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.