Case Study: Algolia aligns sales and marketing to move upmarket with MadKudu

Algolia orchestrating sales and marketing alignment to move upmarket with MadKudu

Algolia, a software company in Berkeley, CA, needed to align sales and marketing as it scaled from serving self-service SMBs to also pursuing enterprise accounts. The team struggled with unclear lead ownership, competing customer journeys, and no shared definition of a “good” lead, which made it hard to prioritize efforts and measure success.

MadKudu helped Algolia segment the customer journey by persona so marketing could focus on SMB nurturing while sales concentrated on enterprise leads. With MadKudu integrated into Salesforce, Slack, Segment, and Pardot, lead scores and alerts flowed quickly, enabling faster follow-up and better prioritization. The result was stronger sales and marketing alignment, more and better leads for marketing, and improved sales productivity for enterprise deals.

Algolia

Fanette Plessis-Jobard

Lead, Demand Generation