Case Study: Sumo Logic achieves 10x faster deal closures with LinkedIn Sales Solutions (Sales Navigator)

Sales Navigator helps Sumo Logic with the heavy lifting of finding leads

Sumo Logic, a Redwood City–based enterprise software company (101–250 employees) that provides a cloud-native machine data analytics platform, was struggling to find and engage the right decision-makers. Relying on purchased prospect lists with outdated information made targeting slow and costly, while the fast-changing tech landscape meant titles and buying signals shifted frequently.

By adopting LinkedIn Sales Navigator, Sumo Logic used advanced search, Spotlights, Newsfeeds and TeamLink to identify niche roles, tailor outreach based on in‑house technologies, and enable warm introductions across the team. The tool halved research time, strengthened alignment between lead generation and account teams, helped close larger deals, and ultimately accelerated deal closure by about 10x.

Sumo Logic

Lindsey Liranzo

Corporate Account Executive, Sumo Logic