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SALESLOFT: SUCCESS STORYFast-growing SalesLoft relies on LeanData to scale the business by making the organization more productive and efficient through lead management automation

THE CHALLENGEBusinesses look to SalesLoft for guidance and bestpractices on designing a productive revenue-generationprocess. SalesLoft also takes a thoughtful approachabout making its own selling machine efficient. Beforeimplementing LeanData, SalesLoft utilized nativeassignment rules in the Salesforce CRM to route leads.But that wasn’t scalable for a company growing at anexponential rate like SalesLoft.

“It was just a manual process, and we have a very highvolume of inbound leads,” said Cindy Hancock, SalesOperations Systems Manager. “Leads could slip throughthe cracks, and nobody wants that. That’s just likeleaving money on the table. It was a real pain point forus, which is why we implemented LeanData. Since then,LeanData has also been very helpful in our account-based pivot.”

SalesLoft is an innovative engagement platform that allows modern sales professionals to target prospects faster and more effectively.

Headquarters: AtlantaFounded: 2011Funding: Series BEmployees: 50 – 100Sales Development Reps: 18Account Executives: 13LeanData Customer Since: Sept, 2016Learn More: www.salesloft.com

LEANDATA IMPACTScalability: Brings order to a Salesforce instance that previously had been chaotic due to rapid growth by improving database accuracy

ABM: Enables SalesLoft’s new Account-Based Marketing strategy with ability to convert leads to contacts within target accounts

Productivity: Elimination of manual lead assignment saves hours in the day for sales team so it can focus on engaging customers

“We couldn’t scale our business without LeanData. It’s really that simple. We need to understand all of the specific activities within our accounts, and LeanDataallows us to do that. LeanData just makes sure everything gets to the right place.”

– Cindy Hancock, Sales Operations Systems Manager

THE LEANDATA SOLUTIONLeanData processes about 38,000 leads amonth based on criteria established bySalesLoft. This allows Hancock and her team tocraft an optimal buyer’s journey thatcoordinates the entire organization – frommarketing to sales to customer success. Here’show:

Intelligent Lead RoutingIncoming leads are matched to the correctaccounts and routed appropriately. “LeanDatatouches all of the data points in our salesprocess,” Hancock said. “Once the lead orcontact is in the right place with accountmatching, then we start our own internalprocess using tools like SalesLoft.”

Enabling ABMAs part of SalesLoft’s move toward Account-Based Marketing in 2016, LeanData routed andconverted about 100,000 existing leads intocontacts within target accounts. “Now we don’thave to convert leads manually,” Hancock said.“LeanData is also great at lead-to-lead mergingand lead-to-contact merging. That really cleansup our database. It’s just awesome.”

Empowering A Sophisticated Sales ProcessSalesLoft was able to create a structure of

tiered accounts that are segmented on revenue,number of employees and so on. Also, SDRs andAccount Executives are working together todesign “account-based plays” because nowthere is complete visibility into accounts. “Thisallows us to make sure that everyone is gettingthe love they need,” Hancock explained.

Evolving With The BusinessSalesLoft is growing – fast. LeanData’scustomizable solution keeps pace. “We’rechanging all the time,” Hancock said. “LeanDatais just as agile as we are when it comes tochanging flows. It’s a very easy process toconfigure LeanData.”

THE RESULTSAutomating the lead flow process has provided SalesLoft with greater efficiencies, improved data accuracy and 360-degree visibility into accounts. Byeliminating the labor-intensive task ofassigning leads, LeanData has “saved uscountless days of manual data entry andcross-referencing,” Hancock said. Also,LeanData’s matching, routing andconverting help SalesLoft maintain amore pristine database.“LeanData is really how we organize our Salesforce instance,” Hancock added.

ABOUT LEANDATALeanData’s best-in-class solution simplifies the complexity of the B2B sales process through intelligent lead management. LeanData makes revenue-generation teams more successful by matching leads to accounts and then automatically routing them to the right rep, every time. A member of the Salesforce AppExchange, LeanData provides richer insights into accounts so that more than 250 fast-growing businesses such as Nutanix, Palo Alto Networks, Marketo and Cloudera can maximize marketing ROI and close more deals.

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