Case Study: DataSift achieves 100%+ MQL conversion lift and converts more qualified leads to revenue with LeanData Lead2Account

How DataSift improved conversion rates by more than 100 percent without increasing the marketing budget thanks to LeanData

DataSift, an industry-leading social data platform serving marketing, communications and customer service teams, struggled to convert inbound interest into pipeline. Because Salesforce separates lead and account objects, sales reps couldn’t see many inbound leads that matched target accounts (over 25% of incoming leads), multiple EBRs were assigned to the same accounts, and marketing—using Marketo—couldn’t reliably identify or surface named-account leads while trying to more than double suspects and MQLs to hit aggressive pipeline goals.

DataSift implemented LeanData’s Lead2Account View and Router to match leads to accounts, route them to the correct reps and surface account-based activity to AEs. The change eliminated duplicate outreach, improved alerting and visibility, and lifted performance: MQL conversion rates increased by over 100% without increasing marketing program spend, strengthening marketing’s contribution to pipeline.

DataSift

Ben Coffee

Marketing Manager