LeanData is an application used within Salesforce (SFDC) to process and assign lead and account records. LeanData allows for the creation of dynamic and complex record routing to support Go-to-Market (GTM) strategy.
LeanData assigns each lead record to the member of the Sales Development (SDR) organization who is responsible for engagement and qualification of that individual using the lead routing workflow outlined below. LeanData assigns each account record to the appropriate member of the Sales organization using the account routing workflow outlined below. Other Salesforce objects, including the contact object, are updated and maintained through workflows and processes outside of LeanData.
The LeanData lead routing flowbuilder can broken into three major sections: record validation, lead to account match and unmatched lead. This flowbuilder is live, meaning it monitors lead records as they're created or updated.
This initial phase reviews new and updated lead records to ensure they meet the criteria to route to an SDR. These checks include confirming:
Do Not Route?checkbox is not checked.
Person Scoreof the lead record is greater than or equal to 0. Note this means leads without a
Person Scoreor leads that have a
Person Scoreless than 0 will continue to be owned by the integration user that created the record. Also, the current
Person Scorethreshold is a change from previous routing rules and at the moment, only impacts new leads, not historically created records.
Actively Being Sequencedcheckbox is not checked.
Last Interesting Momentdoes not require specialized routing or supression from SDR organization.
Records that meet all record validation criteria and can be matched to an existing Salesforce account by LeanData are then assessed using the workflow below. If LeanData is able to identify the SDR responsible for engaging the lead, the record is assigned. If LeanData is not able to identify the aligned SDR, the lead progresses to the unmatched lead workflow.
SDR Assignedmatch - The custom account object field
SDR Assignedis populated with SDR responsible for engaging and qualifying the lead. When a lead is matched to a PubSec account or there is not an owner mapping available, LeanData references the
SDR Assignedfield on the matched account record and routes the lead to the SDR listed, if the field is populated. This field is used as a secondary routing mechanism for leads that match to Salesforce accounts because the
SDR Assignedfield is not maintained by an automated workflow and therefore relies on manual updates by the SDR organization or Marketing Operations team.
Leads that match to accounts but are not able to be routed via owner mappings or the
SDR Assigned field as well as leads that do not match to accounts are routed using LeanData's territory management functionality.
The account routing flowbuilder leverages LeanData's territory management functionality to populate or update the
[TSP] Area, and
[TSP] Approved Next Owner fields on the account object. LeanData monitors for changes to the
[TSP] Last Update Timestamp field to know when an account record is ready to be processed. Details about the TSP process can be found on the Sales Operations handbook page.
New hire? Territory change needed? If requesting a proactive update to the lead routing workflow, open an issue using the LeanData change request issue template.
Lead volume low? Receiving leads from an account or territory you're not assigned to? If you think you've found a bug :bug: in existing lead routing logic, open an issue using the bug request issue template.
Open a Marketing Operations issue following the format in the issue template.