Case Study: ON24 achieves 10x team efficiency and 2-3 week shorter sales cycles with LeanData

How LeanData helps ON24 scale rapidly by meeting the global company’s complex lead management challenges

ON24, a fast-growing webinar marketing platform headquartered in San Francisco, was struggling to scale because its lead management relied on legacy systems and Salesforce assignment rules that couldn’t handle complex, global routing. Manual lead assignment wasted time, let hot leads go cold, and frustrated the sales team just as the company was expanding across North America, Europe and Asia-Pacific.

By replacing manual rules with LeanData’s automated lead-to-account matching and routing, ON24 now sends marketing-qualified leads to the right regional reps in real time, freeing Sales Ops to focus on strategy. The change improved team efficiency by 10x, shaved an average of two-to-three weeks off the sales cycle, increased accuracy and responsiveness, and helped support ON24’s rapid growth.

ON24

Joe Hyland

Chief Marketing Officer