If you’ve tried to match leads to existing accounts in Salesforce, you know there’s just no easy way to do it. LeanData addresses this gap by automatically matching leads to accounts. But wait, there’s more. It also makes creating and making changes to your lead routing rules a snap. Since a survey found that more than 25 percent of marketing-generated leads are assigned to the wrong account owner, this can be a game changer for many marketing teams.
LeanData is a standalone tool that resides in Salesforce — meaning your sales reps don’t have to log in to another tool to access it. They can do everything they normally do — and more — from within your Salesforce instance. It’s also Marketing Automation platform-agnostic (as long as your MA platform is integrated with Salesforce).
With LeanData’s routing capabilities, admins can quickly and effectively create new frameworks for how leads, contacts, accounts, and opportunities are managed inside of Salesforce, and iteratively test and deploy them — without a ton of coding experience.
Want to start with your existing Salesforce lead assignment rules? No problem. You can easily move your existing rules into LeanData’s intuitive, graphical user interface. It’s easier to visualize what’s going on, and it’s easier to make changes and understand how those changes will impact your business.
LeanData’s unique graph style layout and highly configurable match, decision, and action nodes make it much easier for a solutions architect to get up and running.
You can also wrap several complex Salesforce operations into each individual node. For example, as new inbound leads come into Salesforce, you can do deduplication on the fly. And if a contact already exists, you can merge a duplicate lead into the existing contact record with ease.
In addition, LeanData offers some unique features and capabilities that provide even greater routing and workflow flexibility:
- Round Robins: Round Robins aren’t just for sports championships anymore. If you want to send more leads to certain sales reps based on specific criteria, for example, you can easily adjust scheduling to account for each rep’s availability. You can also adjust the weights inside the
round robins, so your top performers receive more leads. And if you move to an entirely ABM strategy, you can Round Robin both contacts and
- Pools: You can also create pools of Salesforce users that correspond with how your inbound teams are broken up (e.g., regionally, by lines of business, by product, enterprise vs. SMB, etc.).
- Partner App Integrations: LeanData also offers several integrations with partner apps, including Slack, Salesloft, and Outreach, to further streamline workflows within Salesforce.
LeanData in action
One of our large, enterprise clients was using lead assignment rules within Salesforce to move leads into queues. Their sales reps would then manually pick up the leads from those queues.
They had been using the same assignment rules for their North America and international sales teams when it became necessary to modify how leads were assigned to their North American reps. Using LeanData, they were able to easily map out their existing Salesforce lead assignment rules into LeanData and implement a new process for their North American sales reps — without having to rewrite a bunch of custom code in Salesforce.
Having a tool like LeanData, which doesn’t require hiring an experienced or third-party developer, can also keep smaller and mid-size enterprises lean (see what I did there?) and self-sufficient.
Match, route, and attribute your leads with accuracy and efficiency
LeanData makes it much easier to architect and manage complex lead routing frameworks across multiple objects. And it houses everything in a single application, instead of being spread out within Process Builders workflows in Salesforce. You can also take advantage of LeanData’s attribution capabilities to demonstrate marketing’s revenue contributions.
While we officially announced our partnership this past February, we’ve been building out LeanData implementations for our clients for the past several years. Our LeanData Services can help get your organization up and running quickly, so you can match new leads to the right accounts and get them to the right reps for follow-up.
Bray Coleman, Solutions Architect, designs solutions in marketing automation to help our clients see their campaigns achieve their fullest potential. When he’s not building solutions for our clients you’ll find him chasing his kids, or in the ocean chasing waves.