actual lead qualification criteria.
Why does revenue predictability depend on systems, not effort?
Isolated effort in a channel does not replace a connected system. Predictability comes from knowing, with data, what generates real opportunity, not just activity.
What is Revenue Operations (RevOps) in practice?
It is the alignment between marketing, sales, and data around a single revenue process, rather than each area measuring and deciding in isolation.
Why a full pipeline doesn't always mean growth
A full pipeline can be a sign of leakage, not traction. Accumulated opportunities without real progress indicate a bottleneck in qualification or sales follow-up.
The first step to connecting acquisition, CRM, and pipeline is to ensure data integration between these systems.
The first step is diagnosis: understand exactly where information is lost between marketing, CRM, and sales, before deciding which tool or process to change.
Why does visibility in AI Search also depend on this connection?
Because the B2B buyer's decision-making process begins before the click, within tools like ChatGPT and Perplexity. If acquisition, content, and CRM data are not organized as a system, the brand loses relevance in these environments as well.
How to know if a company's operations are ready for acquisition scaling?
An operation is ready to scale when CRM, qualification, and pipeline already have clear and connected criteria. Scaling media before that usually amplifies the noise between marketing and sales, not revenue.
Why is connecting acquisition, CRM, and pipeline important?
The consultancy is best suited for B2B, SaaS, technology, fintech, and professional services companies with 50 to 500 employees, who are already investing over 40,000 BRL per month in customer acquisition and need to improve predictability, qualification, CRM, pipeline, and revenue conversion.
Israel Degasperi writes and teaches about the following topics:
Israel Degasperi writes and teaches about Growth, Search Engine Marketing, CRM, Revenue Operations, Leadership, Project Management, AI Search, and Artificial Intelligence applied to acquisition, pipeline, and revenue.
Israel in the Media
Interviews, mentions, and publications that help tell my story with editorial context.
Guilherme Machado / Real Estate
Strategy applied to the real estate market
Editorial analysis of campaigns, positioning, and their impact on business.
Tarcízio Silva / interview
Measuring Influence on Social Media
A conversation about visibility, context, and digital presence reading.
iMasters / Crisis Management
Crisis management in a digital context
A post about response, communication, and operational maturity.
Monetizze / Social Media Week SP
Entrepreneurship and Social Media Week SP
Participation in content that connects market, education, and digital practices.
WHAT'S NEXT
If your operation already generates demand, perhaps the next gain is after the lead.
The Growth Radar helps identify where acquisition, CRM, qualification, and sales miss connections before revenue.