Case Study: Meltwater boosts lead-to-account routing efficiency with LeanData

Meltwater routes 6,023 leads and 1,200 ex-users with LeanData

Meltwater faced a significant disconnect between its lead and account management. Its manual process for routing inbound leads was error-prone, causing high-value leads to be misrouted and leaving intent data for unowned accounts unactioned. This fragmented approach hindered its account-based go-to-market strategy.

To solve this, Meltwater implemented LeanData to automate lead-to-account matching and routing. This created a single source of truth for account ownership and included a round-robin system for unowned accounts. Using LeanData, Meltwater successfully routed 1,200 identified ex-users to sales, merged thousands of leads, assigned accounts, and built a scalable, automated infrastructure that enforced data hygiene and improved funnel efficiency.

Meltwater