Routing - Lead-to-Opportunity Match Node Guide

Updated May 22, 2024 16:33

Overview

The Lead-to-Opportunity (L2O) Node is used to find the best Opportunity the routed Lead record matches to in your instance of Salesforce. When a Lead enters the node, the node will look for Opportunities to match to the Lead. Using selected Filters, the node will find any potential Opportunities to match to the routed Lead. When multiple potential Opportunities match to the Lead, the node will use the configurable Tiebreaker rules to determine the best Opportunity to match to the Lead. The L2O node typically requires that an Account Match has been made earlier in the Lead Router Flow.

Example: Sophia is the LeanData admin for Lighthouse Development. In her Router flow, she needs to match the routed Leads to their matching Opportunities, if any. She configures the L2O Node, with Filters and Tiebreakers to match to the best Opportunity. Using the Filters, she ensures that the routed Leads are not matched to Opportunities with inactive Owners.

Each Match node includes Tiebreakers to enable making a match to the best record if there is more than 1 possible match. Tiebreaker rules are included in the node configuration to pick the best match when LeanData finds multiple possible matched Opportunities. These Tiebreakers function just like the Tiebreakers in Tagging. The Tiebreakers on the node are local only to the node. Any changes made to the node’s Tiebreakers do not affect the Tagging Tiebreakers or even the Tiebreakers on other match nodes.

Customization

You have a number of options to configure the node.

Node Name
Description
Filter Matched Opportunities
Prioritize Matched Opportunities
Set Variable to Matched Opportunity
Advanced Settings

Node Name

By default, the Node Name is set to Match Node. You can change this label to anything you need. We strongly recommend giving this node a meaningful name such as the goal of the Match Node or simply Opportunity Match. This will help others understand the purpose of the node.

Description
This field is not required but we recommend adding a description to document any customizations made to the node. If someone else needs to take over the management of the flow, the description will help them to understand the goal of the customizations.

Filter Matched Opportunities

Use the Filters to include or exclude matches based on the conditions you set on the node. You can use Filters to include or exclude Opportunities from matching to the Lead record. In our example, we are including only Opportunities that have a dollar amount greater than $25,000. Please Note: The L2O node requires that an Account Match has been made earlier in the Lead Router Flow.

Value/Field

The Value/Field selector lets you choose between filtering for a value in a field on the Opportunity record and comparing a field on the Opportunity record with a field on the routed Lead record.

When using Value, you are looking for a specific value in a field on the Opportunity record. For example, if you wanted to filter opportunities with a dollar amount over 25,000, you could select the Amount Field, set the Operator to Greater Than, and enter the dollar amount in the Value field.

When using Field, you are comparing the value of a field on the Opportunity record with a field on the routed Lead record. For example, if your goal is to compare the Lead Source on the Opportunity record to the Lead Source field on the routed Lead record, you could select Lead Source from both the Matched Opportunity Field and the Lead field. Setting the Operator to Equals ensures that the Logic rule will look for the same Lead Source on the Opportunity and Lead records. The label above the Value field will change to Lead Field.

For each condition you add, you will see:

Field: The Field selector will give you a list of all the fields on the Opportunity record that you are filtering.
Operator: The Operator gives you a condition to apply to the field for the decision. (Example: Contains, does not contain, starts with, is null, etc). The values in the Operator selection change depending on the field selected.
Value/Field: The Value is the value you are evaluating against in your selected field. This is typically a pull-down menu of possible values. If you select Field for Value/Field, you will see Lead Field as the label and the field will be a pull-down of fields on the routed Lead record.

You can add as many conditions as needed to create the desired Filters.

Working with Multiple Conditions

When you edit or add rules, you can have multiple conditions. When you have a rule with multiple conditions you are given the option to specify the relationship between the conditions. By default, you will see an AND relationship. You can change this to OR as needed. You can also use parentheses to group conditions together. Example: ((1 AND 2) OR 3).

Restrict Opportunities to Matched Account (L2A Match Node Required)

Use this option (checked by default) to restrict the potential opportunities to only the ones under the matched Account.

Exclude Matched Opportunities with Inactive Owners

This option, when checked, will prevent Opportunities with inactive owners from being matched to the routed Lead.

Prioritize Matched Opportunities

In the Prioritize Matched Opportunities section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple Opportunities that can match to the routed Lead record. Tiebreaker rules are processed from the top down and are used to narrow the pool of possible Opportunity matches down to the best match. The node will check each rule, one at a time, from top to bottom, until only one remaining potential Opportunity remains. This Opportunity will be matched to the routed Lead. The L2O node includes a set of default Tiebreaker rules. You can:

Edit the existing rules
Add/remove rules
Change the order of the rules

Editing a Rule

To edit a rule, simply click in the rule to open it for editing. You will see the same options as in the Filters.

Adding a Rule

If you choose to add a custom Tie-Breaker Prioritization Rule, click New Rule. There are three rule types; LOGIC, SOQL, MIN MAX.

LOGIC - When configuring a new logic rule, you can use a Field or Field Value from the matched Opportunity level. This works the same as adding Filters
SOQL - You can use a SOQL (Salesforce Object Query Language) string here. More Info
MIN MAX - The field you are choosing is the Opportunity level field. Set the Operator to either Min or Max. Min meaning the lowest possible value and max being the highest. For Date and Time fields, Min equals the oldest date and Max equals the newest date. When applied to time MIN is the oldest time and MAX is the most recent or further into the future.

For example, Mel the LeanData Admin wants to build a tiebreaker rule that will look for the Opportunity with the Min (oldest) created Date. She sets the Opportunity Created Date to MIN to ensure the tiebreaker looks for the oldest Opportunity that matches.

Set Variable to Matched Opportunity

LeanData Routing allows you to store values in a container called a Variable, which can then be referenced later in your routing graph for use in routing decisions and actions. This will allow you to assign recurring values, such as lists of User Ids, email domains, state names or zip codes to a Variable, which can then be used multiple times throughout your routing graph.

By default, LeanData will save the output of the Match Node to a variable for you to retrieve later. You can rename the Variable container as needed.

Advanced Settings

Node Edges

There are 3 exit edges from a Match Node. Under the Advanced settings you can select a target node for each of the edges for what you would like LeanData to do in each of these scenarios.

Match: LeanData has identified a best match based on the algorithm, after applying your Tiebreakers and Filters.
No Match: LeanData has not identified a match, after considering your Filters.
Multiple Matches Identified: If LeanData has more than one match remaining after your Filters, and you would like to take a different action than identify one best match, you can direct this edge to your desired action. This option is disabled by default. Upon enabling, you will also have to remove any Min/Max tiebreakers.

Working with Edges

You can Connect nodes in one of several ways:

Open a node and select the Target through the dropdown next to the condition or outcome you wish to assign. Use the search functionality to narrow the scope of the results. If you want Lead processing to stop at your selected node, simply select End of Flow.

Alternatively you can click the Stop Sign icon to set a particular edge to End of Flow, or click the crosshairs icon to assign that edge visually on the main flowchart graph view by clicking the node to which you would like that edge to proceed.

If you are already in the main flowchart graph view, you can click on the yellow triangle and drag the edge you wish to direct to the next node to which you would like that edge to proceed.

Summary

The Lead to Opportunity node is used to identify the Opportunity the routed Lead best matches to. Using configurable filters and Tiebreakers, the node will find the best Opportunity to match to the routed Lead. The L2O node typically requires that an Account Match has been made earlier in the Lead Router graph

For more information on working with router flows please see our Lead Router Guide.

For questions or additional assistance please contact LeanData Support.

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