Case Study: Palo Alto Networks achieves 15% revenue growth with LeanData

Palo Alto Networks Sees Revenue Increases with Buying Groups Strategy

Palo Alto Networks, a global cybersecurity leader, struggled with low lead conversion rates and wasted marketing effort because its demand generation process was built around a traditional one-buyer, lead-centric model that did not account for the multiple stakeholders involved in high-consideration purchases. The company turned to LeanData Revenue Orchestration to support a new Buying Groups motion that could better identify and nurture all members of a buying committee.

With LeanData, Palo Alto Networks automated key routing and matching steps to connect new leads to existing accounts and opportunities, convert leads to contacts, and alert the right reps when additional buying-group members appeared. The pilot improved revenue by 15%, increased MQL-to-opportunity conversion by 20%, and drove a 10x increase in pipeline progression, while also cutting a manual BDR process from five minutes to five seconds.

Palo Alto Networks

Jeremy Schwartz

Marketing Operations