Santa Clara, CA 200+ Employees Software Development

LeanData enhances Buying Group accuracy using data harvested by Nektar

LeanData enhances Buying Group accuracy using data harvested by Nektar

100%

OCRs created based on custom business logic

40%+

OCRs in each opp are identified and added by Nektar

275+

decision makers identified

LeanData offers best-in-class automated scheduling, matching, and routing to GTM teams, enhancing revenue operations to increase speed to lead, optimize lead management, create superior buyer experiences, and help organizations gain a competitive advantage.

The LeanData platform is typically purchased by a Buying Group, a committee of individuals involved in an organization’s decision-making process.

Therefore, LeanData needs to quickly identify all members of the Buying Group and track all relevant buying signals to engage effectively with the right people at the right time.

“Nektar is bringing in so much innovation in identifying Buying Groups from customer engagements. We’re excited to partner with them.” – Evan Liang, CEO

Identifying Contact Roles from Sales and CS conversations

Prior to implementing Nektar, LeanData revenue teams used top-of-funnel signals like website traffic and third-party intent data to uncover potential contacts on open opportunities. 

However, LeanData wanted to identify even more contacts to better understand why they won particular deals and with which contact roles they won most. This would not only provide historical context, but also help target Buying Group members in future deals.

Using Nektar, LeanData was able to harvest essential data from their sales reps’ Gmail and Google Calendars.

Nektar allows us to configure exactly what level of engagement is required for a contact to be added to an opportunity. It gives us an understanding of who our true influencers are and helps capture more buying committee members over the life cycle of our deals.

Christine Maxey
VP RevOps

Using OCRs to trigger role-based workflows in Salesforce

In order to collect the most accurate and relevant data, LeanData partnered with Nektar to develop custom triggers for Opportunity Contact Role (OCR) creation. After all, not every CC’d contact or meeting attendee affected their deals.

Working closely with the LeanData team, Nektar developed a tailored solution with specific conditions. For example, triggers for OCR creation were assessed based on:

  • Engagement metrics
  • The number of participants in emails or meetings
  • The presence of job titles

When Buying Group members reach a minimum viable engagement level, they are added to a buying committee as an OCR.

Armed with this enhanced view of the Buying Group, LeanData can now ensure consistent engagement across critical buyer personas.

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Google Meet Coming soon

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

MS Teams Coming soon

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

Slack Coming soon

  • Push revenue intelligence notifications to specific channels and individuals.
  • Notify non-CRM users as well, for example, your engineering, product, finance, legal teams.
  • Define the date and time for delivering the notifications.

Zoom

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
How to Integrate Nektar and Zoom

Outlook Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • In real-time, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Outlook

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Google Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • Without worry, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Gmail

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Snowflake Coming soon

  • Get all the communications data(Gmail, Zoom, Microsoft, etc) pushed directly into Snowflake
  • The integration eliminates the need for periodic data exports from SFDC to Snowflake.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Leverage Snowflake’s robust data warehousing capabilities for advanced analytics.

Salesforce

  • Bi-directional integration with Nektar.
  • In real-time, automatically create contacts and sync emails and meetings against corresponding accounts, opportunities, and leads.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Self-heal any erroneous/outdated contacts, contact roles, and activities.
  • Nektar only creates additional records on Salesforce or augments existing records. It never deletes information or overwrites anything.
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