Common Use Cases: Routing without Ownership

Chili Piper makes it easy to route leads based on any field in your CRM, like geolocation, company size, or revenue. This guide walks you through accessing the Rules section and setting up powerful logic for prospect routing.

Table of Contents

• Introductory Steps
  • Create your Data Fields
  • Check your Concierge Form Mapping
  • Access the Rules Section
• Use Case #1: Routing by Location (State / Country / Region)
• Use Case #2: Routing by Number of Employees
• Use Case #3: Routing by Revenue
• Use Lookup Fields
• Use any Custom or Standard Object (Distro only)

Introductory Steps

Create your Data Fields

You must create Chili Piper's Data Fields to ensure that form fields can be used in your Rule evaluation and mapping, and that they will write to your correct CRM fields.

Click here to learn more!

Check your Concierge Form Mapping

This step can be skipped if you are not a Concierge user.

For Concierge users, if prospects submit their data from a landing page and you want to route them based on those values, you must ensure your form mapping is correct. This step 

Check this article for more details!

Access the Rules Section

1. In the left-hand navigation of your Workspace, expand Assets and click Rules.

   

2. Click Create Rule and then Without Ownership to create a new one, or click into an existing rule to edit.

Use Case #1: Routing by Location (State / Country / Region)

Goal: Route leads to the correct regional team based on geographic fields.

How to Build:

1. In your Rule, click +  to Add Condition, or Add Group to create a group of conditions.

1. Select the object among Chili Piper's Data Fields or your CRM objects where we will look for the field to be evaluated. Later, you can use both options with an OR condition.
2. Select the field to be evaluated, such as Country, State, Region__c, and so on.
3. Use operators like equals, is any of, or contains any of. You can also do the opposite and use is not equal, is not any of, or does not contain
   1. Click here to learn more about Rule operators
4. Input your desired values (e.g., United States, Canada, California, North America). Separate them by a comma if more than one.

Practical Example:

Within the Rules below, we created a simple evaluation to check if the prospect is from the United States (Country) AND belongs to some pre-defined States. 

Groups are used to evaluate the data separately from each source. That way, the prospect will qualify if either group’s condition is met.

Note that this is an example, meaning your fields and logic will very likely change from this.

Use Case #2: Routing by Number of Employees

How to Build:

1. In your Rule, click + to Add Condition, or Add Group to create a group of conditions.

2. Select the object among Chili Piper’s Data Fields or your CRM objects where we will look for the field to be evaluated.
3. Select the field to be evaluated, such as Number of Employees or an equivalent field.
4. Depending on how you define company sizes operators like greater than, less than or equal to, or equals . 
   1. Click here to learn more about Rule operators
5. Input your numeric thresholds (e.g., 500, 1000) as needed. You can also use ranges (1-100, 101-500). If multiple, separate them by a comma.

Practical Example:

Below, we created a Rule that checks whether the Number of Employees is greater than 500 AND their Industry is equal to Finance from either the form or CRM fields.

Groups are used to evaluate the data separately from each source. That way, the prospect will qualify if either group’s condition is met.

Note that this is an example, meaning your fields and logic will very likely change from this.

Use Case #3: Routing by Revenue

Goal: Prioritize and route high-value leads based on their company’s revenue, ensuring that larger opportunities are assigned to senior reps or strategic account teams for tailored engagement.

How to Build:

1. In your Rule, click + to Add Condition, or Add Group to create a group of conditions.

2. Select the object: Data Fields or CRM objects (e.g., Account or Lead).
3. Select the revenue field: Annual Revenue, Revenue, ARR, or another custom field.
4. Use operators such as greater than, less than, or is equal to to define tiers.
   1. Click here to learn more about Rule operators
5. Input values as received from your form (e.g., 50000, 500k-1M, and so on) to define your revenue thresholds.

Practical Example:

Below, we created a Rule that checks whether the Revenue is greater than 500k AND their Country is equal to the United States from either the form or CRM Lead fields.

Groups are used to evaluate the data separately from each source. That way, the prospect will qualify if either group’s condition is met.

Note that this is an example, meaning your fields and logic will very likely change from this. You can also add one more group to evaluate from the Contact object fields, for example.

Use Lookup Fields

When you create a Rule, you can refer to a field on the object itself (first degree), but you can also refer to a related object field through a Lookup (second or more degrees). Let’s say we want to search for an Account field on the Contact Object:

• Lookup Fields (Relationship to another Object)
• Other Fields (Account Fields here)

In the example below, we will initially look for a Contact using the same prospect's email. If successful, we will check the associated Account and, if successful again, we will check the Account's Annual Revenue field.

While building it, the following order can be found: select Contact as the first degree object, then Account, then the Account-related field to be evaluated.

Exploring an additional use case, let's say we want to route any new Opportunity that has the Trial Status set as Started, but this field value should be evaluated from the Opportunity's associated Account.

Here is the final result:

Use any Custom or Standard Object (Distro only)

If you are a Distro user, you can activate any Salesforce field to be used in your Rules and Triggers. Check this article to learn how!