In this clip, Lauren Daley, Director of Marketing Ops at Palo Alto Networks, shares how her team used LeanData to take the first step in building a Buying Group: auto-adding contacts to opportunities.
Instead of asking sales reps to identify personas manually, they flipped the script by auto-adding engaged contacts and letting reps remove them if needed. The result? Not pushback—thank you messages.
This low-lift approach not only helped build trust with Sales, but it also created the data foundation they needed to begin analyzing what real buyer groups look like over time.
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In this Customer Spotlight webinar, Palo Alto Networks shares how they’ve used LeanData to evolve their go-to-market strategy by embracing the Buying Group–centered model.
This session highlights 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.
