What do you like best?
I'm so happy that Sirius Decisions recommended LeanData to me. What makes LeanData awesome is that it matches Leads to Accounts and gives you the ability to show account level info on the lead record (saves SDRs time having to find the account) AND allows you to auto-assign to the correct rep based on a set of criteria (Has open oppty, is a named account, goes to the Channel/Partner team, etc.). In an ABM model, this is a critical time saver. The benefits carry over to the marketing team as well. Once you can match a new lead (or existing) to an account, you can better segment individuals into the right programs.
Recently, we made the decision to get rid of Leads completely, and now convert everything to Contacts. This better supports our Demand Unit Waterfall framework as well. Being able to auto-convert was a requirement for the DUW process. Since making that change at the beginning of the year (2 years after starting with Lean Data) we are happy! Rarely do we see a contact mis-associated to the wrong account, and usually when it does happen it's the result of other contacts having been mis-assigned in the past.
With the Demand Unit framework in place (we use the Opportunity Object in Saleforce) we get even more leverage out of the Attribution/Marketing Touch tracking with LeanData. Now, instead of just having an understanding which Sales Opportunity stage (Or pre-oppty) a touch happened, we have much more robust tracking around the Marketing Funnel stages as well. Can't recommend enough!
What do you dislike?
My biggest complaint is around the lack of configuration around mutli-product companies. We have multiple solutions with different buying groups, and the way their touch/attibution works out of the box just assumes all touches. This requires us to do some "back flips" when creating reports to only see what we care about, and forces us to do the actual attribution calculation off platform.
Recommendations to others considering the product
If you are doing ABM and use Leads (or dont want to use Leads and want everything converted) within SFDC, I believe this to be a MUST HAVE solution. There are not many vendors I say that about. You must have a CRM solution, you must have web analytics, you must have a MAP -- but there are lots of good options... LeanData is the only tool I know about that does as many things well as it does.
What business problems are you solving with the product? What benefits have you realized?
When we first became LeanData customers, we were trying to solve for the "Lead Island" that SFDC creates where leads cant be attached to accounts. Now we leverage it to auto-convert leads to contacts and keep our contact assignment (SDR / AE / AM) clean. The rules there are quite complex based on if they are a client (and for what product), if the persona matches, if there's an open opportunity (what product & persona), etc. The fact that LeanData can convert for us saves HOURS of tedious work and increase our speed-to-lead dramatically. It also allows us to get move leverage out of other systems, like Salesloft, Evergage, Triblio, and Eloqua.
We also leverage their Marketing Touch / Attribution model to help understand what's working, share what new marketing activity has happened related to current opportunities, as well as what sales should expect to see come into their funnel soon, and calculate marketing booking influence.