Better lead management with estimated annual revenue and parent company

Better lead management with estimated annual revenue and parent company

February 20, 2018

Automating lead routing is a crucial task for Sales Ops. It's no coincidence that it's one of the most common use-cases for our Salesforce Enrichment integration.

Lead routing is typically based on location and employee count – the latter used as a proxy for company revenue. While both of these attributes are a staple part of the enrichment data we return, we thought it would be even more useful to go a step further and use our wealth of data to estimate revenue for private companies.

Last week we shipped that attribute and refreshed the data across all of our customer's Salesforce instances. We've called it Estimated Annual Revenue, it's now available both in Salesforce and directly via our API.

The estimation is based on a number of factors, including company size, location, category, and founding date. We've backtested the attribute against known revenues to achieve maximum accuracy. For more information, please see our support docs on the subject.

Company hierarchy

Understanding a company's hierarchy and structure is crucial during sales cycles and for lead assignment. Often, if a rep is already working a deal with a particular company they want to be assigned any new leads from related subsidiaries.

We now return a new parent domain attribute on company data, which will be present for any companies that have been acquired. This helps you roll leads up to their parent account and make sure the right sales rep has the lead.

We hope you find these new attributes helpful for all your lead routing, scoring, and management needs!


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