Palo Alto Networks Sees Revenue Increases with Buying Groups Strategy

LeanData

Palo Alto Networks sells high-consideration cybersecurity products and services where the purchase decision is typically made by multiple individuals on a buying committee. However, existing demand generation efforts were based on one-buyer, lead-centric models that failed to recognise all members of a Buying Group. Faced with low lead conversion rates, wasted marketing effort, and friction between sales and marketing, they sought out new solutions that would improve lead quality, pipeline velocity, and ultimately drive more revenue. This customer story highlights more about how Palo Alto Networks’ saw a significant positive impact on revenue with Buying Groups strategy.

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Insights for Professionals

When done well, LinkedIn can be a powerful tool for connecting with prospects and boosting sales. But when it comes to social selling, recent trends have caused LinkedIn users to become frustrated with the inauthentic way salespeople use the platform.

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