Case Studies

Saviynt Sees 53% Increase in Lead-to-Account Matches, Saving 5 Hours Per Week with LeanData

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CUSTOMER STORY INDUSTRY Information Technology & Services HEADQUARTERS El Segundo, CA CHALLENGES Limited functionality: Saviynt's previous solution was not effective at matching leads to the company's associated accounts in Salesforce. Time lost: Sales management was spending up to 5 hours per week triaging and routing unmatched leads that didn't contain enough information to get routed to the right rep with Salesforce routing rules. Room for error: SDRs calling on leads from open opportunities or current customers provided a less than ideal experience for prospects and customers. SOLUTIONS LeanData Matching automatically matches leads to existing accounts with the industry's leading fuzzy matching algorithm. LeanData Routing increases efficiency and accelerates response time by enabling custom routing rules and facilitating the speedy delivery of leads to the right reps at the right time. LeanData Engagement measures and shows how each buyer within an account has engaged, giving sales and marketing the insight they need to coordinate follow-up activities. RESULTS 53% increase in lead-to-account matches with LeanData compared to previous matching solution. 5 hours of sales leadership's time saved per week by eliminating manual lead routing. With more data and visibility into the lead lifecycle, Sales and Marketing are able to better align and continue to improve the buyer's journey. Saviynt Sees 53% Increase in Lead-to-Account Matches, Saving 5 Hours Per Week with LeanData The world's largest brands trust Saviynt to accelerate digital transformation, empower distributed workforces, and meet continuous compliance needs. When the company identified a need to build out its marketing and sales operations processes and implement performance metrics to track progress, Saviynt knew it would need a better solution to support this initiative. By partnering with LeanData, Saviynt has not only been able to speed up its sales cycle, but also improve alignment between its marketing and sales team, and enhance its customer experience. Limited matching and routing functionality caused f riction with sales follow-ups In 2020, Saviynt was running numerous virtual events and other programs to generate inbound leads, however its existing lead management process needed improvement. Leads often came into the company with insufficient information to route to the appropriate team member, so Saviynt's sales development representative (SDR) manager had to manually triage and route each lead to the right SDR or account executive (AE) based on their territory. The company's manual approach to lead assignment caused three major problems. First, with a significant number of new leads coming in every week, it put a drain on the SDR's time and productivity, because they spent up to an hour each day triaging and routing. It also affected the response times of SDRs and AEs when following up with leads. Finally, this process left room for error in lead routing. To complicate matters further, if an SDR was assigned a lead that wasn't in their territory, there was a much higher chance the lead would be mishandled. It was also difficult for Saviynt to have visibility into the lead lifecycle—so if a lead didn't receive a response, this would often go unnoticed. A robust solution Prior to implementing LeanData, Saviynt was using a deduplication tool that offered some matching and routing capabilities. However, when Anthony Valles, Senior Marketing Operations Manager, joined Savyint, he found it could not perform the accurate matching and flexible routing rules that Saviynt required. Too often, leads were not matching to the right accounts, and a great deal of customization would have been required to make the solution work. Valles was familiar with LeanData from his consulting days and had used it in other organizations, so he quickly saw that it could solve many of the challenges Saviynt was facing. The company decided to purchase LeanData Matching to automatically and accurately match leads to existing accounts with the industry's leading fuzzy matching solution, and LeanData Routing to enable custom routing

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