Case Study: Zuora increases marketing-sourced pipeline with LeanData

Zuora Increases Pipeline with Revenue Orchestration Platform LeanData

Zuora, a global subscription and revenue management software company, needed a better way to support account-based revenue plays. Its Marketing Operations team struggled with inaccurate Salesforce lead-to-account matching for complex enterprise accounts and slow lead routing changes that required help from internal Salesforce resources, delaying follow-up and making its ABX strategy harder to execute.

LeanData implemented its revenue orchestration platform, including lead-to-account matching and no-code FlowBuilder routing, to automate lead distribution and improve visibility across the process. With LeanData, Zuora cut speed to lead from 1–2 days to under 1 minute, increased routing change flexibility from monthly to daily, tripled MQL-to-SAL opportunity conversion from 1.6% to 4.8%, and drove a 23% increase in marketing-sourced new business pipeline.

Zuora

Elicia Chen

Head of Marketing PMO