Opportunity Routing - Opportunity to Contact Match Node Guide

Updated September 14, 2023 23:59

Overview

The Opportunity to Contact (O2C) Match Node is used to identify Contacts in your Salesforce instance and match them to the routed Opportunity in Opportunity Router. This node is specific to LeanData Opportunity Router. Once the Contact has been matched to the Opportunity record you can route the Opportunity record to the owner of the matching Contact. The Opportunity to Contact (O2C) Match Node also includes filters and Tiebreakers to help you identify the best Contact record if there are multiple potential Contacts.

Note: The only Contacts that are eligible are Contacts that belong to the same Account as the routed Opportunity. This node is primarily used to apply Filters and Tiebreakers to select the best Contact from those under the Account.

Example: Megan is the LeanData admin for Lighthouse Development. In her Opportunity Router flow, she needs to match the routed Opportunity to the best Contact. She configures the O2C Node, with Filters and Tiebreakers to match to the right Contact. Using the Filters, she ensures that the routed Opportunities are not matched to any Contacts that are set to Do Not Call.

Each Match node includes Tiebreakers to identify the best matched 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 Contacts. These Tiebreakers function just like the Tiebreakers in Tagging. The Tiebreakers in 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 in other match nodes.

Customization

You have a number of options to configure the node.

Node Name
Description
Filter Matched Contacts
Prioritize Matched Contacts
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 Match to Contact. 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 Contacts

Use Filters to include or exclude Contacts from matching to the routed Opportunity record. In our example, we are excluding Contacts that have Do Not Call set to True. This way we will not match to any Contacts that do not want to be contacted.

Value/Field

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

When using Value, you are looking for a specific value in a field on the Matched Contact record. For example, if you wanted to exclude Matched Contacts that have indicated that they do not wish to be contacted, you could select the Do Not Call field, set the Operator to Equals, and select True from the Value pull-down menu.

When using Field, you are comparing the value of a field on the Matched Contact record with a field on the routed Opportunity record. For example, you can filter out any matched Contact where the Lead Source on the Contact does not equal the Lead Source on the routed Opportunity record. To do this, set the Matched Contact Field to Lead Source, set the Operator to Not equals, and then set the Opportunity Field to Lead Source. When you change the selector to Field, the label for the Value field will change to Opportunity Field.

For each condition you add, you will see:

Field: The Field selector will give you a list of all the fields on the Matched Contact 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 Opportunity 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 such as ((1 AND 2) OR 3).

In the example above we use an OR relationship because we are looking to exclude either a Contact set to Do Not Call OR have a Lead Source that does not equal the Lead Source on the routed Opportunity Record.

Prioritize Matched Contacts

In the Prioritize Matched Contacts section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple Contacts that can match to the routed Opportunity record. Tiebreaker rules are processed from the top down and are used to narrow the pool of possible Contact 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 Contact remains. This Contact will be matched to the routed Opportunities The Opportunity to Contact node includes a set of default Tiebreaker rules. You have the following options to modify the Tiebreakers:

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 Contact 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 Contact 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 Contact with the Min (oldest) created Date. She sets the Contact Created Date to MIN to ensure the tiebreaker looks for the oldest Contact that matches.

Set Variable to Matched Contact

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

Under Advanced Settings there are options for setting the targets for the node edges.

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 Opportunity to Contact (O2C) Match Node is used to identify Contacts in your Salesforce instance and match them to the routed Opportunity in the Opportunity Router. This node is specific to the LeanData Opportunity Router. Using a combination of the Filters and Tiebreakers, you can match the best Contact to the routed Opportunity.

For more information on working with Opportunity Router flows please see our Opportunity Routing Guide.

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