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 the requirements below.
As of 2020-09-10, AMER, ABM and EMEA leads are eligible to route to aligned SDRs when their Person Score is greater than or equal to 0. APAC and LATAM leads are eligible to route when their Person Score is greater than 15.
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 Assigned matchUsed to route ABM, PubSec, APAC, EMEA Large and AMER Mid-Market leads. The custom account object field SDR Assigned is populated with SDR responsible for engaging and qualifying the lead.
Used to route leads from Named accounts. Owner mappings are maintained within LeanData linking SDRs aligned to Named accounts with an account owner. If a lead is matched to an account with an owner mapping available, the record is assigned to the SDR listed in the owner mapping.
Used to route EMEA Mid-Market leads. LeanData uses a combination of [TSP] Sub-Region, [TSP] Area and Account Owner fields on matched accounts to route leads.
The LeanData account routing flowbuilder leverages LeanData's Territory Management functionality to populate or update the [TSP] Territory, [TSP] Region, [TSP] Sub-Region, [TSP] Area, and [TSP] Approved Next Owner fields on the account object. This flowbuilder is live, meaning it monitors account records as they're created or updated. Account routing does have a 24-hour delay built into the flowbuilder to allow all necessary data append to be complete before the record is assessed by LeanData.
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