Beyond the Lead: From Customer Intelligence to Revenue

The lead that went cold in March is back on your site. Your next sale is already in your data.

Your CRM knows who contacted you. It doesn’t know who’s shopping. The buyer researching floorplans for six weeks before the form fill is invisible to it, and so is the lead that went cold in March and came back to your site last Tuesday. That missing behavior is where valuable customer intent gets lost and marketing gets harder to measure.

Our first webinar in October was about the front door. This session is about what happens to everything that comes through it, and how that turns into sold units.

By the end of this webinar, attendees will be able to:

• Recognize shopping signals your CRM doesn’t show, both before a lead comes in and after it goes cold.
• Turn shopping and engagement behavior into customer profiles and actionable audiences.
• Reach the right households across media, and understand why marketing needs to be working weeks before someone contacts you.
• Know which of your existing leads to call first.
• Follow one customer from first anonymous visit to sold unit, and see how many touches and channels it actually took.
• Understand why multiple vendor reports can claim the same sale, and know what to ask for instead.

Speakers

Rich DeLancey
Co-Founder & Chief Innovation Officer, Coast Technology

Rich DeLancey is Co-Founder and Chief Innovation Officer at Coast Technology, where he leads the vision behind the STEALTH platform for RV, marine, and powersports dealers. With decades of experience in dealership technology, digital marketing, and software innovation, Rich has helped shape solutions that connect websites, customer intelligence, advertising, and marketing into one unified ecosystem.

A familiar face at industry events and an active voice in dealer technology, Rich is known for challenging conventional thinking and helping dealers prepare for what’s next. He brings a practical perspective on how AI, connected systems, and first-party data are reshaping digital retail, and what dealers should be doing today to stay ahead.

Samar Hatem
VP of Product, Coast Technology

Samar Hatem is VP of Product at Coast Technology, where she leads product strategy and product marketing across the STEALTH platform. She and Coast Co-Founder Rich DeLancey have worked together for more than a decade, dating back to their time at Level 5, giving them a long history of building technology and digital marketing solutions for RV dealerships.

With more than 20 years of experience spanning RV, marine, powersports, and automotive, Samar works closely with dealers and cross-functional teams across product, engineering, marketing, sales, and support to translate real-world challenges into product innovation that improves both the dealer and customer experience. Her background spans user experience, websites, inventory intelligence, customer data, and connected marketing, giving her a unique perspective on how every part of the digital customer journey fits together.