Case Study: Salsify achieves streamlined lead management and faster sales follow-up with LeanData

How LeanData tamed the “Wild, Wild West” of lead management at Salsify to bring order to the sale process and help the company scale

Salsify, a fast-growing product content management platform used by brands like Mondelez and Coca‑Cola, was struggling with chaotic lead management that slowed its sales cycle. Sales and marketing operated independently, reps often contacted the same accounts or ignored leads, and the company lacked a reliable way to match inbound leads to the right owners — creating wasted time and missed opportunities.

LeanData implemented automated fuzzy-matching and rules-based routing so inbound leads are matched to accounts, bundled with similar leads, routed by opportunity stage (BDRs for early-stage, AEs for later-stage), handled differently for closed‑lost or suspended accounts, and round‑robined when net‑new. The system evaluates about 5,000 leads monthly (500+ matched to accounts, 250+ bundled, ~2,700 sent to BDR round‑robin, the rest held until qualified), eliminating confusion, speeding follow-up, freeing Salsify’s team to sell, and contributing to faster customer growth.

Salsify

Bobby Riegel

Automation Ninja