Lead-to-Account Matching and Routing Software
Calendly is appointment scheduling software from the company of the same name in Atlanta, Georgia. Calendly is available via a free plan that allows users to book unlimited 1:1 appointments. Paid plans, starting at $8 per month enable meetings with multiple invitees, a customizable…
Chili Piper is scheduling and routing software for B2B revenue teams. Its products help revenue teams increase their inbound conversion rates, increase customer satisfaction, and reach new levels of productivity. The vendor states Companies like Twilio, Forrester, Spotify, and Gong…
LeadData is built around account-based nurturing and account-based reporting. The nurturing aspect allows users to segment inbound leads by account details such as owner, active opportunity, customer, and sales stage. This is available with any marketing automation platform synced…
Phonexa is an all-in-one suite for marketing automation that empowers companies to optimize inbound web and call campaigns, and outbound call, email, and SMS campaigns, all while having the ability to enhance consumer journey every step of the way. Complete with seven turnkey solutions,…
Crossbeam is a partner ecosystem platform from the company of the same name headquartered in Philadelphia. We act as a data escrow service that finds overlapping customers and prospects with your partners while keeping the rest of your data private and secure.
Lane Four is an account-based lead management app on the Salesforce AppExchange that bridge the gap between marketing automation and Salesforce. Numerous SaaS clients are currently using our app to boost their ABM strategies, manage rapid growth, and scale Salesforce across their…
LeadAngel is a lead management system that offers a range of tools and technologies to solve the most complex of Lead Routing challenges, Data Standardization, Company Name fuzzy matching and Segmentation.
Syncari unifies, intelligently augments, and enforces quality of customer data, then makes it available within your departmental applications through modern multidirectional synchronization. The Data Automation Platform helps businesses solve costly data inconsistencies by treating…
Distribution Engine is a rules-based lead assignment engine that ensures your Leads, Opportunities, Contacts (or any standard or custom SFDC object) are automatically distributed to the right team member at the right time. The product is designed for sales operations to easily…
A solution to optimize agent and other employee productivity with intelligent matching. Every organization or department struggles to figure out how to efficiently and effectively distribute hundreds of leads, tasks, and tickets every day. CommPeak Lead Routing automatically matches…
boberdoo.com is a lead distribution software provider for the lead industry, supplying advanced lead and call routing as well as ping post capabilities to clients both domestic and international. boberdoo.com headquartered in Chicago has been operating since 2001 and continues to…
Intelisale is a Saas company dedicated to B2B sales within the wholesale trade and distribution industry. Since 2015 Intelisale aims to improve each salesman’s performance as well as overall organizational goals. Intelisale is bringing productivity improvements by leveraging latest…
Lead Assignment and Distribution Automation systematically assigns or distributes Leads generated through various sources to respective Dynamics 365 CRM users. It helps managers to allocate and distribute incoming leads and customer queries in an organized way ensuring fair distribution…
Marketing & Sales teams can use RevenueHero to qualify, route & schedule meetings with prospects, to increase the volume of potential deals in the pipeline.
Byonic.ai, from Bython Media, provides marketing capabilities that include account intelligence, lead insights, marketing automation and creative content, powered by AI/ML and wrapped in one platform to run marketing campaigns.
Openprise is a data automation solution designed to help business users manage and share big data and create do-it-yourself automation directly from those data. The vendor says Openprise requires no software to deploy and no coding needed; it is designed so that users who are familiar…
Traction Complete develops software that enhances the native capabilities and functionality of Salesforce, with a complete suite of solutions for effortless account hierarchies and simplified, seamless lead management.
What is Lead-to-Account Matching and Routing Software?
Lead-to-account matching and routing software automates the matching of leads to the correct account and then routes the lead to the appropriate sales representative for follow-up. CRM (Customer Relationship Management) software includes basic matching and routing capabilities.
Matching and routing software products are available that integrate with the user’s CRM, providing additional features and support for complex workflows. Some CRM vendors offer the flexibility to build your matching and routing solution within their products.
Lead-to-account matching software uses algorithms, data dictionaries, machine learning, and natural language processing to determine whether the lead is a good match for an existing account and if so, identifies the best match.
Lead routing software filters and prioritizes leads as part of the routing process. Automated lead routing rules can be customized by a variety of criteria:
sales rep availability
territory (geographical location)
The lead can be routed to a sales representative, account owner, customer success manager, round-robin sales team, or anyone else deemed appropriate. The lead can be automatically reassigned if not followed up within a designated time frame. Some routing software can be integrated with cloud-calling solutions that provide the ability to call the leads from the routing software.
Fully automated lead-to-account matching and routing software improves accuracy and reduces lead follow-up time, ultimately enhancing revenue flow. This software is essential for businesses with a high volume of leads. It is used in revenue operations by sales development representatives and account executives.
Lead-to-Account Matching and Routing Software Features
Common features across lead-to-account matching and routing software include:
Lead-to-account Matching and Routing Engines
Realtime Sales Rep Assignments and Notification
Custom Matching and Routing Rules Based on Account and Lead Characteristics
Drag/Drop Tools to Build Complex Lead Matching and Routing
Data Management - Identifies and Removes Duplicate Leads and Accounts
Lead Matching and Routing Audit Trail
Analytics – Lead Distribution and Response Times, Sales Rep Performance
Workflow Management integration
Lead-to-Account Matching and Routing Software Comparison
Consider the following when implementing lead-to-account matching and routing software:
Implementation Options: Depending upon your current CRM system, there are three ways to take advantage of lead-to-account matching and routing software; utilize the features already present in your CRM, build more robust matching and routing software into your current CRM, or purchase a product that will integrate into your CRM. If you will be deploying a new CRM, investigate its matching and routing features to ensure they meet or have the flexibility to meet your requirements in this area.
Entry-level pricing starts at around $25 a month per user, with a minimum number of licenses required to be purchased. Company-wide licensing starts at $500 a month depending upon the number of users and the range of features included.
Some vendors base pricing on the number of contacts supported, for example, 10,000 contacts for $1,000 a month. Others base pricing on the number of users, for example, 100 users for $2,259 a month. Free trials are sometimes available.
Frequently Asked Questions
Benefits of using lead-to-account matching and routing software include:
- Enhanced Revenue Flow: Automated matching helps expedite lead follow-up. Improved response times increase conversions while avoiding mistakes, lost leads, and missed opportunities.
- Improved Customer Experience and Engagement: Correct lead-to-account matching provides sales reps with a complete account history. This eliminates duplicate calls and avoids the awkwardness and inefficiency of ‘cold-calling’ existing customers.
- Increased Productivity and Efficiency: Reduced manual intervention frees up resources for more productive activities. Eliminating duplicate leads facilitates following up on a larger number of leads and defined targeting results in more effective lead routing.
- Improved Performance: Analytics and intelligence support data-driven performance improvement initiatives.