Case Study: Palo Alto Networks boosts pipeline, deal size, and win rates with LeanData

Palo Alto Networks boosts deal size 3x with LeanData

Palo Alto Networks, a major cybersecurity company, faced the challenge of moving beyond traditional MQL-based marketing to effectively target and engage the complete buying committees involved in their large enterprise sales. They partnered with LeanData to operationalize a buying group strategy, aiming to drive bigger deals and improve sales alignment.

LeanData's solution enabled Palo Alto Networks to define, score, and activate buying groups. By implementing a Buying Group Score that measured engagement, intent, and completeness, they provided sales with visibility into the entire buying committee. This shift resulted in a measurable 15x progression to forecasted pipeline, a 3.3x increase in deal size, and a doubling of their win rate for opportunities with defined buying groups.

Palo Alto Networks

Lauren Daley

Director of Marketing Operations, Palo Alto Networks