Case Study: New Relic Maximizes PLG and SLG Motions with LeanData

New Relic Maximizes PLG and SLG Motions with LeanData

New Relic, the observability platform, needed a more flexible way to support both product-led growth (PLG) and account-based sales motions across its global revenue teams. As its go-to-market strategy evolved, the company needed to route leads, contacts, and accounts more intelligently than Salesforce’s out-of-the-box tools could handle, especially for free-tier users, paid self-serve customers, and enterprise accounts. New Relic used LeanData Orchestration to help manage these complex revenue processes.

LeanData implemented automated routing and revenue workflows for PQLs, PQAs, and other sales signals, sending them to the right ISRs and AEs while also tracking SLA follow-up with Time to Action Tracker. With LeanData, New Relic gained greater agility, more automation, and better control across its Salesforce ecosystem, enabling faster response times and more productive sales teams.

New Relic

Hanné Venables

Senior Director of Growth Operations