Blueprint 1 · Lead → Cash

Lead Routing & Prioritization

Identify, enrich, and route every inbound lead to the right rep instantly — with full context — so speed-to-lead stops leaking pipeline. Built on LeanData, ZoomInfo, Intercom (Fin), and Common Room.

What Marketing gets: a hot, enriched lead in the rep's Slack within minutes — plus a lead-quality loop (SAL reason codes) back to marketing.

The routing flow

Lead Routing FlowInbound → enrich → match → route → write back, end to end
InboundEntry
Form fill · Intercom Fin chat · intent signal
EnrichZoomInfo
Append firmographics & contact data
MatchLeanData
Lead-to-account mapping
Decision fork — route 4 ways
Existing customerAccount already closed-won
→ CSMNotify owning Customer Success Mgr
Open opportunityActive deal in pipeline
→ Opp ownerRoute to current opportunity owner
Named / Target accountOn the ABM target list
→ AEAssign to mapped Account Executive
ElseNo prior account match
→ SDR round-robinDistribute to next SDR in queue
SLA breach → escalate to routing manager
Slack alert + SLA taskSlack
Ping owner channel, open timed SLA task
WritebackSalesforce
Convert on accept · log SAL reason codes
01 · Signal

Inbound action

Form fill, Fin AI chat, or high-intent visit detected.

Salesforce · Fin · Common Room
02 · Reasoning

Enrich & route

ZoomInfo enriches firmographics; LeanData matches & routes.

LeanData · ZoomInfo
03 · Action

Slack alert

Fin Slackbot alerts the assigned rep with full context.

Fin · Slack
04 · Record

Lead converted

Auto-converts to Contact/Account; task logged.

Salesforce

How to build it

1
Define lead-fit scoring
Agree the A/B/C criteria — size, industry, seniority, intent — before you automate.
2
Enrich on creation
ZoomInfo FormFill auto-enriches on submit; map fields and fill blanks only.
3
Configure LeanData routing
Round-robin / weighted / territory rules; branch on existing customer vs open opp; add a fallback.
4
Wire the Fin Slackbot
Connect Intercom Fin to the SFDC Lead/Contact object for instant rep alerts with the chat transcript.
5
Map Common Room intent
Route high-intent dark-funnel signals to #revenue-alerts and into routing priority.
6
Set the SLA + bidirectional handshake
First touch within 1 hour for Tier-1 intent. Reps accept/reject each MQL with a reason code (SAL); rejections route back to Marketing to retune scoring and spend.
7
Convert on qualification, not assignment
Match the Contact/Account for context on routing, but gate Lead Conversion behind rep acceptance so the funnel stays clean.

What this looks like in Slack

F
Fin
App · Slack
🎯 New high-intent lead: Sarah Smith (VP RevOps)
Acme Corp · ZoomInfo: 500 employees, $50M ARR · Submitted Pricing form · Common Room intent 92. Assigned via round-robin. Suggested opener: reference their Series C.
Accept & View
Snooze