How do I set up Enrichment in Distro?

Enrichment in Distro fills Salesforce fields from an enrichment provider – LeadIQ, Apollo, Lusha, or ZoomInfo – at routing time. Enriched fields are written to Salesforce and used by downstream routing rules in the same flow.

Table of Contents

• When to Use Enrichment in Distro
• How It Differs from Enrichment in Concierge and Chat
• Requirements
• How to Set Up Enrichment in Distro
• Overwrite Behaviour
• Verifying Enrichment in Distro Logs
• Limitations

When to Use Enrichment in Distro

Enrichment is the right choice when routing depends on data that is not already on the Salesforce record. Common scenarios:

• A Lead or Contact is submitted to Distro from a non-Concierge form (trial sign-up, eBook download, webinar) with limited firmographic data, and routing rules depend on Country, Company Size, Industry, or similar;
• A bulk list of Leads is uploaded post-event and needs enriching before dedupe and routing;
• An existing record is processed periodically (for example, by a Schedule Trigger router) to refresh routing criteria.

How It Differs from Enrichment in Concierge and Chat

In Concierge and Chat, enrichment populates Chili Piper Data Fields, and the Override behaviour is set on the Data Field itself. In Distro, enrichment writes directly to Salesforce Fields, and an Overwrite toggle on each row of the Enrich node controls whether existing Salesforce values are overwritten.

Requirements

Enrichment in Distro uses the same providers as Concierge and Chat. A paid plan with one of the following is required:

• LeadIQ Enterprise;
• Apollo Basic or higher;
• Lusha – any plan, including free;
• ZoomInfo Copilot – any tier, with API SKU enabled.

Authentication is handled through the Integrations page, or directly from the enrichment setup while building a waterfall. Provider connections are shared across the tenant, so a provider only needs to be connected once regardless of how many routers or journeys use it.

How to Set Up Enrichment in Distro

1. Add the Enrich Node

In the router's Flow Builder, click the + between the Trigger (and any Entry Rule or Delay) and the first Routing Rule, and choose Enrich from the node palette. The Enrich node must sit before the first routing rule – it cannot be placed after.

2. Select Salesforce Fields to Enrich

Open the Enrich node. The right panel shows Enrich your Salesforce Fields with three columns: Salesforce Field, Enrichment, and Overwrite.

1. Click Add Salesforce Field to Enrich;
2. In the Salesforce Field column, pick the field to enrich (for example, Company);
3. In the Enrichment column, pick or create the Enrichment Waterfall that will enrich it;
4. Use the Overwrite toggle to set the per-field behaviour – see Overwrite Behaviour below.

3. Build the Enrichment Waterfall

A waterfall is an ordered sequence of providers. Chili Piper tries each in turn and stops as soon as one returns a value.

In the Enrichment column, use the dropdown to pick an existing waterfall or click + Create New Waterfall. In the waterfall editor:

1. Give the waterfall a name (for example, Country);
2. Add providers in fallback order by clicking + Add Enrichment Data Source. Each entry points to a specific provider and the path to the field within that provider's schema;
3. Reorder the sequence by dragging the handle on the left of each row;
4. Click Apply to save the waterfall. Apply as a template if you want to reuse it across routers.

Providers that show NOT CONNECTED in the list will not run until connected.

4. Connect a Provider

To connect a provider directly from the waterfall editor, click Connect next to the provider's row. Chili Piper opens a connection modal specific to that provider: LeadIQ and Lusha use a single API key, Apollo uses OAuth, and ZoomInfo uses service-account credentials (Username, Client ID, Private Key).

Alternatively, providers can be connected up-front from the Integrations page.

5. Publish the Router

Use the Publish control in the top-right of the Flow Builder to apply the configuration. Already-live routers pick up the change on the next routing event.

Overwrite Behaviour

The Overwrite toggle controls what happens when the Salesforce field already has a value on the record. It is set per-row inside the Enrich node.

If the Salesforce field is empty, the enrichment value is always written, regardless of the Overwrite toggle. The toggle only controls what happens when there is already a value on the record. This is the same behaviour as in Data Fields.

After enrichment runs, routing rules evaluate against the updated Salesforce values, so the same flow can use enriched data to decide which path the record takes.

Verifying Enrichment in Distro Logs

The Enrich step appears inline in the Distro log, in the order it ran in the flow. For each Salesforce field, the log shows:

• The Salesforce field that was enriched;
• The previous Salesforce data (or No results found if the field was empty);
• The enrichment data returned by the waterfall;
• Whether Overwrite was on for that row;
• The resulting new Salesforce data.

Limitations

• Lead and Contact routers only – Account routers will be supported once the company enrichment functionality is ready;
• Enrichment values are not yet available in Distro variables – routing rules can evaluate against enriched Salesforce data, but variables (used in notification templates, for example) cannot reference the enrichment output directly;
• Enrichment availability depends on the provider returning data for the record. If no provider returns a value, the Salesforce field is left as-is and routing rules that depend on it will not match;
• Enrichment providers generally return best results when first name, last name, company name or domain, email, or LinkedIn URL are supplied. Email alone is sufficient to match a person in most providers, but passing more fields improves accuracy.

Related Articles

• How do I set up Post-Form Enrichment in Concierge? – the Concierge equivalent of the Enrich node;
• How do I set up Enrichment in a Chat Journey? – the Chat equivalent of the Enrich node;
• Enrichment for Form Shortening – pre-form enrichment that hides fields on HTML, Marketo, Pardot, and HubSpot forms;
• Setting up Data Fields – create Data Fields and map them to CRM fields.