LeanData’s Enterprise Customer Success Manager, Christina Bianchi, recently sat down with RevGenius to share how LeanData empowers sales and marketing teams to align seamlessly with their customers’ journey. By uniting CRM data and tools from the initial buying signal through to closed-won and beyond, LeanData keeps teams connected at every stage of the customer lifecycle.
In this video, Christina explains how LeanData delivers accurate, actionable insights that automate complex motions within the customer journey, such as managing buying groups, creating account-based experiences, optimizing post-sales processes, and accelerating speed to lead.
This approach not only enhances efficiency and drives more revenue but also elevates the customer experience. As Christina describes, LeanData is more than just routing; it is a dynamic engine for driving substantial revenue growth.
Play around with LeanData’s speed to lead capabilities in this interactive tour:
RevGenius Demo Day Transcript
Gina Guriere 00:08 Welcome to the first session of Demo Day, everyone! I am Gina, Partner Success Manager here at RevGenius, and I am so happy to introduce our first brand for today, LeanData. Please welcome Christina, Enterprise Customer Success Manager at LeanData, who’s going to take us through their product. Over to you, Christina.
Christina Bianchi 00:28 Hi everyone. First, I want to thank RevGenius for having me and all of you for attending. As mentioned, I’m Christina Bianchi, an Enterprise Customer Success Manager at LeanData. If you don’t know, LeanData is a Salesforce-native platform that makes end-to-end go-to-market process automation possible. Our platform streamlines your workflows, helps you capture more revenue, and delivers a better customer experience. Today, I’m going to focus on one of our value propositions: speed to lead.
Christina Bianchi 00:59 Since I am a Customer Success Manager and primarily talk to enterprise customers, I’ll first define speed to lead with LeanData. There are two main components of speed to lead, and I’ll walk through examples in our platform. First, speed to assignment: how quickly you can assign an object to the right person. Second, time to action: how quickly the assigned person responds to that object and takes action. To kick us off, I’m going to showcase one of our newer products, LeanData BookIt for Forms, and then move on to our most well-known product, LeanData Revenue Orchestration. With that, I’m going to go off-camera and jump into the demo. One second. Let’s share my screen. Okay, share.
Christina Bianchi 01:55 This is LeanData BookIt for Forms. As you can see, I have a form here with the LeanData snippet embedded. I’ll fill out the form live, selecting company size and other fields. I’m going to input “test” and request a demo. On the back end, LeanData will analyze the information and determine if the prospect is eligible for a meeting. LeanData has determined that the information I provided qualifies for a meeting, and it identifies the appropriate representative based on the details provided, as well as the type of meeting. Here, LeanData has assigned a 30-minute meeting with Matthew. I can easily schedule and confirm the meeting by providing my information and confirming my company details. I can even add guests and finalize the meeting schedule. This process offers a low-touch approach for your sales team and expedites the scheduling of that first meeting.
Christina Bianchi 03:45 Now, I’ll jump into the back-end process within LeanData. Let’s look at BookIt for Forms and navigate to Flow Builder, where I’ll open a standard template. When someone submits a form on your website, LeanData can trigger the scheduling platform. Here is the Flow Builder for a demo request form. LeanData processes the prospect information and runs logical steps. For instance, it first checks for a duplicate contact. If a duplicate contact exists, the calendar of the duplicate contact’s owner is shared. If no duplicate contact is found, it checks for a duplicate lead. If a duplicate lead is present, it assigns to the lead owner, allowing prospects to engage with the correct representative as quickly as possible.
Christina Bianchi 04:45 In cases where a prospect isn’t eligible for a meeting—perhaps because they’re already a customer—the process can send a notification to the Customer Success Manager and redirect the prospect to a thank-you page. This ensures that existing customers are directed to the appropriate representative for continued support. For qualified prospects with no duplicates and matching criteria, the form data, such as employee count, helps segment leads into enterprise, mid-market, or SMB. Assignments can be done by territory, round-robin, or explicit user for different segments. This setup facilitates rapid assignment and minimizes back-and-forth scheduling, enhancing speed to first touch.
Christina Bianchi 06:15 Next, I’ll demonstrate our routing and orchestration platform using a lead flow template. LeanData’s advanced templates help customers showcase different use cases and accelerate implementation. Here, we trigger leads, contacts, accounts, opportunities, and cases out-of-the-box, with support for custom object routing. Triggers initiate actions such as checks for active owners and campaign status, leading to assignment and sales engagement. LeanData integrates with platforms like Salesloft, Outreach, Salesforce, and Gong.
Christina Bianchi 07:30 Duplicate checks ensure data accuracy by merging or routing contacts appropriately. After an assignment, LeanData timestamps the process for time-to-action tracking. If responses fall within an SLA, the process ends; otherwise, alerts can be sent, or reassignment occurs. This functionality supports efficient assignment and accurate workflow routing to maximize revenue and enhance the customer experience.
Christina Bianchi 09:55 LeanData helps expedite assignments, ensures SLAs are met, and tracks time to action, capturing more revenue and improving the customer experience. Thank you for your time.
Gina Guriere 10:59 Thanks so much, Christina! That was LeanData for you.
