Optimized Lead Distribution System for a Global Solar Panel Manufacturer

Client Overview

Our client is a major global manufacturer and seller of solar panels. They have an extensive network of partners worldwide. These partners, typically small businesses, purchase solar panels from the client and install them on rooftops or open spaces for end customers.

The Challenge

1. Multi-source Lead Ingestion: Leads were entering Salesforce from multiple sources.

2. Geographical Assignment: Leads needed to be assigned to the nearest partner.

3. Fair Distribution: Partners should receive leads in a round-robin fashion.

4. Partner Hierarchy & Load Management:

Different layers of partners with varied lead handling capacities.
Each partner had a threshold for the maximum number of leads they could handle at a given time.

5. Lead Reassignment & Expiry:

A lead could be reassigned up to three times before being considered unserviceable.

6. Partner System Integration:

Partners accessed assigned leads through a mobile application built on a different tech stack, requiring seamless integration with Salesforce.

Solution Implementation in Salesforce

To address these challenges, we designed and implemented an automated Lead Distribution System with the following components:

1. Geographical Mapping & Lead Assignment

Tool Used: GeoPointe (can be replaced with Google Maps API in the future).
When a lead enters Salesforce, its latitude and longitude are determined.
A scheduled batch process runs every hour to identify the nearest partner using a tiered search radius (5, 15, 30, 50 miles).

2. Round-Robin Lead Assignment

Leads are distributed in a fair round-robin manner among partners.
Partner lead quotas are enforced based on their hierarchy.
If a partner is at capacity, the lead is assigned to the next available partner.

3. Lead Reassignment Rules

If a partner rejects a lead, it is reassigned up to three times.
If no partner accepts after three attempts, it is flagged for review

4. Integration with Partner Mobile Application

Partners access leads via a mobile application built on a different tech stack.
Real-time updates are pushed to the mobile app through API integration.
Lead statuses (accepted, rejected, completed) sync back to Salesforce.

Business Impact

Improved Lead Response Time: Automated assignment ensures quicker allocation to partners.
Fair Distribution: The round-robin mechanism prevents lead hoarding.
Partner Efficiency Optimization: Load management ensures partners only receive leads they can handle.
Enhanced Partner Experience: Mobile app integration provides real-time lead access and updates.