One post tagged with "signal-based GTM"

Signal-Weighted Routing Needs Explainable Assignment​

Round-robin lead routing solved a real operations problem: it made distribution feel fair. When every lead looked roughly the same, next rep up was a simple rule that everyone could understand.

But fair distribution is not the same as good assignment.

A lead can now carry account fit, product behavior, source quality, relationship history, hiring signal, technographic context, territory, urgency, and rep capacity. If the routing system only sees queue order, it throws away the context GTM teams worked hard to collect.

The routing question is no longer who is next. It is who has the best context to move this account now.