Contents:

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

 

Overview

The Lead-to-Lead (L2L) Node is used to match the routed Lead record with other related Lead records in your instance of Salesforce. When a Lead enters the node, the node will look for related Leads that match to the routed Lead. Using a combination of LeanData’s fuzzy matching logic and any selected Filters, the node will find any potential related Leads to match to the routed Lead. When multiple potential related Leads match to the routed Lead, the node will use the configurable Tiebreaker rules to determine the best related Lead to match to the routed Lead. 

 

Example: Megan is the LeanData admin for Lighthouse Development. In her Router flow, she needs to match the routed Leads to their matching Accounts. But, if a routed Lead does not match to an existing Account, she configures the L2L node to look for related Leads in the system. When a related Lead is found, she can route the Lead to the owner of the related Lead so that the same person is working the related Leads and improving the buyer experience.

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 related Leads. 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 Leads
• Prioritize Matched Leads
• 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 Related Lead 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 Leads

Use Filters to include or exclude matches based on the conditions you set on the node. You can use Filters to include or exclude Leads from matching to the incoming Lead record. In our example, we are excluding Leads that are owned by System Administrators.

 

Value/Field

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

 

When using Value, you are looking for a specific value in a field on the related Lead record. For example, if you wanted to filter out related Leads created by System Administrators you can look for the value of System Administrator in the Owner.Profile.Name field.

When using Field, you are comparing the value of a field on the related Lead record with a field on the routed Lead record. For example, if you want to filter for related Leads that are from the same country as the routed Lead, you can compare the Country field on the related Lead with the Country on the Routed Lead using the Equals operator.

For each condition you add, you will see:

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

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 Leads with Inactive Owners

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

 

Prioritize Matched Leads

In the Prioritize Matched Leads section you will see a list of rules called Tiebreakers. These rules are applied after filters if there are multiple related Leads 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 related Lead 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 related Lead remains. This Lead  will be matched to the routed Lead. The L2L 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 Lead 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 Lead 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 Lead with the Min (oldest) created Date. She sets the Lead Created Date to MIN to ensure the tiebreaker looks for the oldest Lead 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.
• Multiple Matches Identified: If LeanData has more than one match remaining after your Filters, and you would like to take a different action than identify one best match, you can direct this edge to your desired action. This option is disabled by default. Upon enabling, you will also have to remove any Min/Max tiebreakers.

 

Summary

The Lead to Lead node is used to match a routed Lead to a related Lead that best matches to it. Using configurable filters and Tiebreakers, the node will find the best related Lead to match to the routed Lead.

For more information on working with router flows please see our Lead Router Guide.