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Castlight Health Case Study

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® CASTLIGHT HEALTH SUCCESS STORY Castlight Health saves times and increases productivity with LeanData matching that "magically" connects leads to accounts in Salesforce THE CHALLENGE There is only a finite number of businesses Castlight Health can pursue as potential customers. They must be enterprise-sized companies with a minimum of 1,000 employees and family members. There are only between 2,500 and 3,000 accounts on Castlight's target list at any given time, said Xenia L. Escalante, Director of Marketing Operations. Also, a large number of stakeholders with specific job titles typically are involved in the decision to purchase Castlight's solution. So it's crucial for Castlight's sales and marketing teams to maximize the value of all the inbound leads within those target accounts by ensuring they always are assigned to the correct sales reps for immediate follow-up. "We needed greater insights into accounts by diving down deep into the ones that we could prospect," Escalante said. "But our database was not organized in a way that could really help our sales team do that. There was simply no order to our sales process. We wanted to do better." All of the sudden with LeanData, names just magically appeared in accounts. It allows the sales team to focus on the most important accounts, go after them, and have all of the important information right at their fingertips. They can just concentrate on selling. The match rate is awesome. A particular record gets attached to the account, and that account owner gets all of the information. It's smooth. It's beautiful. It's fantastic." – Xenia L. Escalante, Director of Marketing Operations

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