Contents:
- Overview
- Use Cases
- 6sense Entry Nodes
- 6sense New Intent Entry Node
- 6sense Updated Intent Entry Node
- Summary
Overview
6sense Intent Based Routing allows you to initiate LeanData Routing and make routing decisions based off of 6sense Intent, automatically distinguishing and routing high-intent Contacts and/or Accounts. With the 6sense trigger nodes you will be able to trigger LeanData Account Routing and Contact Routing for New and Existing Accounts and Contacts via field updates to 6sense fields on the Account and Contact Objects from the 6sense/SFDC Integration.
Example: John is the LeanData Admin for OnPoint Communications. He is currently building their Account Router and Contact Router Flows. He would like to initiate the routing of Contact or Accounts when there are changes to the 6sense fields added to his Contact and Account records. He configures the 6sense New Intent and 6sense Updated Intent nodes to route when there are specific values in the 6sense fields.
Use Cases
When new Accounts or Contacts are created with high intent, or existing dormant Accounts or Contacts show a spike an intent, trigger LeanData Account or Contact Routing to:
- If the owner is active & accurate, notify the existing Account/Contact owner of the spike in intent
- If there is no owner, route the Account/Contact to appropriate SDR/BDR/AE and notify them of high intent spike
- If Account/Contact is in late stage intent as defined by customer (ex: 6sense Account Buying Stage = Decision or Purchase), enforce a follow-up SLA on the rep using Hold Until node for reminders or re-routing after a certain period of inactivity to ensure reps are productive and prioritize their efforts.
- If the Account does not have an opportunity created and goes ‘dormant’, ensure rep’s territories are ‘Dynamic’ and not cluttered with inactive accounts by recycling the Account back to a nurture pool until it shows intent again.
- Trigger contact routing when an account or contact intent score increases in 6sense, sending an immediate notification to the account owner.
6sense Entry Nodes
There are two entry nodes that will allow you to initiate Contact/Account routing from the 6sense Integration.
- 6sense New Intent
- 6sense Updated Intent
These nodes will trigger Account/Contact Routing based on changes to the 6sense fields on an Account/Contact Record. When 6sense and LeanData are used together, additional 6sense fields will be added to the Account and Contact record. Changes on these fields can be used to trigger an Account for Routing.
6sense New Intent Entry Node
If you need to route a new Account/Contact that is created with High Intent from 6sense, you can use the 6sense New Intent Entry Node to specify the values in the 6sense Account/Contact fields that will signal high intent.
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 graph, they will be able to understand the goal of the customizations.
Trigger Rules
The Node has 1 default rule/edge. As you add a new Trigger Rule, you will get a new edge for routing.
In the Trigger Rule, specify the condition that will trigger routing. Each condition is made up of a 6sense Account or Contact field, an operator, and a value. You will also specify the Target for the routing.
You can edit the default rule to fit your specific situation. You can also add any additional Trigger Rules you need.
6sense Updated Intent Entry Node
If you need to initiate routing on an existing Account/Contact that has updated Intent from 6sense, you can use the 6sense New Intent Entry Node to specify the values in the 6sense Account/ContactEvery fields that will signal high intent.
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 graph, they will be able to understand the goal of the customizations.
Trigger Rules
The Node has 1 default rule/edge. As you add a new Trigger Rule, you will get a new edge for routing.
In the Trigger Rule, specify the condition that will trigger routing. Each condition is made up of a 6sense Account/Contact field, an operator, and a value. You will also specify the Target for the routing.
You can edit the default rule to fit your specific situation. You can also add any additional Trigger Rules you need.
Multiple Trigger Rules
You can create multiple trigger rules as needed on the node. Each new rule creates a new edge for records to follow. If using this entry node, you will have to define at least one rule. You can add additional conditions to the rule and/or add additional rules with conditions, allowing you to have very complex triggering rules.
When you have a rule with multiple conditions, LeanData will assume an AND relationship between the conditions. If you need to use an OR relationship, you will have to create another trigger rule.
When using multiple rules, the node will process each rule sequentially until the record meets a rule, and then it will direct the record using the edge for the corresponding rule.
Summary
The 6sense Account and Contact Intent triggers allow you to initiate Account or Contact routing from Intent signals from 6sense. The nodes 6sense New Intent and 6sense Updated Intent can initiate Account routing for New accounts created with high buyer Intent or reroute dormant Accounts when there is a spike in intent.
For more information on working with router flows please see our Lead Routing Guide:
https://leandatahelp.zendesk.com/hc/en-us/articles/360016339074