Case Study: Castlight Health boosts lead routing accuracy and gains 400 additional qualified leads per month with LeanData

Castlight Uses LeanData to Increase Qualified Leads and Improve Marketing ROI

Castlight Health, a healthcare-technology company that helps employers and employees make better healthcare decisions, was struggling to manage inbound leads for a finite pool of enterprise target accounts (about 2,500–3,000). Because of disorganized Salesforce assignment rules and many decision-makers per account, 67% of leads that matched existing accounts weren’t being properly routed, causing delays and missed follow-ups.

LeanData became the first touch for ~3,600 inbound leads per month, applying Lead-to-Account matching and custom routing rules (to account owners, regional managers, or Salesforce rules) so 2,400 leads are matched and about 560 high-quality leads are routed immediately each month. Default routing dropped from 67% to 6%, Inside Sales receives roughly 400 additional leads monthly, and Castlight now has faster follow-up, cleaner account data, and better sales–marketing alignment.

Castlight Health

Xenia L. Escalante

Director of Marketing Operations