DemandTools Lead Conversion – Step 3 

Step 3: Develop Match Criteria and Specify Lead Conversion Settings

This is where users will define how the selected Leads will be matched to Contacts and Accounts, how to handle Leads that DO NOT match any Contacts or Accounts, and specify any additional conversion actions that should be taken during conversion (e.g. specifying new record ownership, creating Opportunities and/or follow-up Tasks etc.).

Matching Steps

Specify criteria for how the Leads will be compared against existing Contacts and Accounts. The user can select from a near unlimited (within reason) number of Contact and Account matches.  When a match is found the Lead will be converted into the matching record.

• Once a Lead is matched to an existing Contact/Account it will not be re-evaluated in a subsequent step
• Steps will be evaluated in order, therefore more rigid steps should come before looser steps
  • Contact Matching Steps will always be evaluated before Account Matching Steps
• The Final Match Step will determine how to handle Leads that did not match any existing Contacts or Accounts
  • Options to Do Nothing (leave as a Lead) or Create a New Contact/Account
• Various techniques are available to find non-exact, but similar matches, for Company/Account Names, First Names, Phone and Address data
  • Customization's can also be made to the Account Cleaning List to specify how the Cleaned Account Name mapping type identifies duplicate Account or Company names
  • Click HERE for more information on Mapping Types
• The user has complete control over which fields should be included in the matching steps and can create as many matching steps as desired in order to create a multi-pass strategy all IN ONE SCENARIO
• Each Match Step can contain multiple match conditions (e.g. matching multiple fields)
  • When more than one match condition is used in a step, the conditions are "AND'd" together
  • To remove a match condition, click the blue box to highlight the condition and select "delete" on the PC
• In the event there are multiple matches for the same Lead, a Default Record Selection option is available to specify which matching record the Lead should be converted into

Since input data can be compared to Salesforce data with multiple match steps, we suggest creating more than one match step to maximize the matching possibilities.  More rigid steps will need less review than looser steps when evaluating the results to ensure accurate matches were detected.

Detailed step by step instructions for creating Match Conditions and the Final Match Step can be found HERE.

Lead Conversion Settings

Where users will specify which Lead Status to use (Lead or Contact), who should own any new records created during conversion, whether or not an opportunity should be created, and if and how users should be notified of conversions.

• Each Contact/Account Matching Step will have its own set of Lead Conversion Settings
  • Users can select different options if a Lead matches a Contact or Account, or when a Lead will be converted to a NEW Contact/Account
    • e.g. Users may ONLY want to create an Opportunity for Final Matches (New Contact/Account) vs. when the Lead matches an existing record
• Lead Conversion Settings are replicated for LIKE matching steps so once they are created for one step type (e.g. Contact Match) they will be replicated when new steps of the same type are created.

       

Detailed step by step instructions for specifying Lead Conversion Settings can be found HERE

Click  in the bottom right hand corner to move to Step 4.

Click HERE for more information on Step 4 - Find Matches