Named-account precedence
When routing rules conflict, the account strategy should win before geography or round-robin logic.
Routing policy
Routing logic should be legible to marketing, sales, and ops
This lane translates enrichment and score posture into queues, not black-box assignments.
| Rule | Trigger | Target Queue | Median Latency |
|---|---|---|---|
| Enterprise healthcare fast lane | Healthcare ICP + form intent + score over 90 | Enterprise SDR Pod | 12m |
| Partner-assisted handoff | Referral source + channel partner domain match | Partner Motion | 27m |
| Self-serve activation path | Low ACV + strong product intent + no named account match | Growth Assist Queue | 8m |
What good looks like
Rule clarity beats more headcount
Async enrichment fallback
Do not hold a qualified lead hostage while a data provider fills in secondary fields.
Growth lane integrity
Self-serve or nurture paths should feel intentional, not like discarded lower-value leads.