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Datadog Case Study

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® DATADOG SUCCESS STORY LeanData helps fast growing Datadog scale the business by boosting sales team productivity, making sales operations more efficient and improving data accuracy THE CHALLENGE Datadog has been one of the technology sector's hottest companies over the past year – doubling in revenue and number of employees. But as Datadog rapidly scaled, it faced a big challenge – managing a growing number of leads. When Director of Sales Operations Hacer "Haja" Demiroers joined the company in early 2016, Datadog had a manual process of distributing leads to sales reps that was inefficient and time-consuming. Also as the business adopted an account-based selling strategy, the sales team struggled to identify key decision- makers within those accounts. "There was definitely a lot of confusion among reps," she said. "There was no way for us to recognize when somebody was already working on an account and make sure that all the leads f rom that account would go to the right person." The problem was a limitation in the popular Salesforce CRM. No natural link exists between leads and accounts in the database. So leads must be converted into contacts before they are associated with corresponding accounts. "Everything sounds great in theory, but admins have always known that this just isn't practical in the real life of sales reps," Demiroers said. "It doesn't reflect how we deal with customers. We're selling to a whole company. There's a lot of complexity there, and Salesforce's architecture is just not able to replicate what a sales rep's day-to-day life is actually like. I wanted a way to accurately reflect what a sales rep is doing." LeanData enables admins to do a ton of things. It's not just routing leads. It gives us better reporting. It opens the door so you can do lots of creative things that weren't possible before." – Hacer "Haja" Demiroers, Director of Sales Operations

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