We're excited to launch a new Q&A Series here in the Community! I'll be interviewing customers on one specific topic or use case where they are finding great success and sharing them here. If you have a story you'd like to share, let me know!
First up, we have Brian and Charlamagne sharing their success using Round Robin Capping and Weighting. Also, since they both recently became LeanData Routing Certified, I had to ask them about that too!
Job Title: Technical Director, Marketing Systems
Sales Team Size: 700
Using LeanData since: 6/1/2018
Routing Certified: February 2020
Ashley: What challenges were you facing prior to more advanced Round Robin Capping & Weighting capabilities being added?
Brian & Charlamagne: Our first challenge was that LeanData routes thousands of leads daily to our various sales team by segment. Occasionally, we would face a large influx of leads for a particular segment causing that sales team to be overloaded and conversion rates to drop.
The second challenge was that when new hires join, they need to have their pipeline built up. This typically requires more leads getting routed to them than a typical rep in their segment.
Ashley: How did you work with the LeanData team to solve for this?
B&C: Nathan Schulz on the LeanData team helped us quickly understand out of box functionality and limitations. This gave us direction on how to design our flows to solve challenges listed above.
Ashley: How is Capping and Weighting set up and used today?
B&C: We used Round Robin Capping to address Challenge #1. We designed overflow logic to route excess leads to other qualified teams that have not yet hit capacity. If all teams are at max capacity, we route the excess leads to our SDRs.
We used Weighting Capabilities to address Challenge #2. We will typically route 2 to 3 times the number of leads to new hires for them to quickly ramp up their pipeline.
Ashley: Any best practices or advice you have for someone who is looking to solve similar challenges?
B&C: LeanData makes it really easy to migrate, launch, and roll back new routing flows. We typically will use Salesforce Sandboxes to design, build, and test new routing concepts. We’ve leveraged Custom Nodes to overcome any out of box limitations we ran into with LeanData.
Ashley: What success have you seen?
B&C: We have noticed positive improvements in conversion rates due to these enhancements.
Ashley: You got LeanData Routing Certified in February, why would you recommend others get Certified?
B&C: The one day certification course does an excellent job of packing in a lot of content in an effective digestible manner. I’ve been using LeanData for almost two years now and I still learned some really valuable insights. For users who are new to LeanData, the certification does a great job at quickly emphasizing core functionalities that are important to know when designing a routing solution for your business.
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