Case Study: Snowflake achieves scalable SDR growth and higher ABM engagement with LeanData

Snowflake drives 86% of SDR meetings into ABM target accounts with LeanData

Snowflake, a rapidly growing Data Cloud company, faced operational challenges in scaling its sales development processes after going public. They needed to automate and refine workflows to support a near-doubling of their sales organization and increase the pipeline influenced by their Sales Development teams. To address this, they worked with vendor LeanData on an overhaul of its lead routing.

LeanData's solution involved a complete overhaul of its lead routing system within Salesforce, which was part of a larger implementation of a proprietary lead scoring machine. This created a highly predictive inbound process. The results were significant, with the 230+ person SDR team achieving 100%+ of their goals in all global theaters. Notably, 86% of SDR meetings were within target ABM accounts and outbound sequences performed above industry averages.

Snowflake