Lead Routing Software

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Lead Routing Software

What is it?

Getting the leads to the right sales rep is a daily task where mistakes can result in losing a sale. Companies use lead routing to create rules and make sure leads are evenly distributed across hundreds of sales reps. Features usually include: 

• Match new leads to the correct account record in a CRM

• Route leads to the correct salesperson responsible for overseeing the account

• Provide an audit trail for each lead that is matched and routed

• Integrate with CRM software

Who’s the buyer?

The job title is often related to operations - sales ops, marketing ops, or growth ops.

18% of buyers are in the SMB segment, 60% in the mid-market, and 22% in the enterprise market.

What is the problem?

Making sure every sales rep has the right amount of leads is hard. Companies create rules on where the deals should go.

You want your best people on the biggest deals so there is a higher chance of a sale, but at the same time, you need to give enough deals to reps that are just getting started. Lead routing helps you manage that regardless of where the leads are coming from.

How big is the market?

The top 10 players bring about $1B in ARR. The combined annual revenue of all players in the market is north of $3.5B.

How fast is it growing?

In the past 3 years, the market's supply side has grown 88% with an average of 24% year-over-year growth. 

Who are the top 10 players?

How much are people paying?

Companies pay $10,000 to $100,000 per year on routing leads. The price depends on the complexity of the queues.

How are they buying?

 The complexity and customisability required in this market leave no other option than sales-assisted motion.