February 2023 - 1.592 Release Notes

Revenue Orchestration Platform

Related Record Updates

Automatically update records associated with a routed record to ensure consistency and effective rep outreach! LeanData’s existing Update and Assign Owner nodes have expanded to allow field updates and owner assignment for any related record. This opens the door to valuable use cases, including: updating an Account field based on a new Contact assignment, updating a Lead field based on an updated Campaign Member, and many more! With enhanced routing flexibility, Related Record Updates helps you align record data, boost rep productivity, and reduce any technical debt related to maintaining data consistency.   

Who: Available for customers with the Premium package.

How: Available in all FlowBuilders. Navigate to LeanData > Routing > FlowBuilder > Action > Update or Assign Owner node to get started! 

Use Cases:

• Improve data accuracy & consistency: Automatically update a related record’s fields or ownership based on information on the routed record (i.e. Owner, Status, and more!) 

Some examples: 

• • When the Owner of a Contact is updated, automatically update its matched Account with the same Owner.
  • Check if at least one Contact on an existing Account is an active user. If so, update a custom field on the Account record to show “Active.” 
  • If a new Opportunity is created for an existing customer Account, check to see if there is an active CSM on the Account. If not, assign a new CSM to the Opportunity, and update the CSM field on the related Account to reflect the new Customer Success Manager’s information. 
  • When a Campaign Member field is updated, ensure the related Lead or Contact field is also updated with this information. 

Custom Match Fields 

You can now supplement LeanData’s Fuzzy Matching Algorithm with custom match fields! Under the Matching Settings page, you now have the flexible option to add an additional custom field for each of the default fields that our algorithm references for fuzzy matching. Once a new field is added, LeanData’s fuzzy matching algorithm will consider both the new and default field when determining a potential match. 

In cases where your organization would like to automatically match Leads to Accounts when an exact match is found on a specific field (i.e. a Lead and Account record have the same Dun & Bradstreet ID), you can now add a Special Matching Field to ensure records meeting this criteria will always be matched. 

Who: Available for customers with the Advanced or Premium packages. Also available for customers with BookIt.  

How: Applies to Lead, Contact, and Account objects.Navigate to LeanData > Matching > Matching Settings > Matching Fields to get started.

Learn: For more information on the Custom Match Fields please see our Match Settings Guide

Use Cases:

• Improve matching accuracy:
• ex) Add a field from an Enrichment vendor, in addition to the fields collected from the prospect on the webform, for LeanData to evaluate while matching objects.
• ex) In cases where your organization would like to automatically match Leads to Accounts when an exact match is found on a specific field (i.e. a Lead and Account record have the same Dun & Bradstreet ID), you can now add a Special Matching Field to ensure records meeting this criteria will always be matched. 

Hold Until Enrichment Node

Improve your speed-to-lead and routing accuracy with the new Hold Until Enrichment node! You can now selectively enrich Leads and Contacts using any Enrichment vendor that populates fields in Salesforce. This includes Clearbit, Cognism, SalesIntel, ZoomInfo, and more!

With the most up-to-date context, your organization can more accurately qualify, match, and route to improve response times and effectiveness. Leverage the Hold Until Enrichment Node to easily configure enrichment conditions, evaluate whether specific fields on a record have been updated by your Enrichment vendor, and route the record appropriately based on the outcome (i.e. Enrichment Complete, No Match, Enrichment Error, Time Expired). 

Need to understand why a record was not enriched? You can view the full path, outcome, and reasons within Audit Logs.

Who: Available for customers with the Advanced or Premium packages.

How: Available in Lead and Contact FlowBuilders. Hop into your Lead or Contact graph and navigate to Track & Report > Hold Until Enrichment to get started. 

Learn: For more information please see our Hold Until Enrichment Node Guide

Use Cases:

• Improve territory-based routing: Selectively enrich records that are only missing critical location information to improve how records are routed in territories.
• Assign then enrich for context: If a rep was assigned a record that doesn’t have sufficient information, enrich it to gather full context on the record.
• Qualify then enrich: Gather full context on leads that have had a significant engagement with sales reps.
• Enrich without holding: Immediately enrich records when they need it rather than forcing all records to wait for enrichment. 
• Enrich every record fully: Improve matching and routing accuracy by gathering as much context on a lead as possible, then matching the lead to an account.
• Re-enrich dormant records: Enrich leads or contacts that have had no activity within the past 6 months.
• Improve enrichment reporting: Track and report on the average time to enrichment, helping you make better decisions on how to optimize response times and sales strategies. 

Cloudingo Integration 

Enhance your data quality, assignment accuracy, and productivity by orchestrating intelligent plays around data you trust. The Cloudingo Integration instantly deduplicates Leads and Contacts as they’re routed through your graph, reducing any need for manual triage. Leverage the new Cloudingo node to select the duplicate record (i.e. Matched Lead) that will be used to merge with your routed record (i.e. Routed Lead). The two records will then be sent to Cloudingo and merged based on Cloudingo’s Merge Settings which can be configured to preserve values on a field-by-field level. For details on why or how a record was merged, hop over to Audit Logs! 

Who: Available for customers with the Advanced or Premium packages.

How: Available in Lead and Contact Routers. Navigate to LeanData > Integrations > Cloudingo to get started. 

Learn: For more information please see our Cloudingo Merge Records Node Guide

Use Cases:

• Enhance Data Quality: Instantly identify duplicate Leads and Contacts and specify fields that should be prioritized, kept, or combined during merging. Examples include:
  • Preserve Original Lead Source Fields: Merge duplicate Leads and keep the Lead Source and Lead Source Detail fields on the oldest record to know exactly where the Lead originally came from.  
  • Prioritize Working Status Field: As new Leads enter Salesforce, check for duplicate Leads. If one exists, merge it with the new Lead record. If the existing Lead’s Status happens to be “Working,” ensure this status is kept during merging to prevent any disruption to an existing sales cycle. 
  • Preserve Do Not Call Field: Merge duplicate Contacts as they are identified; If one of the Contacts has a “Do Not Call” field checked, ensure it is never overwritten when the duplicates are merged. 

• Sum Lead Scores: When merging duplicate Lead records, sum the Lead Scores to help sales and marketing teams prioritize efforts effectively. 
• Append Notes: Carry over Notes on any duplicate Lead or Contact to provide teams with all the context they need to make the right engagement. 
• Accelerate Speed-to-Lead: Eliminate duplicates as records are routed through your graph, eliminating any need to wait for deduplication to happen at a specified time. With real-time deduplication in LeanData, confidently route records to the right rep for appropriate follow-up. 
• Maximize Rep Efficiency: Eliminate time wasted on manual duplicate triage and record assignments. Clean duplicate Leads and Contacts as they’re routed, and assign them to the right owner to ensure your reps are always acting on reliable record data. 
• Improve Marketing, Sales, and CS Alignment: Eliminate dirty data that creates orchestration breakdowns across functions and inconsistencies in Salesforce reporting. Clean duplicate records as they’re identified, improve account insights in sales cycles, and create reports that all revenue teams can trust.

Crossbeam Integration 

Boost partner collaboration, prioritize sales activities, and accelerate sales cycles with the new Crossbeam Integration! The new Crossbeam node automatically surfaces valuable partner overlap data related to your Accounts and Opportunities that can be shared via Salesforce Tasks or instant notifications. Leverage this to provide sellers the context they need to effectively prioritize their activities and collaborate with key partners to close deals faster. 

Who: Available for customers with the Advanced or Premium packages. 

How: Available in Account and Opportunity Routers. Navigate to LeanData > Integrations > Crossbeam to get started.

Learn: For more information please see our Crossbeam Integration Node Guide

Use Cases:

• Partner Collaboration Signals: When an Opportunity is created, automatically surface the key partners that share the Opportunity’s Account as either an existing customer or open opportunity. Leverage this context to create a Salesforce Task for your rep or send a customized notification with next steps for initiating partner collaboration.   
• Contextual Partner Collaboration: When an Opportunity is updated with information indicating deal risk (i.e. feature gap, competitor, single thread), automatically surface the right partner that a rep can collaborate with. 
• Partner Collaboration SLAs: Keep the revenue team accountable to collaborating with a partner during the sales cycle. Surface key partners and create a Salesforce Task for the rep to collaborate with at least one identified partner. Set up automated reminders and track progress with the Hold Until Activity Report. 

Bulk Sync Conditional Pools 

Ensure your Conditional Pools are always up-to-date with a single click! The new Sync Membership option under the Bulk Actions drop down reduces manual steps tied to Pool maintenance, helping you boost productivity and handle organizational changes in stride. As Users move or change roles within your company, simply select the relevant Conditional Pools and use the Sync Membership bulk action to update every Pool with the right team members. Navigate to LeanData > Pools >  Bulk Actions > Sync Membership to check it out!

Who: Available for customers with the Advanced or Premium packages & BookIt.

How: Available in Account and Opportunity Routers. Navigate to LeanData > Pools >  Bulk Actions > Sync Membership to get started.

Learn: For more information please see our Round Robin Overview

BookIt

Meeting Metrics Dashboard

Optimize your scheduling strategy with a single view into your top BookIt metrics! The new Meeting Metrics Dashboard in BookIt provides a quick look into key performance metrics across a specified timeframe. Efficiently view scheduled meetings, meeting distribution, form-to-meeting conversion funnel stats, and more to answer the following questions:

• How are my webforms performing?

• Where and why are prospects dropping off?

• How are my meetings distributed to sales team members?

• How are the meetings going?

Who: Available for customers with the Standard package.

How: Navigate to BookIt > Meeting Metrics to check it out! 

Use Cases:

• Form-to-Meeting Conversion Funnel: Visualize how prospects move through each step of your scheduling process. Leverage metrics such as Throughput Rate, % Unqualified, and % Routing Error to quickly assess what’s working and what’s not. Drill down further within Audit Logs to identify areas where you can optimize the scheduling experience.
• Meeting Distribution Chart: Quickly assess how meetings are distributed across team members and tweak distribution logic as needed to ensure reps are meeting their targets. 
• Reporting: Export the data to a CSV file to perform a deeper analysis of your BookIt performance metrics, and create Salesforce reports to share with key stakeholders.

 

 

General Enhancements

At LeanData, we are constantly working to enhance your flexibility and ease of use! Below are the latest enhancements we've made to help you achieve better results. Please see under the Who section the LeanData packages each enhancement applies to.

BookIt Round Robin Enhancements 

You can now add unauthorized users to BookIt Round Robin Pools! With enhanced flexibility, you can minimize delays in setting up BookIt, and begin building or testing pools as your users complete the authorization process.

Who: Available in BookIt.

UI Enhancements 

Minor enhancements made to the Utilized Users chart within the LeanData Dashboard, “What’s New” in FlowBuilder nodes, and visual tools for using Variables in your graph. 

Who: Available in all packages of the Revenue Orchestration Platform and BookIt.