Handling Boomerang Leads using LeanData

Overview

LeanData is an industry leader in lead routing automation and many of our customers also use LeanData for their operational workflows.

You can use the following approaches to handle your Boomerang leads through LeanData.

Boomerang has a native capability for account matching which leverages fuzzy logic across account name, website, linkedin etc. as well as correlating person location to identify the right child account. Most of our customers leverage this native capability of the product.

However, if you have a complex account hierarchy and those rules are pre-configured on LeanData, it might be a good idea to push Boomerang leads and Lead object and then use LeanData’s L2A node capability for account matching.

An example of such complexity from one of our customers is the following: Let’s say you have Nike US and Nike Russia, but you want any lead belonging to the following countries Latvia, Lithuania, Estonia, and Poland to be mapped to Nike Russia account. And if all such similar configurations are already set up in your LeanData, it might make more sense to use that and not duplicate efforts, especially because maintaining changes in multiple places is a massive challenge.

Most of our customers follow Account-based Assignment, which means if you use LeanData for Account Matching, the assignment is subsumed in the workflow.

There are three primary trigger nodes that typically come into play when you handle Boomerang through LeanData, viz. 1) Contact left job, 2) Create Boomerang, 3) Update Boomerang. You could configure multiple trigger nodes to support different Boomerang Plays if you’re triggering them from here - more on that in later section)

Contact Left Job and Update Boomerang usually has no bearing on assignment. Create Boomerang obviously is the primary trigger to invoke lead assignment workflow. In most cases, we directly connect this to the standard lead assignment templates of the LeanData tree.

You can use LeanData to trigger and power notifications on 1) Email, 2) Slack, 3) MS Teams.

This is done by configuring the Send Notification Node. These are the steps to configure Email Notifications for Boomerang Leads using LeanData.

You can configure a separate branch for Contact Left Job (to notify CSM/AMs) or combine it with the Create Boomerang or Update Boomerang triggers. However, the drawback with this approach is that if someone leaves a job but does not join a new one yet, the notification would not be sent.

Since Boomerang fields are integrated into your CRM and pushed with the record, you can use the Boomerang fields like Past Account, Past Contact Owner etc. in your notification email.

For advanced configurations, please refer to the LeanData support article on email notifications.

Our customers use the NotifyPlus feature on LeanData to power the slack notifications. A detailed instruction on setting up the integration and configuring the message can be found here. Here is a sample notification on slack.

The process of setting up MS Teams notifications is very similar to that of Slack described above. The instructions for integrating and setting up MS Teams connection with Slack can be found here.

Plays are a critical part of Boomerang lead activation engine. You can create multiple plays based on triggers on the Boomerang product itself, or design them on LeanData if you’ve generally set up SEP enrollment on this tool.

Sequence enrollment against each Play will happen using the Add to Sequence Action Node.

Note that it’s recommended to add a Hold Until Node before this step to ensure that the contact has synced to Outreach. This can either be time-based or using Outreach fields in the Lead/Contact record such as ProspectID being populated.