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ON24 Case Study

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® ON24 SUCCESS STORY How LeanData helps ON24 scale rapidly by meeting the global company's complex lead management challenges THE CHALLENGE David Dugan knew that ON24 was struggling with lead management even before he joined the webinar marketing company. "During the interview process, the team couldn't talk to me one day because they had just had an event and needed to route all of their leads," recalled Dugan, the Senior Marketing Operations Manager. "That just seemed crazy to me. But I came to learn that routing leads at ON24 was a complex process due to multiple legacy systems." Salesforce assignment rules weren't up to the challenge. Manually assigning leads wasted valuable time. Delays in routing meant hot leads sometimes grew cold before reps had a chance to follow-up, resulting in f rustration among the sales team. ON24, which Forrester has called "the best webcasting technology for marketers," was growing quickly. But there was a recognition that the business could scale even faster with more efficient lead management. After adding LeanData to our MarTech stack, we've improved the efficiency of our team by 10x and alleviated an average of two to three weeks off the sales cycle." – Joe Hyland, ON24 Chief Marketing Officer

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