Page Comparison

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Demo Requests should be assigned to the appropriate representative based on the following guidelines:

• New Name MQL and on New Account: A Demo Request from a new name MQL that does not belong to an existing account will always be assigned to an AE. Use the territory map to determine the appropriate AE based on state/province and vertical.

• New Name MQL and on Existing Account (or Customer Account): A Demo Request from a new name MQL that belongs to an existing account should be assigned to the owner of that account. If the account is not a customer, this will likely be an AE. Demo Requests from a new name MQL that belongs to a customer account should be assigned to the owner of the account as well. In this case, the account owner will likely be an AM.

• Existing Contact MQL and on Existing Account (or Customer Account): Similar to the previous case, Demo Requests from an existing contact MQL on an existing account should be assigned to the owner of this account. This should also be done for a customer account. Again, in this case, the account owner will likely be an AM.

Content Score-Ups should be assigned to the appropriate representative based on the following guidelines:

• New Name MQL and on New or Existing Account (NOT Customer): A Content Score-Up that is a new name MQL and either does or does not belong to an existing account should be assigned to a BDR. Use the territory map to determine the BDR who should own this opportunity based state/province and vertical.

• New Name MQL or Existing Contact MQL and on Customer Account: A Content Score-up that is a new name MQL or existing contact MQL on a customer account should be assigned the owner of that account. In this case, this will likely be an AM.

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• Company Vertical

  • AE, AM, and BDR territories are separated in part by vertical. Our verticals are Behavior and Community Health and Human Services (HHSBCH), Acute (ACU), and Post-Acute Care (PAC).

  • Be sure to double check that the vertical that appears on a lead record is correct before conversion. This can be done by looking into company information on ZoomInfo, LinkedIn, and the company website.

  • REL cannot be used as a vertical when converting a lead. This should always be changed to HHSBCH, ACU, or PAC before conversion.

• Company Size/Employee Count

  • Territories are also separated by company size/employee count. For PAC and HHSBCH, company size will be determined by employee count. However, ACU organization size will be determined by bed count.

  • Accounts fall into four categories for size based on employee or bed count: Rest of Market (ROM), Small Business (SMB), Mid-Market (MM), and Enterprise (ENT). The Acute AE’s work a hybrid model, new business representatives cover both SMB and MM with separate reps for only ENT.

  • Employee count is determined first by viewing the company’s LinkedIn page, then the company’s website, or by collecting the information from ZoomInfo. ZoomInfo is typically used as a last resort since it tends to be incorrect.

  • If an employee count cannot be found, it is sent by default to the SMB team.

• Company Size/Employee Count Thresholds by Vertical

• State/Province

  • Lastly, territories are separated by U.S. State or Canadian Province.

  • ALL leads should have a state or province on their profile page before conversion. State/province is incredibly important for opportunity assignment.

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