Case Study: Planful achieves 3.5x more high-quality MQLs and 50% fewer bad leads with LeanData

How Host Analytics operationalizes intelligent workflows by combining lead management and predictive analytics

Host Analytics, a Redwood City–based leader in cloud enterprise performance management, needed a better way to turn leads into predictable revenue. With the company focused on MQLs as a leading indicator, marketing wanted real-time insight into program performance and to cut spend on low-value channels, while sales could no longer afford to chase every interested prospect. They also needed automated lead routing and a clearer, data-driven MQL definition to prevent reps from getting too few or too many good leads.

By combining Infer’s predictive fit scoring with LeanData’s account-matching and routing inside Salesforce, Host Analytics scored and bucketed incoming leads (A–D), built dashboards for program ROI, and evenly distributed 750 Infer-scored leads per month across SDRs. The integrated solution halved the bad-to-good lead ratio, increased high-quality MQLs to sales by 3.5x, doubled marketing’s revenue contribution, and boosted conversion effectiveness (A leads convert 5x on average and 22.8x more often than D leads), improving sales-marketing alignment and overall revenue performance.

Planful

Nick Ezzo

Vice President, Demand Generation