How Udacity Scaled their Sales Team 7x with Lane Four Highroad

A Revolutionary Education Platform

Udacity is a learning platform at the forefront of online training for innovative industries like data science, machine learning, artificial intelligence, and cloud computing. With a mission to train the world’s workforce in “the careers of the future,” Udacity democratizes education, providing vital job skills to as many students as possible online. With over $235 million in funding, Udacity has grown their sales team, who sell to a mix of individuals, businesses, and government, by 750% in 2 years.

Closing the Gaps in Salesforce

Udacity came to Lane Four two years ago, when they had a sales team of 20. Enterprise operations manager Josh Henry had used Lane Four at a previous company, and knew it would be crucial to Udacity’s implementation of Salesforce. In the beginning, they primarily relied on the tool to automate region and sub-region assignments, which saved a lot of time onboarding new reps.

They also automated routing, which eliminated the use of spreadsheets for lead assignment and immediately increased their speed to lead. Prior to using Lane Four, they’d relied on a vague notification system where leads often went cold. With Lane Four, reps were notified immediately of their new leads. Josh also used Lane Four’s auto-merge feature to remove hundreds of duplicate accounts that were blocking the sales process.

"Lane Four brings stability to Salesforce. I don't think we could have scaled our sales processes smoothly without it."
Josh Henry
Manager, Enterprise Operations


sales team growth in 2 years


of hours saved


of matches made

Account-Based Lead Handling at Scale

Today, Lane Four’s lead-to-account matching function is indispensable to the ops team. “The matched account function is the cornerstone of our org,” says Josh, “With the ability to accurately match incoming leads to an existing account and add enrichment data before assignment, our process is clean. We can trust the system.”

With matching, lead-based activities on target accounts become signals that sales can respond to quickly. Plus, with total visibility into activity at the account level, sales leaders are now able to get a clear picture of what’s happening on target accounts for both leads and contacts.

To make this happen without Lane Four, according to Josh, would be his “whole job.” Now, he’s able to focus more on strategic projects, and less on VLOOKUPS and cleaning data.

Stablility in Salesforce Supports Growth

Since first implementing Lane Four, Udacity’s sales team has grown exponentially, reaching 150 this year. Matching and routing has supported the sales ops team at every step of scaling. “I don’t think we could have scaled our sales processes smoothly without Lane Four,” says Josh, “It brings the stability to Salesforce that we needed to grow.”

Key Results

About Lane Four Highroad

We’re Salesforce experts, helping high-growth SaaS startups accelerate their go-to-market processes since 2013. Today, numerous startups rely on Lane Four Highroad's matching and routing tools to operationalize their account-based strategies in Salesforce.

About Udacity

Udacity’s mission is to train the world’s workforce in the careers of the future. Udacity works with the world’s technology leaders to teach critical tech skills through their powerful and flexible digital education platform.​

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