Case Study: Workiva boosts ABM pipeline and alignment with LeanData

Workiva generates $41 million in pipeline with LeanData

The global software company Workiva faced challenges scaling its account-based marketing (ABM) program with automation and resolving unproductive feedback loops between its Sales and Marketing teams. To address this, they partnered with vendor LeanData, leveraging its Account routing functionality and an integration with 6sense.

By implementing LeanData's solution, Workiva established an automated workflow to associate target accounts with Salesforce campaigns based on key buying triggers. This refreshed operational approach reduced target account noise by 68%, decreased time-to-insight by 50% for greater scalability, and generated $41 million in year-to-date pipeline. LeanData's technology was central to streamlining handoffs and creating a more productive go-to-market feedback loop.

Workiva