Prospect to Lead Match Node Guide

Updated September 25, 2023 22:19

Overview

The Prospect to Lead (P2L) Node is used to match the routed Prospect with a related Lead record in your instance of Salesforce. When a Prospect enters the node, the node will look for Leads that match to the Prospect. Using a combination of LeanData’s fuzzy matching logic and any selected Filters, the node will find any potential Leads to match to the Prospect. When multiple potential Leads match to the Prospect, the node will use the configurable Tiebreaker rules to determine the best related Lead to match to the routed Lead.

Example: Megan is the LeanData admin for Lighthouse Development. In her Router flow, she needs to match the routed Prospect to a matching Account. But, if a routed Prospect does not match to an existing Account, she configures the P2L node to look for a matching Lead in the system. When a Lead is found, she can route the Prospect to the owner of the related Lead for booking.

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 Leads. 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 Accounts
Prioritize Matched Account
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 Prospect to Lead 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 Leads

Use Filters to include or exclude matches based on the conditions you set on the node. You can use Filters to include or exclude Leads from matching to the incoming Lead record. In our example, we are excluding Leads that are owned by System Administrators.

Value/Field

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

When using Value, you are looking for a specific value in a field on the Matched Lead record. For example, if you wanted to filter out Leads that are set to Do Not Call, you would select Value and Do Not Call for the Matched Lead, set equals for the Operator and True for the value.

When using Field, you are comparing the value of a field on the Lead record with a variable on the routed Prospect. For example, if you want to filter out Leads that are from a different country as the Prospect, you can compare the Country field on the Lead with the Country Variable on the Prospect using the Equals operator.

For each condition you add, you will see:

Field: The Field selector will give you a list of all the fields on the Lead 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 Matched Lead Field as the label and the field will be a pull-down of variables on the routed Prospect.

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).

Exclude Matched Leads with Inactive Owners

This option, when checked, will prevent related Leads with inactive owners from being matched to the routed Prospect.

Prioritize Matched Leads

In the Prioritize Matched Leads section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple related Leads that can match to the routed Prospect. Tiebreaker rules are processed from the top down and are used to narrow the pool of possible Lead 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 related Lead remains. This Lead will be matched to the routed Lead. The P2L node includes a set of default Tiebreaker rules. You can:

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

Please Note: You will see error icons for any tiebreakers that use variables that were not mapped in your New Prospect Trigger.

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

Set Variable to Matched Lead

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.

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 Prospect to Lead node is used to match a routed Prospect to a Lead that best matches to it. Using configurable filters and Tiebreakers, the node will find the best Lead to match to the routed Lead.

For more information on working with Router graphs please see our BookIt FlowBuilder Guide.

Articles in this section