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Book the right meetings faster with one-click scheduling
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Engage website visitors with automated Journeys and live chat
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Qualify, route, and schedule prospects directly from your web form
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Route records in Salesforce based on a Trigger
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Route and schedule prospects from bizdev to sales to implementation
If you’ve landed on this page, you have a big decision to make about your tech stack. But the good news is you’ve already taken the first step, which is to do some research.
Love that for you.
You’re likely in one of two situations.
The first? You're inheriting an old LeanData flow and you're scared to touch it. The spiderweb of logic is out of control and you don't want to be the person that broke lead routing. 😬
The second — LeanData is now cost prohibitive for your organization and you're looking for less expensive solutions.
The good news is that we can help on both fronts.
Sure, LeanData is the OG leading routing solution. Once upon a time, it was probably the best. But at this point, LeanData isn’t a great choice for a litany of reasons. Thankfully, you’ve got options.
There are two primary use cases for LeanData:
Different solutions shine in different areas. There’s also one solution that covers both, but we’ll get to that later. (Just kidding, it’s us.)
This depends on the business objective you’re trying to achieve, and your business objective depends on your company’s growth stage.
See how it all fits together, like some magical revenue puzzle?
Okay, so what are the growth stages, and what are the corresponding business objectives?
Glad you asked.
At stage one, you’re trying to get your sales and marketing orgs off the ground. You may have a handful of reps and a single dedicated marketer.
Your inbound lead volume is low. You’re still getting the word out about your product, and that requires a lot of SEO love and outbound effort from your sales reps.
Some (loose) attributes of stage one:
At this stage, your primary business objective is to drive awareness. With a low volume of inbound and only a few reps, it may be premature to think about the LeanData use cases mentioned above.
In stage two, your inbound lead volume is picking up, so you need to increase your bandwidth.
This means hiring more reps, implementing a CRM, and ditching your lead routing spreadsheet.
You may be in stage two, if:
In stage two, you’re starting to build processes and adopt technologies that will set your teams up for success in the future. Having clean data and a solid foundation is crucial.
Trust me, you don’t want to try to detangle the web later. Enriching your CRM data and making sure it’s clean is a top priority, so data management capabilities are a must-have.
At this point, you’re chugging along on your revenue journey. You have sizable sales and SDR teams, your sales team is segmented, and there’s a lot of tech powering your inbound funnel.
Stage 3 could look like:
At this point, your lead volume has picked up, and the most important thing is to get leads into the hands of the right rep ASAP. Failing to do so will have a devastating impact on your ability to convert them.
A quick lead response time is the name of the game here, so advanced lead routing capabilities are a must.
In stage four, your revenue teams are built and you’re starting to execute on the “expand” part of that land and expand strategy. 😉
You likely have a customer success (CS) team, complex lead routing scenarios, and lots of integrations piping data into your CRM.
Your attributes?
Depending on your go-to-market strategy, your business objective at this stage will differ.
If you’re running a true enterprise motion, meaning your ideal customer profile (ICP) is extremely narrow and you’re only going after a handful of good-fit accounts with high ACVs, then your primary business objective should be campaign orchestration in those good-fit accounts.
With that in mind, your primary use cases will likely be attribution and ROI tracking.
In this model, it costs more to convert customers and there also tends to be a bigger emphasis on outbound sales motions. So figuring out what’s working and being able to prove ROI is the most important thing.
On the other hand, if your business has any volume component whatsoever, your primary objective should still be to convert as many inbound leads as possible.
It’s extremely expensive to run highly orchestrated campaigns against thousands of accounts when your ACV is relatively low (say in the thousands as opposed to hundreds of thousands).
Not sure which one you are?
Pull your target account list in your CRM. If that list numbers in the thousands, then your business has a volume component and the best return on your marketing investment is to convert existing demand.
This means prioritizing lead routing capabilities in a LeanData alternative.
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That was a lot of setup before the juicy stuff, but hopefully, you found the exercise of thinking more deeply about your primary business objective helpful.
The following sections will explore different LeanData alternatives for each primary use case.
Chili Piper is an all-in-one Demand Conversion Platform that helps you book meetings, qualify, and route leads efficiently. At this point, Chili Piper beats LeanData—at a much leaner pric
Pricing is $30 per user per month for lead routing + a $150 platform fee. If you opt for the entire Demand Conversion Platform (including lead routing, form scheduling, chat, and handoff), the price is just $72 per user per month + a flat $1000 platform fee.
Chili Piper’s lead routing solution is called Distro and web form scheduling is called Concierge.
You can see the full Chili Piper pricing breakdown here, including the Concierge + Distro bundle pricing (highly recommended).
Since acquiring RingLead, ZoomInfo is a data orchestration platform that helps you segment, enrich, and dedupe data in your CRM and marketing automation platform.
ZoomInfo does not publish pricing information publicly on its website. (We’re guessing that means $$$.)
6sense is an account engagement platform that leverages intent signals and campaign orchestration to power ABM programs.
6sense does not publish pricing information publicly on its website.
Distribution Engine is a decent choice when it comes to price, especially if you’re worried about going over budget.
The issue is that you can only record up to three updates on a single record. It also doesn’t automatically sync with calendars, making it tough when sales reps go on vacation. In short, it’s a fairly basic solution, but a good starting point.
It’s only $45/user/month, but support packages cost extra. (There’s really only one other good option that’s more affordable.)
Source: G2
If you’re already using Salesforce and not ready to purchase a second tool, they have a native lead assignment option you can use in the meantime. Once you graduate from the basics, you’ll want lead routing you can set and forget instead.
It’s included in all versions of Salesforce so it’s technically the most affordable (but you get what you pay for).
Of course, if you want it all in one product, you’ve got to go with the 🌶️
See how Chili Piper compares to LeanData.
Ready to talk? Get a demo.
Not ready to talk? Check out our Chili Piper Distro Demo right here:
Madeleine Work is Product Marketing Manager at Chili Piper. She loves bringing people together, learning new things, and making hilarious jokes. When she's not typing away at her laptop, you'll probably find her running, hiking, or hanging out with her baby. Follow Madeleine for laughs and product marketing tips on LinkedIn.
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