Purpose
This document explains how to send leads from your CRM to your Allbound partner pipeline via the integration.
Description of the functionality
Lead Distribution is the pipeline workflow process whereby the Vendor creates a qualified Lead in their CRM (currently available for both Salesforce and HubSpot) and then distributes that lead to the Partner so that the Partner can own/work the deal in Allbound. This is similar to our Deal Registration but working from the opposite side.
Use Cases
The reason to implement Lead Distribution would be for tracking purposes to help avoid duplicates. This also allows the Vendor Sales Ops team to work the lead in Salesforce/HubSpot while sending updates to the Allbound portal pipeline for partner visibility. Lead Distribution also enables the Vendor to assign leads to their partners so they can continue to work on the deal.
Best Practices
While implementing Lead Distribution, we recommend mapping it with an associated partner company and assigning it (if needed) to a partner rep. While Allbould can integrate with both partner companies/account records and an associated partner contact, lead distribution will sync more fluidly when associating only with an associated partner company. This is because your partner accounts and partner contact fields are most commonly set up as lookup fields, meaning they link to records within your CRM. Companies come over from your CRM initially therefore, each company record contains a CRM ID from Salesforce/HubSpot, thus it helps to prevent errors when mapping companies to the pipeline.
When syncing with partner contact only, you are more prone to get errors due to inconsistent CRM IDs for contacts/Allbound users. You need at least a partner company or partner contact for it to sync to the Allbound pipeline.
Co-Author: Sam Shorr
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