Case Study: Meltwater achieves faster global GTM alignment with LeanData

How Meltwater Monetized Untapped Intent Signals and Drove Global GTM Alignment

Meltwater, a media intelligence company, was dealing with a disconnected lead-to-account process that caused manual routing errors, slow follow-up, missed intent signals, and poor CRM data hygiene as it scaled globally. The company turned to LeanData and its Orchestration platform, along with BookIt, to create an automated system that could support complex global and local sales rules.

LeanData implemented automated account-based routing, instant self-scheduling for high-intent prospects, and workflows to monetize “floating” intent data from UserGems. As a result, Meltwater routed 1,200 previously unassigned contacts to sales, merged more than 6,000 leads, properly assigned 3,800 accounts, and sped up MQL-to-SQL conversion by about 75%, improving both pipeline generation and CRM accuracy.

Meltwater

Abigail Vickers

Revenue Operations Manager