Case Studies

Trifacta Customer Story

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CUSTOMER STORY INDUSTRY Software, B2B HEADQUARTERS San Francisco, CA CHALLENGES Trifacta's complex revenue operations system had poor data quality and needed to be cleaned up and simplified. A lack of standardized processes and error- prone lead routing hindered productivity, resulting in a slow lead response time. SOLUTIONS LeanData Matching uses the industry leading fuzzy matching algorithm to automatically match leads to existing accounts. LeanData Routing enables custom routing rules, facilitating the speedy delivery of leads to the right reps at the right time, increasing efficiency and accelerating response time. RESULTS Leads are now routed to the right reps—and response time takes less than a day rather than five days. Opportunity creation has increased by 25% and stage 1 opportunity generation is at all-time levels. Complaints f rom Trifacta's SDRs have declined drastically. Sales and marketing teams now work more collaboratively. Trifacta Reduces Lead Response Time From Days to Hours With LeanData - With Phil Lacorte, VP, Revenue Operations Trifacta is the industry pioneer and global market leader in data preparation technology, serving more than 12,000 customers including Fortune 1000 companies. Trifacta helps people unlock the potential of their data and increase their productivity. Recently, the company raised $100 million in funding to support its rapid expansion. Trifacta was also named LeanData's OpsStars 2019 Award Winner for Emerging Team of the Year. To keep up with its growth, Trifacta knew it needed to improve operational efficiency and accelerate time-to-revenue. That's when the company decided to hire a revenue operations team, led by Phil Lacorte. Lacorte began his career as an SDR, and now as VP, Revenue Operations at Trifacta, he's focused on driving marketing, sales, and customer success. "Operations is the center of a lot of movement between sales, finance, IT, legal, customer success, and marketing. You have to be the source of truth for those different groups and drive results for the entire company through a holistic view," Lacorte said. Outgrowing an inefficient, error-prone system Before implementing LeanData, Trifacta was bogged down by the limited functionality of its legacy system. Many of the lead routing rules were built in Salesforce by various consultants, and the system had a long, complex list of rules that didn't always work properly. Poor data quality and hygiene compounded problems further. SDRs constantly received the wrong leads, and once the correct leads did get to them, it could take several days to follow up. For a period of time, the system sent every lead to every SDR, and in another instance, leads disappeared f rom SDRs. "It was just non-stop wasted productivity," Lacorte said. The biggest benefit of LeanData has been getting the right lead in the right hands in less than an hour. It's amazing." - Phil Lacorte, VP, Revenue Operations, Trifacta

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