Solve It Stories - LeanData

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS How LeanData helped Snowflake reduce lost leads, improve response times, and increase booked meeting rates. THE CHALLENGE Snowflake is a data cloud company that enables customers to build data-intensive applications without operational burden. The company was growing quickly, in part because of its ability to execute an account-based strategy with resources focused on a set of target accounts. The Director of Account-Based Marketing (ABM) had spent the past 3-4 years building a team of 12 employees In my opinion, you cannot do squarely focused on account-based marketing. With the adoption an account-based strategy and growth of ABM strategies, there was a need for account-based without the core functionality sales development teams, since sales was not always aligned or around lead-to-account matching. aware when leads from their target accounts were acting on LeanData plays a massive role in marketing campaigns. Having no account connection with the Sales quickly identifying and routing hot Development Representatives (SDR) other than “here are some inbound leads to the correct buying signals from intent data” resulted in slower than desirable account owner. sales cycles and lost deals and revenue. Lars Nilsson THE OPPORTUNITY VP, Global Sales Development Businesses often need the ability to get leads to the right rep, enabling effective ABM orchestration between marketing and sales. HOW DO THEY ... · Assign SDRs to target accounts and automatically match incoming leads to the correct account while informing the assigned account owner? · Enable SDRs to be more strategic in their outreach to contacts, responding promptly to inbound messages with personalized communications to create a better buying experience? · Decrease customer churn due to the positive experience of the correct SDR contacting them? In the case of Snowflake, it needed a solution that would provide more account data to reduce its lost leads, improve response times, and increase “booked meeting” rates. It was able to do this with the help of LeanData.

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS THE SUCCESSFUL OUTCOME Snowflake implemented LeanData’s Lead-to-Account Matching and Routing solution. LeanData supports Snowflake’s business agility because of how quickly it can implement, test, rollout, and activate changes in the systems. Lead-to-Account Matching Salesforce treats inbound interests as individuals. With LeanData Matching, those leads can be intelligently matched to the accounts that they care about, so SDRs have visibility to all the leads associated with their accounts. Lead Routing Incoming leads are routed to the correct account owners. Business rules are defined to determine if a human connection or a sales engagement cadence is the next best action. SDRs can also set up Service Level Agreements (SLA) for incoming leads from a demo or completed form. THIS HAS RESULTED IN ... LeanData’s special sauce, that · 99% reduction in time spent updating routing rules (from weeks to hours) we love, is that individuals can · 20-30% increase in inbound lead conversion rates due to improved speed to be intelligently matched to the lead and sales reps having more time to spend researching and qualifying leads accounts that we care about; L2A matching allows us to look · 78%, or 1-3 hour per day per rep, reduction in SDR time spent researching at leads in the context of inbound leads accounts, which is what B2B · Less than 5 minute response time to leads from demo requests and contact cares about. sales due to accurately routed leads Travis Henry · No lost leads because they went to the wrong person, or no person at all SR. MANAGER OPS & ENABLEMENT · Reduced churn due to customers no longer having negative experiences of the wrong SDR contacting them CONSIDERATIONS FOR CUSTOMERS WHO ARE LOOKING FOR A COMPLIANT DATA COLLECTION SOLUTION. Some focus areas to optimize an ABM strategy include: · Alignment on ABM strategy across sales and marketing teams · Determining your ideal customer profile (ICP) · Capturing account intent data to determine which accounts are sales ready · Establishing SLAs for leads Learn More Learn more about LeanData for Salesforce on AppExchange.