Distro offers intuitive Prospect Routing without the complicated setup. Set triggers/criteria to instantly route inbound leads to the appropriate rep or assign ownership so you never miss another sales opportunity.
Distro enables:
- Creating rules to ensure any lead in your CRM who meets specific criteria is assigned for follow-up. This means no lead is lost in the system.
- Every rep gets a fair amount of leads based on your routing rules. You can also account for ownership, so already assigned leads are not re-distributed.
- Set up routing rules that do the work for you so you can scale efficiently.
- Fully automated workflows - set it up once and forget it.
In this article, we will briefly cover assets and settings that will be familiar in your journey with Distro. You will also find links to other relevant articles. Enjoy!
Table of Contents:
- Salesforce Integration
- Distro Assets and Setup
- Distro Batch Upload
- Distribution Reporting
- Capping & Fallback Owner features
- Distro for Salesforce Package
- 13 - Distro <> Outreach Integration
Salesforce & Calendar Integration
Before covering Distro's assets and setup, a user with Admin rights would need to integrate Salesforce and calendar (Office or Google) in Chili Piper to ensure the product's functionalities will work as they should and you will get the most benefit from them.
In the Admin Center, navigate to the Integrations tab and hit Connect there. If the connection is established, you will see the Connected flag.
If you need to reconnect for any reason or connect with a different account, click the Reconnect button and proceed from there.
Distro Assets and Setup
This section and all sub-sections below are dedicated for Admins, and will cover Distro's assets and the order in which we recommend setting up each. Some assets depend on others, so following the below order should ensure a nice and easy setup:
1 - Create a Workspace
Workspaces are typically used to separate teams (Sales, Marketing, Support) and timezones (EMEA, AMER, APAC), for example. Workspaces hold the products and settings a team is using, and you can have multiple teams within a workspace; it just depends on your organizational preferences.
To create a workspace, navigate to Workspaces on the left-side menu:
Click the "Create a workspace" button on the top left and specify its details, such as its name and an emoji to facilitate the search if you would like to:
2 - Teams
A Team is a group of users that are part of a similar team within your company and are part of a shared distribution group (Round Robin, Ownership, or Catch-all). Consider these as "assignees" who will have the prospect assigned in Salesforce.
For example, Account Executives can be on one Team, Sales Representatives in another, Customer Success in another, and so on. You can create as many Teams as you need.
Click here if you'd like to see more details and a high-level step-by-step about Teams.
We also recommend checking our documentation about Fairness & Weighting here and how Distro handles vacation and related adjustments here.
These settings are also important to better understand certain behaviors and ensure your distribution happens as expected.
3 - Route to Any Salesforce Object
By default, Chili Piper route records are on all standard Salesforce objects: Lead, Contact, Account, Opportunity, and Case.
We can also integrate Distro with any Salesforce Objects (Standard or Custom) to solve more use cases and completely fit your business use case.
Follow this guide to learn how to activate and use your Salesforce objects!
4 - Rules
A Rule is a group of conditions evaluated to determine which Team an object should be assigned to.
Rules may have the following algorithms:
- CRM Ownership: Ownership Rules are configured to route an existing record to the owner in your Salesforce system if one exists, given the Team pairing. You can use Lead, Contact, Account, and/or Opportunity objects to set Ownership rules.
- Without Ownership: Without Ownership rules will also let you build rules based on your CRM's fields and the available operators (AND/OR). The main difference is that we'll not perform the Team association, as noticed above, within the Ownership rules and their respective objects. For example, you can route based on region, company size, ARR, and many other Salesforce fields and use cases.
Click here if you'd like to see more details and high-level step-by-step instructions for Rules in Distro.
5 - CRM Router
The Distro Router consolidates all assets we have covered so far. It enhances the overall experience of building and maintaining your router with a clearer view of exactly how your flow will work.
Find out more about it in the video below:
Click here to see more details about the Router and start setting up yours!
5.1 - Lead Conversion Node
Lead conversion in Salesforce is the set of steps a sales rep takes to engage with his prospect when there’s a potential business opportunity. When you convert a Lead, Salesforce creates an Account, Contact, and optionally an Opportunity, using information from the Lead you’re converting.
This process is usually made manually in Salesforce, and this is where Chili Piper comes in to help automate it and reduce manual effort.
We have this dedicated article for the Lead Conversion Node you will find while building your flow in Distro - check it out!
5.2 - Create a Task Node
Salesforce tasks are essentially just a to-do list inside of Salesforce. Sales teams use them as reminders to follow up with leads, send over proposals, or do anything else related to closing deals.
The most helpful part about a task in Salesforce is that it's related to a particular record. Instead of flipping between a to-do list app and hub-of-all-things Salesforce, everything is right in one place, and it's clear which Leads, customers, or Accounts each task is meant for.
As part of the CRM Router flow, Distro can help you to create Tasks in Salesforce. Click here to learn how!
5.3 - Duplicate Match
Chili Piper can work with any Matching Algorithms to identify duplicates based on any criteria you may have in Salesforce. Improve your matching using Chili Piper's feature and its filters and tie-breaks, helping to have a better organization in your CRM, avoiding duplicates.
Click here to learn more!
5.4 - Preview Mode
The CRM Router's Preview Mode helps execute any flows without making any updates in Salesforce. This way, you can ensure that your Flow is running as it should or perform any updates before going live.
Click here to learn more about this feature.
6 - Matching Settings
Chili Piper has some Matching options in your Workspace Assets to help you build even more detailed use cases with Distro!
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Lead-To-Account (L2A) matching: It can be disabled or enabled to define if Distro should use our algorithm to match Leads to Accounts. Note that enabling the L2A for your org is optional.
Since this setting has some details to be aware of, we recommend checking this article and/or watching the video below to learn more about them in more detail.
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Duplicate Matching: This one focuses on Deduplication (Lead-to-Lead, Lead-to-Contact, Contact-to-Lead, or Contact-to-Contact) Matching operations combining Salesforce and Chili Piper algorithms. Click here to learn more!
- Custom Matching: We also have the capability to create a Custom Matching between two objects anytime there’s a one-to-many relationship between these two objects, giving you even more flexibility to work on more use cases for record assignment. Learn more about it here.
- Match to Opportunity and Case: Directly route a Lead or a Contact to an existing Opportunity owner or Case Owner through our Matching section. More details here!
7 - Logs
Distro has a Logs section, so you can better understand what happened in the rule evaluation and distribution of your incoming prospects.
Navigate to this article to learn more about logs!
8 - Service Level Agreements (SLAs)
A "Service Level Agreement" or SLA is an optional setting that helps to establish how quickly your sales team will engage with a prospect based on pre-defined actions based on some pre-defined commitments.
Enabling an SLA trigger within our Distro router will ensure these commitments are met, and the prospect is not left hanging.
This article will be helpful to learn more about SLAs and how to set them up if you would like to.
9 - Distro Batch Upload
The Distro batch upload is the possibility to trigger Distro (insert or update of records) from a spreadsheet and is a nice way to properly distribute a bunch of records at the same time.
10 - Distribution Reporting
The Distribution Reporting in Distro is the perfect way to find out how your Routers are distributing your records and understand if any adjustments are required.
11 - Capping & Fallback Owner features
The Capping feature in Distro is a powerful tool that allows you to manage workload distribution and ensure fairness among team members. It does this by capping the number of records that can be assigned to a particular Assignee within a specified timeframe.
This feature is particularly useful in managing workload distribution and ensuring fairness among Team Members.
The Fallback Owner feature in Distro refers to a functionality that helps assign a record in case the initial Assignee selected by Distro is either unavailable or reached their cap.
Click here to learn more about both!
12 - Distro for Salesforce Package
Chili Piper natively maps to all custom and standard fields for Leads, Contacts, Accounts, Opportunities, and Case Objects.
Additionally, Chili Piper writes a handful of information to allow you to track and report on all your distro-routed records directly in Salesforce on some custom fields that need to be either created manually or installed directly through our Package!
Click here to learn more details about this.
13 - Distro <> Outreach Integration
Enable adding a Prospect in Distro to a Outreach Cadence from the Flow Builder itself. Click here to learn more!