Case Study: BMC Software achieves faster lead routing and response with LeanData

BMC Software cuts MQL SLA from 24 hours to 8 hours with LeanData

BMC Software, a global IT company, faced significant challenges with its complex lead management process. With a global team and intricate business logic, they struggled with SLA compliance, reporting, and collaboration between Marketing and Sales. Their previous system lacked visual representation and was difficult to manage, leading to numerous exceptions and competing priorities. To address this, BMC Software partnered with LeanData to reinvent its lead management program.

Using LeanData, BMC Software rebuilt its lead routing from the ground up, gaining flexibility and better metrics tracking. The solution included implementing new lead scoring models, adding Teams notifications for alerts and high-value leads, and piloting a Buying Groups program to associate leads with existing opportunities. The results were substantial: LeanData helped achieve 97% routing accuracy, decreased the MQL SLA from 24 hours to 8 hours, and secured an average lead response time of 150 minutes, all while saving the company time and money.

BMC Software