Case Study: Capacity builds a seamless contact-only sales journey with Lane Four Highroad

Building a Seamless Customer Journey with Lane Four Highroad

Capacity, an AI-powered support automation platform, needed a faster, more dependable way to filter leads from Marketo, match them to the right accounts in Salesforce, and route them to the appropriate reps without mishandling existing customers. As the company grew, its dual lead-and-contact process became inefficient and difficult to manage, so it turned to Lane Four Highroad for a scalable lead-to-account matching and routing solution.

Lane Four implemented Highroad features including lead-to-account matching, account-based routing, auto-merge, auto-account creation, and auto-conversion to support Capacity’s shift to a contact-only assignment model. The result was a simpler, more automated sales process with improved reporting confidence, faster lead response times, and a more efficient operating model that will support Capacity as it scales its sales team more than 4x in the coming year.

Capacity

Krystal Diel

Director of RevOps