Case Study: Toast achieves faster lead routing and doubled conversions with LeanData

How Toast’s Revenue Ops Team Supports and Drives Hyper Growth with LeanData

Toast, the cloud-based restaurant management platform, needed to replace an ad hoc prospecting process with a scalable revenue operations system as it grew to support more than 500 reps. The team also faced complex data challenges in the restaurant industry, including duplicate records, difficult account matching, and hardcoded lead-routing rules that slowed response times and created confusion over lead ownership. LeanData was brought in to help Toast manage lead routing, data matching, and revenue operations more effectively.

Using LeanData, Toast automated lead routing and account matching, reduced duplicate records by nearly 90%, and clarified who should action each lead while improving visibility into results. The impact was significant: Toast doubled inbound conversion rates in some territories, improved speed-to-lead so reps could respond in real time, and gained the flexibility to change routing rules quickly as the business evolved.

Toast

Ross Nibur

Director of Revenue Operations