Case Study: ExtraHop improves lead routing and pipeline growth with LeanData

ExtraHop eliminates 624 hours of manual triage with LeanData

ExtraHop faced a significant challenge with its lead management infrastructure after transitioning from an outsourced business development model to an internal SDR team. Their system was plagued by technical debt, which resulted in misrouted leads, manual triage processes, and disconnected systems, creating a major bottleneck for pipeline growth. To address this, they partnered with the vendor LeanData.

The solution involved a cross-functional overhaul where LeanData was used to rebuild routing logic directly referencing Salesforce territory data, creating a single source of truth for lead assignments. This implementation simplified workflows and eliminated manual processes. The results for ExtraHop were substantial, including a 50% increase in conversion velocity, high double-digit pipeline growth, and the elimination of 624 hours of manual work valued at $50k annually. LeanData provided a faster, more accurate, and scalable lead management engine that drove significant double-digit increases in closed-won bookings.

ExtraHop