Case Study: Drata reduces account response times and boosts pipeline with LeanData

Drata cuts account response time from 7 days to 15 minutes with LeanData

Drata, a fast-growing trust management platform, faced significant challenges with its lead management process. Their previous routing tool was unreliable, failing to route 70 accounts worth $2 million in potential pipeline and taking an average of seven days to respond to high-intent 6QA signals. This lack of speed and operational confidence created a major bottleneck for their 250-person go-to-market team. They turned to the vendor LeanData for a solution using its Intelligent Go-to-Market Orchestration platform to gain control and automate their processes.

By implementing LeanData, Drata established a highly automated and complex routing system. They used features like data tables to manage global and segment-based routing rules, SLA enforcement to ensure rapid response, and audit logs for operational transparency. The solution enabled them to instantly route high-priority accounts to the correct sales rep based on layered criteria. The results were transformative: LeanData helped Drata reduce account response times from seven days to just 15 minutes and increased their 6QA pipeline creation to approximately $12 million per month, all while providing full confidence in their routing reliability.

Drata