Case Study: Zoom boosts lead routing speed and conversion with LeanData

Zoom reduces lead routing time by 39% with LeanData

The customer Zoom faced a challenge where its go-to-market teams were operating in silos, hindering cross-functional collaboration and revenue objectives. This siloed approach created specific issues, including a need to increase channel partner revenue, improve follow-up speed for marketing leads, and eliminate a time-consuming manual process for reassigning records when sales roles changed. Zoom's Marketing Operations team chose to leverage the existing LeanData platform to address these critical challenges.

The solution implemented using LeanData involved creating an automated account assignment solution for channel managers, streamlining the lead routing process by prioritizing assignment criteria, and automating the reassignment of leads and opportunities. This resulted in a 39% reduction in lead routing time, an improvement in the lead-to-opportunity conversion rate from 11% to 17%, and an estimated savings of 20 hours per quarter for the Sales Support team, ultimately contributing to the goal of growing channel revenue share.

Zoom