Lead distribution

Routing is rule-driven. You define the assignment rules (territory, product, vertical, tier, capacity); the system applies them in priority order. When more than one partner is eligible, configurable tie-breakers (recent acceptance rate, current capacity, last assignment) decide the match, with optional channel-manager confirmation in the loop. Every decision is logged with the rule, the inputs, and the timestamp, so the logic is auditable end-to-end.

Yes. Strategic accounts can be held to named partners, locked out of automated distribution entirely, or routed through a manual approval queue. Override controls live alongside the routing rules, so a channel manager can pull a lead out of the queue or reassign it without leaving the workflow.

Each assigned lead has an acceptance window calibrated to partner tier. If the partner doesn't act in time, the lead reassigns automatically to the next-best match and the channel manager is notified. Repeated misses can de-prioritize a partner in future routing; reliable follow-through is rewarded the same way.

Distribution and deal registration share one account and opportunity model. When a partner accepts a distributed lead, it implicitly registers against them for the standard protection window; direct sales sees the account is partner-owned. If a competing registration arrives later, the conflict surfaces immediately with the original source, the assignment date, and the partner activity since, so program leads can resolve it transparently.

The original campaign source travels with the lead through partner pipeline stages, so marketing can see not just how many leads were distributed but how many converted and at what value. Channel managers see partner-level conversion and stage velocity. Updates flow back from partner CRM activity in near real time, depending on the integration.