Case Study: ServiceMax achieves 3-day lead response and scalable lead routing with LeanData

ServiceMax Uses LeanData to Improve Sales and Operational Efficiencies

ServiceMax, from GE Digital, is a leader in cloud-based field service management software that faced a surge of inbound leads as Demand Gen scaled. Their territory-based Salesforce routing couldn’t keep up: reps spent significant time manually researching and collecting leads, many ended up in a catch-all queue, and high-quality leads went unaddressed for more than 10 business days.

Implementing LeanData’s lead-to-account matching and routing automated lead assignment once records entered Salesforce, directing leads to the right reps based on ServiceMax’s criteria. The change cut average response time to three days, reduced the catch-all queue from 16,000 to 4,000 within a month, saved an estimated 334–779 hours of manual work, improved rep productivity and morale, and provided a scalable solution later adopted across GE Digital.

ServiceMax

Pat Oldenburg

Senior Director of Digital Marketing and Operations