Precision GTM at Scale: How LeanData Helps Palo Alto Networks Align Teams Around Buying Groups

Palo Alto Networks will share how they’ve used LeanData to  evolve their go-to-market strategy by embracing the Buying Group–centered model.

This session will highlight how the team launched a focused pilot using LeanData’s Matching and Routing to accelerate Buying Group identification, and how they drove cross-functional adoption across Ops, IT, and Sales.

You’ll learn how a unified set of metrics not only enabled faster pipeline activation but also helped align stakeholders around a shared view of impact, from bookings to buyer engagement.

Attendee Takeaways:

• Understand the core principles of moving to a Buying Group & Opportunity-centered motion.
• Use strategic positioning to win support from internal stakeholders
• Gain an understanding of the iterative process and feedback loop that enhances sales and marketing collaboration