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
