The 2025 OpsStars Winner for The Constellation Award goes to:
Zoom
Zoom’s Marketing Operations team transformed how go-to-market teams collaborate by breaking down silos and creating faster, more effective processes across the business. Facing challenges in channel revenue growth, marketing lead follow-up, and sales productivity, the team took an agile approach to redesigning workflows.
They worked closely with the Channel team to implement a new account assignment model, giving dedicated Channel Account Managers the ability to act quickly on partner opportunities. In addition, Zoom restructured lead routing to ensure marketing-generated leads reached sellers faster, improving speed-to-lead in a highly competitive market. Last, they automated lead and opportunity reassignment when sellers left or changed roles, eliminating manual work and reducing the risk of stalled deals.
By aligning Marketing, Sales, and Channel teams around common revenue goals, Zoom not only solved critical operational challenges but also set a new standard for cross-functional teamwork.
Operational Results
- Reduced lead routing time by 39%, from over 3 minutes to under 1.5 minutes
- Improved the lead-to-opportunity conversion rate from 11% to 17%
- Saved the Sales Support team an estimated 20 hours per quarter by automating the reassignment of records
- Contributed to the goal of growing channel revenue share
