How LeanData Improved Their Revenue Team’s Efficiency with
GTM Buddy’s In-Workflow Enablement

LeanData had a vast content library. However, this information was not easily discoverable. Sellers spent a lot of time finding the right information to share with prospects and customers. GTM Buddy helped solve this problem.

• Not a seller-first experience
  
  • The enablement platform they used provided a visually compelling experience. However, it was not designed with a seller’s workflow in mind. Despite having relevant content for key moments in sales, sharing it meant losing time to too many clicks. It was not a smooth experience.
• Gaps in reporting
  
  • The revenue leaders and the enablement team were not able to track buyer engagement metrics. This meant that they did not have the insight into content performance at every sales stage. This made it hard for the team to understand how content was being used, let alone what was working to move deals forward. The reporting that was available was difficult to use, time-consuming to build, and unreliable.
• Inability to index web content
  
  • Often the best piece of content the LeanData team could share with a prospect was a case study or a blog post from their website. However, since their current enablement platform did not index such web content, the enablement team had to spend additional time creating summaries or promoting content so they could be discovered in the system, which was ineffective and took a considerable amount of time.

• Time consuming content maintenance
  
  • The Enablement and Product Marketing teams had to spend time designing landing pages, organizing and tagging content, and tweaking search keywords so that content could be discovered. New team members faced a learning curve, and content projects often took longer to complete as a result.
The implementation time for the earlier solution LeanData had was 3.5 months.
• In-workflow content delivery
  
  • The high cost per user of the old platform forced LeanData to restrict access. Only Sales and Customer Success teams were able to use the platform, leaving a significant portion of the revenue team in the dark. These silos also created significant overhead as content had to be shared in multiple places.

• A seller focussed enablement experience
  
  • The biggest impact created by GTM Buddy was a seller focussed enablement experience. The just-in-time enablement made it easy for the revenue team to use contextually relevant content where it mattered to them - Email, Calendar, CRM & Slack. The revenue teams were able to work more efficiently without losing any time with context switching.
• AI powered always-on assistance
  
  • GTM Buddy’s Gen AI bot, Ask Buddy, was always available to provide the sellers any assistance they needed - writing an email, finding the most relevant piece of content, finding answers to a question they may have.
• Out of the box reporting
  
  • With GTM Buddy’s reporting, the revenue leaders and enablement teams were able to track internal and external content engagement with a higher degree of granularity than before. They were able to also track the impact of the content on opportunities, by stage. It was much easier to see what’s working now!
• Personalized buying experience
  
  • The revenue teams were able to easily curate microsites (Digital Sales Room) for engaging with buyers, without relying on Enablement or Marketing to build them. Sellers could deliver compelling buying experiences that were tailored to each organization and could be easily changed as the evaluation progressed. With multiple people in the buying committee, it became easy to share information and keep the context intact.
• Higher platform adoption
  
  • GTM Buddy’s competitive and transparent pricing ensured all of LeanData’s revenue teams had access to the tool and could benefit from its seller-first features. There was a marked increase in tool adoption, and no more organizational silos around content.

  • What’s noteworthy is also that GTM Buddy’s implementation took only 3 weeks!