Case Study: Egencia achieves 20% reconnection of incoming leads to existing accounts and better lead scoring with RingLead

Egencia - Customer Case Study

Egencia, a division of Expedia that manages business travel for thousands of companies worldwide and recorded over $4 billion in gross bookings in 2012, faced a data-quality problem: Marketo’s default behavior created a new lead for every email address, so individuals with multiple addresses produced duplicate or triplicate records. Those duplicates distorted lead scoring, reporting and alerted the wrong sales reps, wasting time and hurting decision-making.

Egencia partnered with RingLead, which expanded duplicate-identification beyond a single email — using domain and other matching factors — to merge records and link registrants to the correct accounts. The fix connected 20% of 2014 incoming leads to existing accounts, reduced time sales spent on existing customers, improved account managers’ visibility into client history, and preserved historical data for reengaged customers.

Egencia