Contents:

• Overview
• Customization
• Filter Matched Accounts
• Prioritize Matched Accounts
• Advanced Settings
• Summary

 

Overview

The Prospect to Account (P2A) Node is used to establish a connection between the routed Prospect record and Account records in your instance of Salesforce. When a Prospect enters the node, the node will look for Accounts to match to the Prospect. Using a combination of LeanData’s fuzzy matching logic and any selected Filters, the node will find any potential Accounts to match to the routed Prospect. When multiple potential Accounts match to the Prospect, the node will use the configurable Tiebreaker rules to determine the best Account to match to the Prospect.

 

Example: Lana is the LeanData admin for Lighthouse Development. In her BookIt! Graph, she needs to match the routed Prospects to any matching Accounts. She configures the P2A Node, with Filters and Tiebreakers, to match to the best Account. Using the Filters, she ensures that the routed Prospects are not matched to inactive Accounts. 

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 matched Accounts. 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 Accounts
• 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 Account 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 Accounts

Use the Filters to include or exclude matches based on the conditions you set on the node. You can use Filters to include or exclude Accounts from matching to the Lead record. In our example, we are excluding Accounts that have an Account Status of inactive (Active = No). This ensures that we will not match the Lead record to an Inactive Account. 

 

Value/Field

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

 

When using Value, you are looking for a specific value in a field on the Account record. For example, if you wanted to filter for Active Accounts, you could select the Active Field, set the Operator to Equals, and select either Yes or No from the Value pull-down menu.

When using Field, you are comparing the value of a field on the Account record with a variable on the routed Prospect. For example, if your goal is to compare the Billing Country field on the Account record to the Country Variable on the routed Prospect, you could select Billing Country from the Matched Account Field and Country in the Variable field. Setting the Operator to Equals ensures that the Logic rule will look for the same Country on the Account and the Prospect. The label above the Value field will change to Lead Field.

For each condition you add, you will see:

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

You can add as many conditions as needed to create the desired Filters. 

Please Note: To extend the capabilities of tiebreakers, LeanData incorporates some additional fuzzy matching capabilities if you use the following tiebreakers:

• Website EQUALS Website - This will compare Account and Prospect Domains. Use Website STARTS WITH Website if you need to strictly compare only the Website fields
• Company EQUALS Account Name - this will do a fuzzy comparison between the Prospect’s Company and the Account Name, instead of a strict comparison
• Street Address EQUALS Billing Address - this will do a fuzzy comparison between the Prospect’s Street Address and the Account’s Billing Street Address instead of a strict text comparison.

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 Accounts with Inactive Owners

This option, when checked, will prevent Accounts with inactive owners from being matched to the routed Lead.

 

Prioritize Matched Accounts

In the Prioritize Matched Accounts section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple Accounts that can be matched to the routed Prospect. Tiebreaker rules are processed from the top down and are used to narrow the pool of possible Account 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 Account remains. This Account will be matched to the routed Prospect. The P2A 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 into 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 account 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 account 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 Account with the Min (oldest) created Date. She sets the Account Created Date to MIN to ensure the tiebreaker looks for the oldest account that matches.

 

Advanced Settings

Under the Advanced Settings you will find the setting to configure where the Prospect is routed to based on whether it does/does not match to an existing account.

Node Edges

There are 2 exit edges from a P2A 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.

 

Summary

The Prospect to Account node is used to identify which Accounts are potential matches, and using configurable filters and Tiebreakers, the node will find the best Account to match to the routed Prospect.

 

For more information on working with router flows please see our BookIt FlowBuilder Guide.