Item: LeanData
Rating: 9
Author: Paul Mackessy

Overall Satisfaction with LeanData

Use Cases and Deployment Scope

We use LeanData primarily for automated inbound lead routing. We have established a plan to utilize the tool for account duplicate detection and management. We will also be using the tool to reassign national sales territories as they shift continuously. LeanData addresses the business need to move faster, aiming to increase our total sales by 5x in the next few years. The scope extends across the entire Revenue Org.

Pros and Cons

Pros

Inbound Lead Routing.
Duplicate Account Detection and Management.
Auto Scheduler for Demos.

Cons

Better safeguards for duplicate account creation via other Workato recipes.
Better Support on Certain complex graph issues.
Account centric insights.

Return on Investment

Helped hit aggressive Quarterly Goals.
Freed up some resources on the Sales team.
Allowed a smart restructuring of the team to accommodate the tool.

Usability

Once you have a graph set up, it can largely be left to its own devices. The process of setting up the initial graph is long and involved; however, the result speaks for itself. With continued learning, it will always remain usable and scalable to accommodate further changes down the road.

Alternatives Considered

Salesforce Marketing Cloud

We were not able to devote the developer resources to solving the problem in-house at the moment in time we needed to move on this solution. We wanted (needed) a bespoke solution where implementation could be handled outside of our organization. LeanData was able to offer that and on the timescale we were beholden to.

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?

Yes

Did implementation of LeanData go as expected?

Yes

Would you buy LeanData again?

Yes

Other Software Used

HubSpot Marketing Hub, Salesforce Revenue Cloud, Clay

Likelihood to Recommend

Inbound Lead Automation is king. This is why we implemented LeanData, and it has exceeded our expectations so far. It has completely replaced the one person we needed to manually intake leads, and it is doing so with a low margin of error. Less appropriate is when we are getting clients outside of our markets, due to Partnership agreements, where the routing doesn't work cleanly since there is no defined territory. We are working to address that, however.

Comments

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LeanData Allowed Us to Completely Move Away from Manual Inbound Lead Processing.

Software Version

Modules Used