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Kaltura Case Study

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® KALTURA SUCCESS STORY Kaltura is using LeanData Lead-to-Account Matching, lead routing, and marketing attribution solutions to improve marketing and sales ROI and help power business growth. THE CHALLENGE Kaltura's mission is to power any video experience, equipping the company to establish leadership positions in key vertical markets including education, enterprise software, and CloudTV. Kaltura has dedicated global sales teams who are responsible for managing multiple accounts for each vertical market. Spurred by Kaltura's rapid growth, the need for robust Lead-to-Account Matching and Routing soon became acute. Explained Roni Menashe, Marketing Operations Manager at Kaltura, "Like most CRM systems, ours does not connect between leads and accounts, so lead routing was done manually, and not effective enough. Given that our sales database contained several hundred thousands of entries, most of which were leads, meant that we had records that were not routed properly, and certainly not automatically. THE LEANDATA SOLUTION Kaltura implemented LeanData for Lead-to-Account Matching and Routing in early 2016. The goal was to ensure that leads were delivered to the right reps, territories, and account owners as quickly as possible and that no leads were left behind or lost. Several key things resulted at once. LeanData's lead matching and routing is a key component in our lead lifecycle, which is the baseline for our entire sales operation. In addition, LeanData's ability to prove marketing's impact, and easily see which marketing programs are most successful, helps us focus on the right programs, and allocate our budget accordingly." – Lisa Bennett, Vice President, Marketing, Kaltura

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