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- How to Enable or Disable the Lead-to-Account (L2A) matching in Distro?
- Filtering Matches
- Lead-to-Account Rules
What is Lead-to-Account Matching?
When the triggered record is a Lead, but the evaluation of how to assign or make changes to this record is based on Account data, Chili Piper will need to use Lead-to-Account matching logic to decide which Account to match to. This process entails initially following our default matching algorithm and, subsequently, the settings that can be configured through the Lead-to-Account matching settings page explained below.
How to Enable or Disable the Lead-to-Account (L2A) matching in Distro?
1. In your Distro's workspace left-side menu, under Settings, click on the "Lead to Account Matching" option:
2. the matching algorithm will be enabled by default, as we can confirm in the top-right. If you'd like to disable it or enable it, you can do it by toggling the setting off/on:
The updates are auto-saved, so there is no need to publish changes or confirm anywhere else. When this setting is disabled, Chili Piper will not attempt to match Leads to Accounts.
3. If enabled, Distro will first use our default matching algorithm and extract the record's (Lead/Contact) domain (acme) and extension (.com) to find Accounts that have Contacts with the same domain and extension in your CRM. If there's a match, then the related Account(s) will become a potential match:
If enabled, we would follow the logic in this example:
- A Distro router evaluates firstname.lastname@example.org
- There are no Accounts with Contacts using the @acme.com domain in Salesforce
- However, there's one Account that has the website field populated with www.acme.com
- Distro performs the necessary extractions and sees that @acme.com from the email matches acme.com from the website field
- The Account above will be considered a possible match because this setting is enabled. Otherwise, there would be no match.
A filter can be used to tell Distro which Account should be considered only if there is more than one possible Account matching after checking the default matching algorithm and the website setting (if enabled).
For example, suppose that email@example.com matches multiple "ACME" accounts in your Salesforce instance.
In this case, we can use Filters to narrow possible matches by setting:
- Account's Billing Country should be the USA AND
- The Account Name should not contain the word "Test":
Two types of Filters can be created:
- Account filters that allow you to include/exclude potential matches based on field values.
- Lead/Account comparison filters that allow you to include/exclude potential matches based on how field values compare on the Lead and potential Account matches.
Still using the same example, we set Distro to look at the Website on the Lead object and compare if it's the same as in the Account object. We also asked Distro to check if the Lead object's Company field is the same one as the Account Name:
ℹ️ Note: The fields used above are an example. In your Distro workspace, you would see a complete list of standard and custom fields based on the configuration of your Salesforce instance.
If, after checking Filters, there is still more than one possible Account match, Tiebreakers can be used to prioritize further which Accounts should be considered in the Rule evaluation.
Tiebreakers include standard and special field options from both the Account and Opportunity. There is no limit as to how many tiebreakers you can have. Additionally, you can create a list of Tiebreakers that can be ordered based on priority and help to match with the expected Account.
Tiebreakers use the following operators:
- is maximum - is the greatest of something; in the case of dates, this would be the most recent
- is minimum - is the smallest of something; in the case of dates, this would be the least recent
In the example below, we created a list of Tiebreakers that will be checked from 1 to 5 until we have a match:
In this case, Distro will check which Opportunity has the maximum Created Date. If we have more than one Account with the same Opportunity's Created Date, Distro will move to the second Tiebreaker, and so on, until we have a unique Account.
Note that the special Tiebreaker fields below are not standard fields in your Salesforce instance but rather special fields created by Chili Piper that are available for the Account object:
- Number of matched Contacts
- Number of Contacts
- Number of Opportunities
You can re-order the priority of conditions by dragging the Tiebreakers up and down the list:
Distro has two operators: null / is not null, allowing you to match and Enable the Lead to Account, making it easier to exclude Account-related rules when combining them with other objects.
null -> Maps to a field being empty or record not existing.
is not null -> Maps to a field not being empty or recording existing.
These operators can be used in the following capacity to require evaluating Account data if necessary.
With these operators, we can force object checks using this type of Rule (works for any type of object).
Let's see how we can apply this to a real use-case example:
- These rules evaluate if the Account ID is not null and then check Lead Country and Industry.
- If the account ID is null, it identifies that the lead is not associated with any account, and the rules will fail.
Click here if you'd like to learn more about how to build rules in Distro.