Case Study: Juniper Networks streamlines GTM operations with LeanData automation

Juniper Networks automates 96% of lead-to-contact conversions with LeanData

Juniper Networks, a multinational networking software company, sought to improve growth and optimization in its go-to-market strategy. The challenge was enhancing transparency and collaboration between Marketing, Inside Sales, and Field Sales teams. With valuable account insights scattered across decentralized data, they needed a unified operational framework to better focus on the right accounts and opportunities, leveraging the vendor LeanData.

The solution involved implementing LeanData for intelligent routing and automation within Salesforce. Juniper Networks streamlined its funnel into a unified account-based approach, automating lead-to-contact conversion and contact routing to the right sales reps. The results were significant: LeanData automation now handles 96% of lead-to-contact conversions, saving the SDR team an average of 35.5 hours monthly. Additionally, marketing campaign creation time dropped from days to minutes, and a 40% match improvement enabled 10% more LeanData-converted contacts to be associated with meetings.

Juniper Networks