Any easier way of assigning lead ownership

[Ari_Echt1]

Hi, 

We have a challenge that arises when bringing back leads from tradeshows and importing them into Marketo/SFDC that I was wondering if anyone has any suggestions, or better workflow. 

We have a sales team structure of BDR's, AE's for midmarket, then Enterprise account executives. 

Our auto-assignment rule for new leads puts them into a round robin for our BDR's. 

I'm trying to determine the best way to check to see if tradeshow list leads who have not been converted to an account are from companies that have an Account in SFDC. If so, they should be assigned to Enterprise account exec account owner, not the BDR.

I know of two options: 

Option 1: 
Have all leads assigned to BDRs and have them manually go through each lead and see if an account exists with that company name, and if so, assign to account owner. 

Option 2: 
Get spreadsheet list of tradeshow names
Copy list of company names from spreadsheet 
Paste into smart list: 

filter #1: company name is (pasted list of company names)
AND 
filter #2: account owner is not empty

This returns a list of leads/companies on the tradeshow list that have an account need to have lead assigned to account owner. 

Then setup smart campaign: 
Trigger: added to list: contains "tradeshow"
Flow: Change Owner
Choice 1: if company name is "A", assign to lead owner for "A"
Choice 2: if company name is "b", assign to lead owner for "b"
Choice 3: if company name is "c", assign to lead owner for "c"....


Neither option 1 or 2 is ideal. Just wondering if anyone else has any suggestions? 

Thanks in advance for any input. 

[Anonymous]

Ari,
I don't have an answer or suggestion, but would be interested in learning what this solution would be as well...

Todd

[Conor_Fitzpatri]

Hi Ari,

I had a similar situation and I used the company email domain to pull out new leads that come from our existing customers.

My campaign is as follows:

Smart List: Email Address contains @companydomain1.com, @companydomain2.com, etc.
Flow: Change Owner - Assign to Rep

I created a report in SFDC of all our current customers that contains the customer email address and Account Owner. Then I exported it to excel and used text to column to create my list of email domains. Last, I created a smart campaign for each rep with the list of the email domains for which they are responsible. I re-run the report every so often to refresh the list.

Since company name can be written in so many different ways, I thought email domain would be a better option. It's not perfect, but it works pretty well.

[Anonymous]

I would question the premise that those leads should be going to the Enterprise Account Reps in the first place. Are you really leaving lead qualification of major accounts to the sales reps? Just because they own those specific accounts, doesn't mean that you need to be throwing a wrench into your lead qualification process.

Or do you have a private sharing model and are simply trying to make those "enterprise" leads visibile to the Enterprise Account Reps, and the BDR's still do the qualifying?

Why can't the BDR's qualify those leads just like they would any other lead, because then when converting the lead, SFDC will look up the account and suggest that you append to an existing account.

Also, usually the Enterprise Account Reps work a specific list of accounts - not just "Accounts that are SFDC". Is there a further designation of an account as "Enterprise" vs not?

Can you clarify?

[Ari_Echt1]

Thanks a lot for the input. I think we'll go the BDR qualification route.

[Anonymous]

So a process change instead of a technical solution?

[Ari_Echt1]

Yes. Process change.