Contents:

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

 

Overview

The Prospect to Opportunity (P2O) Node is used to find the best Opportunity the routed Prospect matches to in your instance of Salesforce. When a Prospect enters the node, the node will look for Opportunities to match to the Prospect. Using selected Filters, the node will find any potential Opportunities to match to the routed Prospect. When multiple potential Opportunities match to the Prospect, the node will use the configurable Tiebreaker rules to determine the best Opportunity to match to the Lead. The P2O node typically requires that an Account Match has been made earlier in the Calendar Router Graph. 

 

Example: Sophia is the LeanData admin for Lighthouse Development. In her Calendar Graph, she needs to match the routed Prospects to their matching Opportunities, if any. She configures the P2O Node, with Filters and Tiebreakers to match to the best Opportunity. Using the Filters, she ensures that the routed Prospects are not matched to Opportunities with inactive Owners. 

 

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 Opportunities. 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 Opportunities
• Prioritize Matched Opportunities
• 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 Opportunity 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 graph, the description will help them to understand the goal of the customizations.

 

Filter Matched Opportunities

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 Opportunities from matching to the Prospect. In our example, we are including only Opportunities that have a dollar amount greater than $10,000. 

Please Note: The P2O node does not require that a Account Match has been made earlier in the BookIt Router Graph.

 

Value/Field

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

 

When using Value, you are looking for a specific value in a field on the Opportunity record. For example, if you wanted to filter opportunities with a dollar amount over 10,000, you could select the Amount Field, set the Operator to Greater Than, and enter the dollar amount in the Value field.

When using Field, you are comparing the value of a field on the Opportunity record with a field on the routed Prospect. For example, if your goal is to compare the Country of the Owner on the Opportunity record to the country variable on the routed Prospect, you could select Owner.Country from both Matched Opportunity Field and the Variable field. Setting the Operator to Not Equals ensures that the Logic rule will look for the same Country on the Opportunity record and the routed Prospect. 

For each condition you add, you will see:

• Field: The Field selector will give you a list of all the fields on the Opportunity 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. 

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 Opportunities with Inactive Owners

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

 

Prioritize Matched Opportunities

In the Prioritize Matched Opportunities section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple Opportunities that can match to the routed Lead record. Tiebreaker rules are processed from the top down and are used to narrow the pool of possible Opportunity 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 Opportunity remains. This Opportunity will be matched to the routed Lead. The L2O node includes a set of default Tiebreaker rules. You can:

• Edit the existing rules
• Add/remove rules
• Change the order of the rules

 

Editing a Rule

To edit a rule, simply click in 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 Opportunity 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 Opportunity 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 Opportunity with the Min (oldest) created Date. She sets the Opportunity Created Date to MIN to ensure the tiebreaker looks for the oldest Opportunity that matches.

 

Advanced Settings

Node Edges

There are 3 exit edges from a 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 2 Opportunity node is used to identify the Opportunity the routed Prospect best matches to. Using configurable filters and Tiebreakers, the node will find the best Opportunity to match to the Prospect. 

 

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