Item: LeanData
Rating: 10
Author: Nancy Naretto

Overall Satisfaction with LeanData

Use Cases and Deployment Scope

We currently use LeanData to pick up new leads that enter our database and either match that lead to a current contact in Salesforce or create a new Account and Contact. Then LeanData creates an opportuinty based upon the product interest of the lead and assigns that opportunity to a specific Business Development Representative based upon logic. If there is already an open opportunity with that account for the specific product of interest, LeanData will add the lead as a contact to the current open opportunity and alert the opportunity owner.

Pros and Cons

Pros

Audit Logs
Automated Lead Routing at Scale
Account Matching uusing Fuzzy Logic

Cons

When uploading leads from a tradeshow, if you have multiple leads from the same company, LeanData will create multiple opportunities. We created a work-around to add a delay to the second individual from each company so that LeanData would not create the duplicate opportuntity, but the ability to do that out of the box would be nice.
We have a complex salesforce instance with complicated hierarchies. Sometimes LeanData will match to the incorrect account. We would like it to match to the headquarters.

Return on Investment

We had a rough initial roll-out which negatively affected confidence in LeanData for some on the organization. We have since implemented a re-launch. This second launch went very well, but we still face in internal battle to re-gain confidence in the solution. Overall, it is working very well now.
We have seen an accelerated lead response time as we can get leads into the hands of reps faster. We can now create hundreds of opportunities and assign them to reps in approximately one hour. Extremely scalable. We can create 100 opportunities in the same amount of time it takes to create 1.
Automating previously manual processes has helped us take a headcount and assign that person other responsibilities as they are not spending as much time manually processing leads.

Usability

LeanData is incredibly flexible and configurable. We have a complex organization and the ability to build and modify routing rules in the flow builder is incredibly easy once you get the hang of it. I will say, the solution is so configurable, we do often need to rely on our CSM to help build part of the flow becuase we need access to that depth of knowledge. There is alot to know in order to truly maximize effectiveness.

Alternatives Considered

We did not look at other solutions that I am aware of.

Key Insights

Do you think LeanData delivers good value for the price?

Yes

Are you happy with LeanData's feature set?

Yes

Did LeanData live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of LeanData go as expected?

Would you buy LeanData again?

Yes

Other Software Used

6sense, Adobe Marketo Engage, Outreach, Drift

Likelihood to Recommend

LeanData is incredibly configurable. The drag and drop nodes are easy to use and while it takes a little practice, once you know how to configure the nodes, the amount of flexibility you have to customize your instance is impressive. We can route to specific individuals, to Round Robins, to Territory Teams and more. Timezones and vacations rules can be established and respected. The tool is incredibly scalable to large teams. We have two different business units each with different routing practices and we are able to configure LeanData to work smoothly for both unique processes.

Comments

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Lead Routing - Fast Flexible and Accurate

Software Version

Modules Used