Goal: 

To respond to contact requests within 1 hour

Lead Management process: 

All leads which are created now follow an automated process whereby they are  

1. Deduped against existing records in Salesforce (lead, contact and account) 

2. Automatically enriched, either through ZoomInfo, lusha or by copying data from other leads from the 

same company.  

3. Qualified based on number of location, revenue, number of employees, company name or 

email-domain, market & locations country  

4. Leaving 3 options for distribution 

    a. Meets all criteria (Qualified) = converted to account and assigned  

    b. Does not meet criteria (Disqualified) = closed and i.a. referred to partner

    c. Missing data to qualify (Unqualified)

Unqualified leads are generally manually researched (enriched and qualified) by the lead management

team. If the data for qualification is missing, it is most likely because the data providers don’t have the

information, so Lead Management will visit the companies website.

Lead Management will continue to do so for the majority of the leads. However, in order to be able to

respond to contact requests within the first hour, lead management will from now on pass on unqualified

leads to the SDRs directly.

SDR process: 

When an SDR receives an unqualified lead they will be notified via Slack.

They should reach out to the lead immediately and try to gather the missing information via the phone.

If the lead is qualified

Please convert it to an account and treat is as a new qualified account.

If the lead is disqualified

Please refer them to a partner. Close the lead with the close reason “refer to partner” they will automatically

receive a confirmation email and one of our partners will continue the sales process.