Streamlining Routing for Faster Lead Handoffs and Increased Pipeline
Complex routing isn’t smart routing. It’s latency. Symptoms
Too many if/then branches
Owner logic no one can explain
Round robins nested inside geo filters and AE coverage maps
Principle
Optimize for speed-to-lead, not fairness or complexity
Design
Triage first by ICP tier or deal type
Use round robin only when it reduces time-to-owner
Otherwise route by intent + existing ownership
Fail-safe every path with a default owner or queue
Log every decision for auditability and rollback
Outcome
Clean routing → faster handoffs → more pipeline