CHECKLIST
Buy or Build
Lead Management
Use this reference guide to understand the required
capabilities, weigh the factors, and calculate the TCO of
building your own lead matching or routing solution.
CAPABILITIES
Matching
Match:
Leads to accounts
Leads to leads
Leads to opportunities
Contacts to contacts
Etc…
Match using multiple fields:
Company name, email domain,
website, phone number, location
Match records in real-time
Use fuzzy logic algorithms
Keep data native to your CRM
Allow for custom tiebreaker +
match rules
Address complex parent-child
account hierarchies
Use rules for duplicate accounts
Augment leads with account data
(e.g. revenue)
Route any CRM object: lead,
contact, account, campaign,
opportunity
Ensure equal assignment of leads
among sales reps
Allow round robin,
territory-based, account-based,
SLA routing, etc.
Automatically trigger outbound
motions
Auto-create and route
opportunities (auto-conversion
within CRM)
Assign upsell and cross-sell
opportunities within accounts
Audit logs and routing insights to
diagnose future issues
Routing
