Handling named/major accounts

[Anonymous]

Hey all - we've got an outside sales team with named accounts - meaning each rep has about 15-20 accounts that they are responsible for on an ongoing basis.

We've been asked, by sales, if there was anyway to make sure inbound leads from those accounts get sent to the right outside rep.  We've been thinking about different approaches to make this work - but I wanted to see if others had run into the same issue, and, more importantly, were you able to come with a scalable solution.

The issue that I see is that company name, as entered by the prospect, could be any variation on a given company name.  So one person my put "MyFood, Inc." while another might put "Myfood".

Anybody dealing with the same issue?  Thanks in advance for your thoughts.

[Anonymous]

We have the same issue and are investigating Reachforce to allow for standardization of the the company name on form fills.  Marketo currently uses Reachforce for their form fills.  You could potentially use the email domain to establish the connection, especiallly if you only allow non-public email domains in your form fills as we do.  Another complication of this approach is where there may be multiple child Accounts that all have the same email domain, but have different owners.

[Anonymous]

We use email domains. I made segments of these domains for the different reps.

I know this won't catch everyone but it's a start.

[Anonymous]

@Kim - when you say you "Made segments of these domains" - can you be a bit more specific?  Not sure what you mean by segment in this case.

[Anonymous]

Sure. For our assignment rules, I created a Segmentation called "territory". Within this segmentation I have segments (some location and some named accounts).

So for example I have many segments that are just Northeast, Canada-West, Northern Europe, etc. (there are a ton of these). And in these segments I use the appropriate filters for the states/regions and also include email address not contains (and here I list all of the domains of our named accounts). Then the named account segments I use the filter email address contains (@---.com, etc).

Then in the assignment rules when they reach a certain score or whatever the criteria is, in the flow I say "If Territory segment is --, then assign to --"

Hope I explained it a little better!

[Anonymous]

We typically use email domains