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Lead Management: Build or Buy Checklist

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CHECKLIST Buy or Build Lead Management Use this reference guide to understand the required capabilities, weigh the factors, and calculate the TCO of building your own lead matching or routing solution. CAPABILITIES Matching Match: Leads to accounts Leads to leads Leads to opportunities Contacts to contacts Etc… Match using multiple fields: Company name, email domain, website, phone number, location Match records in real-time Use fuzzy logic algorithms Keep data native to your CRM Allow for custom tiebreaker + match rules Address complex parent-child account hierarchies Use rules for duplicate accounts Augment leads with account data (e.g. revenue) Route any CRM object: lead, contact, account, campaign, opportunity Ensure equal assignment of leads among sales reps Allow round robin, territory-based, account-based, SLA routing, etc. Automatically trigger outbound motions Auto-create and route opportunities (auto-conversion within CRM) Assign upsell and cross-sell opportunities within accounts Audit logs and routing insights to diagnose future issues Routing

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