Coralogix
Coralogix is a leading full-stack observability platform built for the AI era, trusted by more than 5,000 customers worldwide, including IBM, Tradeweb, and JFrog, to monitor, investigate, and act on their production data in real time.
Built on a streaming engine and a schema-free data lake with customer-owned storage in open formats, Coralogix captures all production data, not a sampled subset, and powers Olly, its built-in AI observability agent. The company has raised a total of $550 million to date and reached a $1.6 billion post-money valuation in its Series F.
Like most modern go-to-market teams, Coralogix runs its sales motion on Salesforce, and as it scaled, getting the right leads and accounts to the right reps became a problem worth solving properly.
The opportunity
Building your own AI agent is the obvious temptation for any go-to-market team.
Like a lot of sales and marketing ops leaders, Brian Mullen, Coralogix’s CMO, faced a familiar pull: when a problem comes up in sales or marketing ops, just build an agent to solve it.
As Coralogix built out its sales organization, one problem stood out. As Coralogix grew globally, lead routing to the right reps became more complex.
Brian’s team could have solved it themselves, out in the margins. Instead they decided how accounts and contacts reach the sales team was important enough to hand to experts who do only that, rather than a side project competing for attention.
What changed
Coralogix started small and expanded. Early on, it used allGood for lead routing, making sure reps had access to the most data as the sales organization grew.
As Coralogix grew, it also widened Mary’s role. Today she supplements the lead routing engine and the whole process of how the team allocates and optimizes leads and accounts across reps.
She also acts as connective tissue across Salesforce and the surrounding marketing and sales tools, smoothing over the gaps and failures between systems that had started to surface.
What began as a single use case became a year-long partnership. Brian’s team is now doing more on the data side and planning to extend allGood further across marketing.
Show the math
The clearest return here is the one Coralogix chose not to spend: the engineering time and ongoing maintenance of building and running its own lead-routing agent. Rather than a side project competing with the core product roadmap, the work went to a team focused solely on it.
Team impact
For Coralogix’s marketing and sales teams, the payoff shows up in the rep experience: leads and accounts allocated and optimized with context, and the gaps between Salesforce and surrounding tools smoothed over rather than worked around.
Freed from building and babysitting an in-house agent, the team kept its focus on the core business while allGood handled the data and routing layer.
As the partnership matures, Coralogix plans to keep expanding Mary’s scope across marketing.
