Empower Your Agents with the Right GTM Data Foundation

Julia Nimchinski:

Awesome, thanks again. And with that, we want to welcome Tom Benton. Welcome to the show. We are transitioning to our demo sessions. Tom, how have you been? What’s the latest?

Tom Banton:

Apologies for jumping in a few minutes early there, I just, I like to be early, and I like to be prepared, so…

Julia Nimchinski:

It’s awesome. That’s how we do it.

Tom Banton:

That’s how we do it. So, welcome to the demo portion. So, my name is Tom Banton. With me, I actually have Cindy Lopez-Casara. She’ll be joining us as well. So, we’re here to sort of talk about you know, how lean data is the intelligent orchestration layer for whatever your agent motion is, and your go-to-market motion.

We’ll show you a couple different things, but… We just wanted to say, you know, for those of you who aren’t familiar, what do we mean when we say lean data is, you know, the go-to-market orchestration? It sort of starts with data quality.

Everything in your go-to-market motion relies on a clean CRM, which is what, you know, most customers start with, with lean data. And, you know, they use us by leveraging us for matching and routing, then they may layer in scheduling, they close the loop for SLA reporting and governance. That’s kind of what we’re known for in the enterprise.

The simplest way to think of us in is, you know, signals in and actions out. We sit natively on Salesforce, we listen to every signal, whether it’s an SDR agent, an intent, an enriched data, a new champion. orchestration, the right action, and then we notify the AE or the SDR, we schedule a meeting, and that’s sort of how we touch the life cycle.

And a lot of people think of us for acquisition. But we also can help with adoption and expansion and retention. And, you know, and one of the things that we’ve learned is that there’s just so many different agents in the marketplace, and we can really work with them all. We’re going to show you a couple different use cases.

So it doesn’t matter whether you’re using an SDR agent, an engagement platform, research, you know, but what we’ve really found is you need that… that intelligent… you need that layer underneath that’s going to figure out what to do when the data comes in, no matter what… where it comes in from, and that’s kind of what Lean Data does.

Because the other thing we’re realizing is that agents can misfire. They’re not always consistent, so that we have to figure out the signal that comes in from them, and how to handle that. So let’s actually show you it in action. We want to introduce you to Charlie. Let me know if you can hear Charlie. Hey, how can I help you?

Hi, Charlie, can you tell me about Lean Data? Absolutely. Happy to share. Lean Data is an intelligent GTM orchestration platform that helps streamline your lead routing, matching, and scheduling, all built natively in Salesforce. What specifically are you curious about? Can you tell me about some of Lean Data’s largest customers? Sure thing.

Lean Data is trusted by over a thousand leading companies. Some notable ones include Anthropic, OpenAI, and Databricks. They rely on lean data for efficient revenue growth and GTM orchestration. Charlie, can I get a live demo, please? Let’s get that set up. Could you share the best email address to use?

You can also type it into the chat for accuracy. Thanks for that. How many employees does your company have? You can pick from the options I just shared. Got it. Thanks for confirming. I’m checking… So, a couple things just happened there. I had a conversation with Charlie, and what Charlie has done is he’s taken that information I gave him.

And he’s used lean data to find out who is the account owner of Topic Lounge, and in this case, it’s Brendan Hawkins. And he’s actually surfaced Brendan Hawkins’ calendar. And I actually asked for a demo. And it could be that if, you know, I could have actually surfaced Brendan Hawkins and Brendan Hawkins SC.

And Lean Data can do a couple other things here as well. If there wasn’t an actual account owner. We could have actually gone to a round robin pool.

And we could have done it based on company size, territory, so it’s not just pulling up a static calendar, it’s not just assigning it to the next SDR, it’s actually finding out who is the account owner, and rather than just scheduling a follow-up meeting, you know, with an SDR, it’s actually finding the account owner and finding a meeting, and we kind of have a saying at Lean Data that Meetings are greater than leads.

So hopefully that, you know, made sense to you all, and, you know, but let’s show you how we actually set that up. So, you know, Lean Data, we’re a native application, we sit inside Salesforce or Dynamics. Alright, and this is our Flow Builder. This is the workflow that we built to power Charlie. But a couple cool things here.

This could have just been a demo request. Many companies just have a form on their website. So it doesn’t matter whether somebody’s filling out the form on a website, it doesn’t matter whether it’s coming from an AI SDR chat.

Doesn’t matter whether it’s coming from Agent Force chat, or you want to maybe dip your toes and try another AI SDR, or something, we actually can pull it in through an API. It’s gonna be the same workflow every time that goes and finds out who is the owner of this account. And again, these are the questions that we ask.

What’s your first name, your last name, your email, your company? What CRM you’re using? What number of employees are you using? By the way, this is a no-code flow builder. It takes one day to learn how to write these. We can write these on any object in Salesforce.

So we’re actually writing it, in this case, on a scheduling object, but we can also write these on leads and opportunities. But in this case, we’re doing a couple things. We’re looking to see, do we have all the data? And we also can look for junk domains, so we don’t want to, like, just schedule a meeting with somebody who’s using a Gmail account.

We’re looking to see, does this contact exist? We’re using lean data’s matching here to find out who that account owner is. We have a 99% accuracy on matching. And then, you know, again, we can schedule the meeting with the explicit user. We can see, oh, maybe this is an existing account. We can schedule the meeting with a CSM.

With the account owner, or we can move it to a round robin pool. And there’s many ways we can write these rules. Like I said, if there is no account owner, we could do it to a round-robin pool based on company size, based on… so at lean data, if there is no owner.

We could do it based on, are you an enterprise account, a mid-market account, but we could do it based on territory. But the idea here is that no matter how that No matter how the conversation comes in. We’ll figure out how to get that data back to the agent.

So, that was how we interacted, and in that case, if you didn’t know, Charlie was actually qualified. But we also have that same interaction with OneMind, and all those other lists of agents that we showed you. So let’s see, we’ve talked about an AI SDR. We’ve talked about, you know, how we build the flow for… for here.

We also have what we call… so here’s another thing. Now we’re in Salesforce. We have something called a buying group, and a buying… so, you know, as we all know. it’s not just one person who makes a decision about purchasing these days, especially a technology person. It tends to be a buying group, or a large group of people.

And in this case, my demo company is called Catalyst Solutions. And I have this company called Smart Technologies. And in Smart Technologies. What we’re doing is we’re using Salesforce to track every time somebody has expressed interest in the full platform of Catalyst Solutions.

And in this case, I’ve got a business user, John Johnson, I have an economic buyer, I have Robert Williams, William Jones, so there’s a lot of different signals that come into Salesforce whether they come in from ZoomInfo, Demandbase, Sixth Sense, maybe somebody came to one of our booths, went to a trade show, they filled out that demo form.

You know, they downloaded a white paper. There’s so many different ways that people can interact and show interest in our solution. And how do you make sense of all that noise? So what we’re doing here is we’re looking at… The feed of every time somebody Expresses interest in our solution.

We’re helping you figure out who might be your evaluators, your technical sponsors. We’re making that across a timeline to telling you how long people have been looking, and then again, we’re using another agent to say, hey, what should I do here? Catch me up! Where is this journey at? Who’s in it? What’s next? And what should I do?

And so again, whether I’m an SDR, whether I’m an AE, make sense of all of this noise that’s out here. Tell me, what should I do next with all of these people? And, again, I’ll spare you the… Waiting for the agent to come back, but where it stands, this journey is cooling based on official signals, but has shown major signs of life.

Where it stands, stage and opportunity, freshness, while it, you know. Who’s in the buying group that’s saying, what just happened on June 17th, March 17th, your next best move, debrief the June 17th with John Johnson, leverage Pat Bannister’s promotion, target James Smith.

And again, you know, we can package this information and send it up to an SDR, to an AE, but, you know, again, using AI to help the humans make sense of everything that’s happening. I hope that what I showed you was interesting.

Julia Nimchinski:

That was a phenomenal demo, thank you, Tom.

Tom Banton:

And then with that, what I’d like to just share is… if you’d like to see more. You can scan this code, and this is actually lean data in action. What this will do, this will use our scheduling solution and our routing solution. No matter who you are attending this webinar.

This will schedule a follow-up meeting with myself and whoever the owner of your account is. And the cool thing is, this webinar will get credit as for the lead.

So again, this is how we use our own solution to find leads and to have follow-up meetings, because, like we said, meetings are greater than leads, and we use this at trade shows, we use this for webinars. But I really appreciate your time. You can also connect with me on LinkedIn, Tom Banton.

If you have any questions, if we have time, we’d be happy to take questions. Otherwise. Julia, let me know what you’d like to do next.

Julia Nimchinski:

Fantastic, thanks so much. Let’s address a couple of questions. Folks submitted some, and yeah, we’ll show your LinkedIn, Tom, in the chat. So the first one, how long does implementation usually take?

Tom Banton:

implementation is actually fairly quick. It’s generally a couple weeks to a month, depending on the size of your company. We do have a professional services organization. And we do our own implementations.

Julia Nimchinski:

Fantastic. And then… People are asking, what’s the biggest revenue impact so far, and can you speak to some customer success stories?

Tom Banton:

Well, again, as Charlie said, Anthropic and we have quite a few customers. If you go to our website, you’ll see quite a few of them, but we have people who, you know, leads coming from weeks to hours to minutes. Our speed to lead is a classic use case for us.

But the idea here is that there are no lost leads, and, you know, but we do more than that. So one of the cool things we can do is, an opportunity goes. from, to win, we can actually create the opportunity for the renewal. You get the renewal, we can actually create the opportunity for the expansion.

So we have the ability to not only, update records, but to create new records as well with that same flow builder that I showed you.

Julia Nimchinski:

And can this reduce SDR headcount, or just make them more productive?

Tom Banton:

Yes and yes. So, you know, the idea here is that I think the biggest thing is this really takes the pressure off your Salesforce admins and puts the power in your business users and in your RevOps teams.

That’s the thing, like, you know, we hear that you have to wait, you know, weeks to months to get a change made in Salesforce, whereas you can now make these changes yourself in minutes to hours.

Julia Nimchinski:

Tom, what’s on the roadmap? What are you allowed to share?

Tom Banton:

Well, obviously, AI is a lot, so if you may have seen that the AI Assistant is actually in beta right now, but we have customers testing that, so we’re always adding some new AI functionality, but we’re doing a lot with AI.

Julia Nimchinski:

Awesome. Thank you so much. Fantastic demo. And with that, we’re transitioning to our next one.

Tom Banton:

Nice to meet everybody. I look forward to talking to you.

Julia Nimchinski:

Thanks.