"We needed a strong rules-based lead distribution engine and that’s what MarketNet really specializes in.”
If your territories were as simple as the lines on a map, life would be easy. But tightly defined territories with no overlap rarely exist. As an innovative part of incommand, our Territory Manager is built to handle the complexity of real-life lead distribution.
To best suit our clients who sell through reseller channels, we have automated the lead distribution process in a way that defines “territory” according to a multitude of factors. The Territory Manager tool gives you the flexibility to ensure fair and equitable lead distribution for all sales outlets while making sure the lead is serviced by the dealer best equipped to handle their needs.
What is a “territory”?
Most lead management tools use only geography to define territories. But in a complex reseller environment, we know there are many factors contributing to the decision of which dealer should get a lead. We let clients define “territory” by a number of characteristics including geography, vertical market, product or service focus, and even dealer sales performance so your leads truly get the best experience.
How does it work?
In order for our system to consider all the different factors affecting lead distribution, we first have to set up the rules in the Lead Distribution Rules Engine. The Rules Engine is basically a drag-and-drop flow chart, giving you full customization capabilities.
Get a glimpse of the Rules Engine Flow from the screenshot below. On the left side of the screen is a list of possible rules you can drag over and connect in the order you want the system to check them. The Rules Engine starts with checking the first rule, then, based on the outcome, follows the connection to the next rule, and on and on it goes until it has narrowed down the most capable dealer/salesperson for the lead.
When designing the Rules Engine Flow, you have the ability to:
- See the flow laid out visually
- Choose the rules checked by the engine
- Determine the order of the flow
- Test the flow
- Save different versions of the flow
The Rules Engine is also useful as a backtracking tool. After a lead is distributed to a dealer or salesperson, the path they took to get there is saved in the flow. If there are any issues with where the lead ended up, you can always return to the flow and make adjustments.
Unlike most CRMs, incommand’s Territory Manager lets you factor in a multitude of “what-ifs” and then automates the process. Instead of spending time flip flopping between dealers that will best serve each lead, you can sort it out once for all when creating the flow and let the Rules Engine do all the thinking for subsequent leads.
In the complex world of channel networks, the Lead Distribution Rules Engine takes on the role of traffic cop, telling sales leads where to go and when. We are constantly working to make it the most customizable, easy-to-use, and effective tool in lead distribution management, so you can save your brain power for solving problems elsewhere.