LeanData is mandatory, unless your company has low lead volume and sales complexity
December 12, 2019

LeanData is mandatory, unless your company has low lead volume and sales complexity

Travis Henry | TrustRadius Reviewer
Score 10 out of 10
Vetted Review
Verified User

Software Version


Modules Used

  • LeanData Routing
  • LeanData Matching

Overall Satisfaction with LeanData

We are a sales consulting firm comprised of former operators that implement tech-enabled strategies at high-growth companies. This includes the careful selection of sales 2.0 technologies that increase efficiencies across the workload of sales and revenue operations professionals. LeanData is one of the few technologies that we always recommend for companies that have achieved some level of scale and sophistication (multiple territories, 1000s of inbound leads per month, specialized sales roles, etc).

LeanData orchestrates all of the demand flowing into an organization (typically in the form of leads) and allows very precise logic for routing that demand based on account data, opportunity data, and other business logic. Essentially it solves the problem of connecting customer interest to the best person in your organization that can serve that interest. Typically companies have a painful slew of Salesforce Lead Routing Rules in place before adopting LeanData. Not only are those rules difficult to update/maintain, they simply can't account for most of the routing use cases that you encounter at scale. Most often we see Revenue/Sales/Marketing Ops owning LeanData, but it directly benefits sales, sales development, marketing, partnerships, and customer success functions.
  • Lead-to-Account Matching. LeanData has far and away the best fuzzy matching system for identifying the appropriate Account where a particular Lead belongs.
  • Lead Routing. LeanData's visual routing canvas allows business users to construct very sophisticated, yet reliable, routing branches that determine what to do with every lead (both new and existing) based on business rules.
  • Reporting Functionality. Great log information about what happened to individual leads, but the dashboarding in the product could be more robust.
  • Territory Rules. The product does not take advantage of existing territory logic that you may have in Salesforce.com. You need to "re-build" territory ownership in the product. Not necessarily a con as this can functionally replace much of what's in SFDC.
  • Higher ROI on marketing spend. Getting leads to the right people means they get followed up with faster and convert at a higher rate.
  • Supporting account-based strategies. It's impossible to execute an account-based strategy without LeanData. Period.
The main competitors to LeanData are Lane Four and Distribution Engine. While these solutions are definitely improvements from the native lead routing rules in Salesforce, they do not compare against LeanData. They lack the robust fuzzy matching, visual routing canvas, troubleshooting features, and routing logic that LeanData provides.

The only reason to go with these solutions is that they are much cheaper than LeanData. If you are on a very tight budget, then they may be right for you.
Fantastic customer success team that ensures deployment starts off on the right foot. There is room for improvement on the side of straategic planning and business consulting services offered by LeanData. I recommend working with an experienced consultant or third party who has implemented the product before.

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The value of LeanData directly correlates with:
  1. Lead volume.
  2. Sales role complexity (AEs vs. SDRs vs. Inside Sales).
  3. Territory complexity (trying to route based on a combo of industry, geography, company size, and so on).
  4. Account complexity (selling to large corporate entities with many subsidiaries that may be "owned" by different folks in your organization).
LeanData is not a valuable solution when you have a small sales team following up with a low volume of leads based on simple logic (e.g. round-robin).