◈ Homepage — https://www.leandata.com/But first, cookies LeanData uses cookies on this website to enhance your experience, monitor site performance, and support advertising efforts. We share information about your site usage with our social media, advertising, and analytics partners. You can manage your cookie preferences through the "Manage cookies" button or change your consent through Cookies Declaration. To learn more, check out our privacy policy. Show details Manage cookies I understand A NEW MODEL FOR GTM EXECUTION IN THE AGE OF AI AND BUYING NETWORKS — FEATURING GUEST SPEAKER KATIE FABISZAK, VP PRINCIPAL ANALYST AT FORRESTER PLATFORM CUSTOMERS PARTNERS RESOURCES COMPANY REQUEST A DEMO AI-POWERED GTM THAT WORKS Orchestrate every signal across your go-to-market motion TRUSTED BY 1,000+ WORLD-CLASS COMPANIES MEET INTELLIGENT GO-TO-MARKET ORCHESTRATION AI is disrupting every part of go-to-market. But without coordination, it means more activity, signals, and noise – not more revenue. Orchestration is more critical than ever. LeanData is the leading platform for AI GTM Orchestration. We sit at the intersection of AI agents, human sellers, and the systems they share, orchestrating the entire revenue lifecycle – from leads to opportunities to account retention and expansion. With LeanData, AI becomes a first-class participant in your GTM motion — not a disconnected signal, not an ungoverned black box — and every buyer interaction triggers the deterministic action that drives revenue. SEE ORCHESTRATION IN ACTION Connect the Entire Revenue Lifecycle The customer journey doesn’t stop after the first deal. Capture and action every signal across the revenue lifecycle – from acquisition to retention and expansion. GTM Complexity that Scales Ensure every interaction routes, assigns, and coordinates correctly, from AI-generated leads to buying group orchestration to automated scheduling. Transparency & Governance Visibility matters more than ever. LeanData provides full audibility, transparent routing logic, and governance across every activity. Orchestrate AI With Enterprise Confidence Whether actions are system-triggered, human-led, or AI-driven, LeanData ensures every signal is intelligently routed and fully auditable THE LEANDATA ADVANTAGE 30 % Higher Conversions 10 X Pipeline Acceleration 68 % faster deal velocity with AI-assisted routing 25 % Increased Efficiency 15 % More Meetings SOLUTIONS FOR EVERY GTM TEAM, WORKFLOW, AND MOTION — ON ONE PLATFORM. MARKETING SALES OPERATIONS CUSTOMER SUCCESS IT PROFESSIONALS Marketing Aggregate buyer signals and trigger the right response in real time. Improve lead quality, generate more pipeline, and increase marketing efficiency. 60% increase in pipeline LEARN MORE HEAR FROM OUR CUSTOMERS UNLOCK THE VALUE OF YOUR TECH STACK One trusted hub to turn signals into actions across your tech stack EXPLORE INTEGRATIONS WHAT OUR CUSTOMERS ARE SAYING “I LOVE LeanData. It has been so transformational for us. In adopting this process, we’ve seen a 60% increase in pipeline generated per month by putting these two technologies together. It’s been a complete game changer.” Latané Conant CRO 60% increase in pipeline READ CUSTOMER STORY “If you want to solve the problem of how to reach all of your inbound traffic in a timely manner, you need LeanData to match and route your leads and Outreach to start reaching out to them.” Robert Simmons Senior Director of Inside Sales 167% increase in accounts reached per week READ CUSTOMER STORY “The LeanData and 6sense integration allows us to identify accounts that are most likley to buy and route them to the right sales rep with all the information they need to follow up quickly. It’s like a silver platter!” Nicholas Lansberry Go-to-Market Operations Manager <24 hours to reach inbound contact requests compared to the previous multi-day response READ CUSTOMER STORY RECOGNIZED FOR OUR GTM LEADERSHIP LeanData is recognized as the gold standard for Intelligent GTM Orchestration. HIGHLIGHTED RESOURCES Resources for GTM leaders and practitioners The LeanData Resource Center connects community with content to help GTM professionals shine SEE ALL RESOURCES AI LeanData’s Q1 2026 Release: AI, Account Hierarchies, & Agentic Scheduling LeanData's Q1 2026 release gives revenue teams new ways to orchestrate across complex account… CUSTOMER STORY How Uber Bridges the AI-to-Sales Gap with Agentforce + BookIt Hear how Uber for Business used LeanData BookIt and Salesforce Agentforce to increase deal velocity… INTELLIGENT GO-TO-MARKET ORCHESTRATION HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy 83% of B2B professionals say their go-to-market strategy is critical. Only 38% say it's actually… SEE HOW THE WORLD’S BEST B2B COMPANIES FUEL EFFICIENT GROWTH WITH LEANDATA REQUEST A DEMO Subscribe to our newsletter The latest news, articles, and resources, sent to your inbox monthly. Email* By filling out this form, you agree to our privacy policy. PLATFORM Why LeanData Product Overview Integrations Pricing Orchestration Scheduling USE CASES Lead Delivery Revenue Conversion Salesforce Orchestration PARTNERS Partners Overview Partner Referral ISV Partners SI Partners COMPANY About us Newsroom Events Careers Contact us RESOURCES Learning Center Resource Center Customer Stories Blog Help Center FUNCTIONS Marketing Sales Operations Customer Success IT Professionals © 2026 LeanData Inc. All rights reserved. LeanData and OpsStars are trademarks of LeanData, Inc. Privacy policy Cookies Declaration MSPSA ◈ Interior Pages — 3 pages crawledAbout LeanData: Our Company A New Model for GTM Execution in the Age of AI and Buying Networks — Featuring Guest Speaker Katie Fabiszak, VP Principal Analyst at Forrester GTM Execution in the Age of AI — Featuring Forrester Analyst Katie Fabiszak Platform Platform Why LeanData What makes LeanData different Platform Overview Discover modern Revenue Orchestration Integrations Connect signals to plays Pricing Plans for every company Products Orchestration All your revenue tools, all in one place Scheduling Get buyers in front of reps quickly with BookIt Buying Groups Connecting all buyers and signals to Opportunities Use Cases Speed to Lead Account-Based Marketing Buying Committees AI SDR Routing Functions Marketing Sales Operations Customer Success IT Customers Customers Featured Customers Customer Stories Featured Stories How Uber Increased Deal Velocity by 68% with LeanData Palo Alto Networks Sees Revenue Increases with Buying Groups Strategy View All Customer Stories Partners Become a Partner Team up with LeanData Technology Partner Directory Discover ISV solutions to fit your needs Solutions Partner Directory Connect with our network of authorized Service Integrators Featured Partners LeanData’s integration with Salesloft allows a user to route prospects to the right reps. Slack has transformed business communication– it’s the platform where work can happen. Expertly target and engage high-value accounts when they’re ready to buy. LeanData’s integration with Outreach allows a user to route prospects to the right reps. Learn About Our Partners Resources Resources Resource Center Blog eBooks &amp; Guides Data Sheets Webinars Videos OpsStars Community Learning Learning Center Certification Tips & Tricks Support Help Center Company About Us Learn more about us and our mission Newsroom Keep up with what’s new at LeanData Events Stay up to date and network with industry professionals at our upcoming events Careers Join the LeanData team Contact Us Get your questions answered - contact us now In the Spotlight Press Release LeanData Launches OpsStars 2026 as a Standalone Conference Press Release HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy Request a demo Who we are LeanData fuels efficient growth with Intelligent Go-to-Market Orchestration — turning buyer signals into revenue. Our Impact LeanData orchestrates the buyer journey with AI-powered accuracy, fueling revenue acceleration and growth for the world’s leading B2B companies. 1000 + world-class customers 12 + years of GTM innovation 2300 + LeanData Certified Experts 5000 + game changers in LeanData’s OpsStars community Our mission To unify signals across the buyer journey, orchestrate revenue processes with AI-driven precision, and accelerate growth at scale. Our Values Customer First We focus on our customers first to deliver measurable results that make our products vital to B2B enterprises. Win as a Team We are one team that operates on trust, respect, transparent communication, and group decision making. We have fun and celebrate success together. Seek Diverse Perspectives We believe true success only happens through the melding of different insights, lived experiences, and cultural backgrounds. Be Humble and Keep Learning We continually strive to get better at everything we do, seeking opportunities to learn from others and embrace challenges. Act Like an Owner We each take responsibility for understanding how LeanData delivers value to our customers and how we contribute to that. Our Investors Our Team Meet the faces behind the scenes of Intelligent GTM Orchestration Executive team Board members Katy Keim Chief Executive Officer Katy Keim is the Chief Executive Officer of LeanData and leads the strategic growth and operational&#8230; Katy Keim Chief Executive Officer Katy Keim is the Chief Executive Officer of LeanData and leads the strategic growth and operational excellence of the company. Prior to LeanData, Katy served as CEO of LQ Digital, a demand generation agency serving large enterprise customers. Previous experience includes CMO of Lithium Technologies and Executive Vice President of Marketing at ServiceSource. Katy began her career at Bank of America in the Technology Finance Group, focused on funding emerging companies. Katy holds an MBA from the Kellogg Graduate School of Management and an undergraduate degree in history from the University of Virginia. “Every company wants to execute their GTM strategy with speed and clarity. LeanData makes that possible by orchestrating data, teams, and systems around what matters most: the buyer.” Evan Liang Co-Founder &#038; Chief Strategy Officer Evan Liang is the Co-founder and Chief Strategy Officer at LeanData. Evan was inspired to create a&#8230; Evan Liang Co-Founder &#038; Chief Strategy Officer Evan Liang is the Co-founder and Chief Strategy Officer at LeanData. Evan was inspired to create a solution after running into CRM data and process challenges during the early days of marketing automation platforms. Evan is passionate about helping sales and marketing teams become more efficient. Prior to LeanData, Evan worked in product management and business development roles at eBay and Microsoft. Evan started his career as a venture capitalist at Battery Ventures. “LeanData empowers revenue teams to align their go-to-market orchestration with the buyer journey, so every signal leads to the right action, and every interaction moves the business forward.” Kelvin Cheung Co-Founder &#038; Chief Technology Officer Kelvin manages the design and architecture of LeanData’s application and technology stack. Prior&#8230; Kelvin Cheung Co-Founder &#038; Chief Technology Officer Kelvin manages the design and architecture of LeanData’s application and technology stack. Prior to founding LeanData, Kelvin was the CEO and founder of Wertago, a mobile-app development company that won Google’s Android Developer Challenge. “At LeanData, we strive to understand our customers&#8217; unique challenges and create innovative, reliable solutions that not only meet their needs, but exceed their expectations. It&#8217;s this customer-centric approach that fuels our passion for innovation and keeps us at the forefront of our industry.” Brian Birkett Chief Sales Officer Brian Birkett is a B2B sales veteran back for his second run with LeanData. Brian was responsible&#8230; Brian Birkett Chief Sales Officer Brian Birkett is a B2B sales veteran back for his second run with LeanData. Brian was responsible for the first six years of growth at LeanData, building the business from zero to $20M ARR as well as securing top tier investors from Series A through C. Brian’s sales leadership experience spans successful start ups and enterprise companies including Peloton, Indeed, Yahoo!, and LinkedIn. “B2B go-to-market strategies are becoming exponentially more complex. LeanData helps companies orchestrate powerful motions with incredible visibility and flexibility. We’re truly RevOps’ best friend. ” Jaya Jaware Chief Finance Officer As the CFO at LeanData, Jaya is committed to aligning people, products and profits to create value&#8230; Jaya Jaware Chief Finance Officer As the CFO at LeanData, Jaya is committed to aligning people, products and profits to create value for our shareholders. Jaya’s 20 years of experience in leading technology companies has provided her the opportunity to effectively build a world class G&amp;A function that aligns with corporate strategy. Prior to joining LeanData, Jaya served as CFO at CommerceIQ and Appify. Prior to that role, she was VP of Finance at Unravel Data and ServiceMax (acquired by GE Digital). Jaya is certified as a Chartered Accountant in India and a CPA in California (Inactive). “The biggest challenge for any revenue leader is bridging the gap between their strategy and what actually happens on the front lines. At LeanData, we build that bridge, connecting GTM strategy to flawless execution with the data and automation HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy A New Model for GTM Execution in the Age of AI and Buying Networks — Featuring Guest Speaker Katie Fabiszak, VP Principal Analyst at Forrester GTM Execution in the Age of AI — Featuring Forrester Analyst Katie Fabiszak Platform Platform Why LeanData What makes LeanData different Platform Overview Discover modern Revenue Orchestration Integrations Connect signals to plays Pricing Plans for every company Products Orchestration All your revenue tools, all in one place Scheduling Get buyers in front of reps quickly with BookIt Buying Groups Connecting all buyers and signals to Opportunities Use Cases Speed to Lead Account-Based Marketing Buying Committees AI SDR Routing Functions Marketing Sales Operations Customer Success IT Customers Customers Featured Customers Customer Stories Featured Stories How Uber Increased Deal Velocity by 68% with LeanData Palo Alto Networks Sees Revenue Increases with Buying Groups Strategy View All Customer Stories Partners Become a Partner Team up with LeanData Technology Partner Directory Discover ISV solutions to fit your needs Solutions Partner Directory Connect with our network of authorized Service Integrators Featured Partners LeanData’s integration with Salesloft allows a user to route prospects to the right reps. Slack has transformed business communication– it’s the platform where work can happen. Expertly target and engage high-value accounts when they’re ready to buy. LeanData’s integration with Outreach allows a user to route prospects to the right reps. Learn About Our Partners Resources Resources Resource Center Blog eBooks &amp; Guides Data Sheets Webinars Videos OpsStars Community Learning Learning Center Certification Tips & Tricks Support Help Center Company About Us Learn more about us and our mission Newsroom Keep up with what’s new at LeanData Events Stay up to date and network with industry professionals at our upcoming events Careers Join the LeanData team Contact Us Get your questions answered - contact us now In the Spotlight Press Release LeanData Launches OpsStars 2026 as a Standalone Conference Press Release HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy Request a demo Home Intelligent Go-to-Market Orchestration HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy Mar 31 2026 HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy Intelligent Go-to-Market Orchestration Survey of 522 B2B leaders finds that while 83% say GTM strategy is very important, only 38% rate execution as very effective, pointing to process discipline, team alignment, and technology as keys to closing the divide. SANTA CLARA, Calif., March 31, 2026 — LeanData, the leader in Intelligent GTM Orchestration , today announced the publication of a new research report by Harvard Business Review Analytic Services, titled Aligning Go-to-Market Execution with Strategy to Better Address Complex Buyer Journeys . Sponsored by LeanData, the report draws on a survey of 522 B2B professionals to examine why so many organizations struggle to translate go-to-market strategy (GTM) into consistent execution. The findings present a stark picture.&nbsp; While 83% of respondents say their go-to-market strategy is very important for selling to B2B buyers, only 38% describe it as very effective. Seventy-eight percent agree their organization needs better coordination across GTM systems. All the while, AI is raising the stakes on both fronts. For enterprise B2B leaders under pressure to drive efficient revenue growth, the report serves as both a warning and a roadmap . The Execution Gap in an AI-Accelerated Market Go-to-market execution refers to how marketing, sales, and customer teams coordinate processes, data, and technology to respond to buyer signals across the revenue lifecycle. While strategy defines what an organization intends to do, execution determines whether those plans are carried out consistently and at scale. The report finds that revenue growth is increasingly determined not by the quality of GTM strategy, but by the ability to execute it across teams, processes, and systems.&nbsp; Respondents identified improving coordination among sales, marketing, and customer teams as the top lever and the data shows a significant divide between those making progress and those falling behind.&nbsp; Organizations classified as leaders are significantly more likely than laggards to demonstrate strong cross-functional alignment, clarity on strategy, and effective coordination.&nbsp; Leaders are more likely to report shortened sales cycles and increased revenue as outcomes of their GTM improvements. Laggards struggle with misaligned goals, fragmented handoffs and slow response to buyer signals, weaknesses that AI-driven market dynamics are making more costly.&nbsp; Complexity as the Core Challenge The report identifies complexity, both buyer-side and internal, as the primary driver of the execution gap. Buyer journeys have grown more intricate, with purchasing decisions increasingly made by cross-functional buying groups rather than individual stakeholders.&nbsp; At the same time, AI is reshaping how buyers discover and evaluate solutions, compressing decision timelines and creating new channels that GTM teams must navigate. Meanwhile, Sellers are deploying AI to personalize outreach, analyze the flood of signals, and meet buyers across an increasingly non-linear buying journey.&nbsp; Internally, organizations face fragmented data and siloed teams. Forty-eight percent of respondents cite lack of system integration as a top design challenge, and 43% point to siloed data as a barrier to execution . These gaps make it difficult to respond to buyer signals with the speed and consistency that modern B2B environments demand. What Successful GTM Leaders Do Differently The research reveals a clear formula among high-performing organizations. Ninety-two percent of respondents agree that aligning GTM strategy to the buyer journey is essential, but leaders act on this belief with far greater consistency than their peers.&nbsp; Leaders treat process as a discipline, not a one-time initiative, and continuously refine how teams work together. Further, leaders distinguish themselves by defining common metrics and KPIs, clarifying roles and expectations, and aligning on a shared GTM strategy at significantly higher rates than laggards.&nbsp; Among organizations already using AI, the most common applications include analyzing data for insights, optimizing marketing campaigns, coaching sales reps, refining customer personas, and personalizing content at scale. The report features perspectives from senior B2B leaders including Chris Dent of Bain &amp; Company, Jen Allen-Knuth of DemandJen, Lauren Daley of Palo Alto Networks, Bob Yang of Adobe, MarTech entrepreneur Jon Miller , and Meagen Eisenberg of Samsara, each offering insight into how enterprise organizations are rethinking execution. Orchestration as the Foundation for AI-Powered GTM As demonstrated by many LeanData customers , forward-thinking organizations not only adopt AI, but deploy it within structured, governed processes, using it to enhance coordination rather than creating isolated experiments. “This research confirms what we hear from enterprise GTM leaders every day: the gap between strategy and execution is where growth stalls,” said Jim Bell , Chief Marketing Officer at LeanData. “The organizations pulling ahead are the ones building real execution infrastructure — leveraging AI without losing control of GTM processes. That’s the next frontier of efficient growth, and it’s where LeanData is deeply focused.” The Imperative to Act AI and automation will continue to raise the bar for how quickly organizations must engage buyers. The report makes a compelling case that execution, not strategy or technology alone, is the defining competitive factor. Leaders are building that foundation now: aligning teams Customer Story Archives - LeanData A New Model for GTM Execution in the Age of AI and Buying Networks — Featuring Guest Speaker Katie Fabiszak, VP Principal Analyst at Forrester GTM Execution in the Age of AI — Featuring Forrester Analyst Katie Fabiszak Platform Platform Why LeanData What makes LeanData different Platform Overview Discover modern Revenue Orchestration Integrations Connect signals to plays Pricing Plans for every company Products Orchestration All your revenue tools, all in one place Scheduling Get buyers in front of reps quickly with BookIt Buying Groups Connecting all buyers and signals to Opportunities Use Cases Speed to Lead Account-Based Marketing Buying Committees AI SDR Routing Functions Marketing Sales Operations Customer Success IT Customers Customers Featured Customers Customer Stories Featured Stories How Uber Increased Deal Velocity by 68% with LeanData Palo Alto Networks Sees Revenue Increases with Buying Groups Strategy View All Customer Stories Partners Become a Partner Team up with LeanData Technology Partner Directory Discover ISV solutions to fit your needs Solutions Partner Directory Connect with our network of authorized Service Integrators Featured Partners LeanData’s integration with Salesloft allows a user to route prospects to the right reps. Slack has transformed business communication– it’s the platform where work can happen. Expertly target and engage high-value accounts when they’re ready to buy. LeanData’s integration with Outreach allows a user to route prospects to the right reps. Learn About Our Partners Resources Resources Resource Center Blog eBooks &amp; Guides Data Sheets Webinars Videos OpsStars Community Learning Learning Center Certification Tips & Tricks Support Help Center Company About Us Learn more about us and our mission Newsroom Keep up with what’s new at LeanData Events Stay up to date and network with industry professionals at our upcoming events Careers Join the LeanData team Contact Us Get your questions answered - contact us now In the Spotlight Press Release LeanData Launches OpsStars 2026 as a Standalone Conference Press Release HBR Research Reveals Execution Gap in B2B Go-to-Market Strategy Request a demo Home Resources Resource Center All the authoritative go-to-market content you need to maximize the effectiveness and efficiency of your revenue teams Solution Brief Turn Every Qualified AI Conversation into a Booked Meeting LEARN MORE AI Account-based BookIt Buying Groups Buying Journey Customer Experience Customer Story Digital Transformation Engagement Event Management FinTech Information Technology Insurance Integrations Intelligent Go-to-Market Orchestration Lead Management Lead Response Time Lead Routing Lead-to-Account Matching Marketing Operations OpsStars &nbsp;&nbsp;&nbsp;OpsStars 2023 &nbsp;&nbsp;&nbsp;OpsStars 2024 &nbsp;&nbsp;&nbsp;OpsStars 2025 Orchestration Post-Sales Operations Revenue Orchestration Routing Sales Scheduling Speed to Lead Tech Stack Things You Didn&#039;t Know Tips &amp; Tricks Customer Success Digital Transformation Information Technology Insurance Marketing Operations Sales Customer Story Demo Infographic Interactive Tour Solution Brief Video Webinar eBook Clear All Showing 1-6 out of 35 found articles Sort by: Newest Customer Story How Uber Increased Deal Velocity by 68% with LeanData Hear how Uber for Business built an agile, AI-powered GTM engine that delivers shorter sales cycles and a 53% increase in win rates. Customer Story How Zoom Used Intelligent GTM Orchestration to Break Down Operational Silos &amp; Increase Revenue By breaking down silos and leveraging LeanData’s Intelligent Go-to-Market Orchestration, Zoom transformed their GTM operations, achieving faster lead routing and a significant increase in conversion rates. Customer Story How Veeam Unlocked Hidden Pipeline and Boosted Opportunity Value by 200% with LeanData Veeam revolutionized its go-to-market strategy by leveraging LeanData to unify fragmented buyer signals, align teams around opportunities, and achieve a 200% increase in opportunity value while boosting pipeline efficiency by 50%. Customer Story How Meltwater Monetized Untapped Intent Signals and Drove Global GTM Alignment See how Meltwater leveraged LeanData and BookIt to automate its GTM engine, turning untapped intent signals into revenue while dramatically accelerating deal cycles. Customer Story How Uber Bridges the AI-to-Sales Gap with Agentforce + BookIt Hear how Uber for Business used LeanData BookIt and Salesforce Agentforce to increase deal velocity by 68% and win rates by 53% through AI-powered scheduling. Customer Story How Brandwatch Doubled Conversion Rates with Intelligent GTM Orchestration Brandwatch transformed its go-to-market operations by replacing manual processes with LeanData’s intelligent GTM orchestration, resulting in 2x conversion rates. 1 2 3 &hellip; 6 Subscribe to our newsletter The latest news, articles, and resources, sent to your inbox monthly. Platform Why LeanData Product Overview Integrations Pricing Orchestration Scheduling Use cases Lead Delivery Revenue Conversion Salesforce Orchestration Partners Partners Overview Partner Referral ISV Partners SI Partners Company About us Newsroom Events Careers Contact us Resources Learning Center Resource Center Customer Stories Blog Help Center Functions Marketing Sales Operations Customer Success IT Professionals &copy; 2026 LeanData Inc. All rights reserved. LeanData and OpsStars are trademarks of LeanData, Inc. Privacy policy Cookies Declaration MSPSA