Case Study: RingCentral achieves 300% increase in lead-to-opportunity conversions with Leadspace

RingCentral Triples Conversion Rates, Boosts Pipeline & Enables Effective ABM

RingCentral, a leading provider of cloud communications and collaboration solutions, faced missed opportunities because inbound leads often lacked or contained inaccurate company data and couldn’t be reliably matched to the right accounts. With more than 30% of leads missing key fields (like employee size) and 20% unmatchable to accounts, sales and marketing were misaligned, routing was inefficient, and account-based marketing efforts were undermined.

RingCentral implemented Leadspace’s lead-to-account matching and real-time data enrichment, appending 80+ third-party fields and matching leads to site-level accounts so sales reps had accurate contact and account intelligence in Salesforce. The results: a 300% lift in lead-to-opportunity conversion, consolidation from five data sources to one, 200,000 qualified leads discovered/reactivated, a 7.2% increase in average selling price, 65 hours saved per rep each quarter, and a 14% faster lead qualification time.

RingCentral

Eric Lewis

Vice President of Demand Generation