Rules of Engagement

Inbounds from Demo Request Form

  • Auto-assigned by round-robin

  • Inbounds 350+ techs will go to Jules for Enterprise.

  • If during the initial outreach, the BDR learns from the prospect they fall under another team, the BDR may still schedule an initial meeting with the appropriate team's AE.

  • If an inbound has activity with BDR within the last 14 days, it goes to the BDR working it. Otherwise, it will be round-robin.

  • If an Inbound is DQ'd (non-ICP, international, current customer, etc.), you will not be next again in RR rotation. The RR will continue to move forward in order. If you get two in a row that need to be DQ'd let Selena know.

  • If you do not call your inbound within 1 hour, RR will be up to the next BDR.

Inbounds from Partner Landing Page Forms

  • If it's an inbound lead that filled out a form on a partner page (i.e. we already know the partner) or we know their FSM or peer group, this would need to go directly to the appropriate BDR. However, if during the initial outreach, the BDR learns from the prospect they fall under another team, the BDR may still schedule an initial meeting with the appropriate team's AE.

    • If BDR is on vacation or at a trade show, it will be sent to the AE

Enterprise

  • 350+ Techs goes to Enterprise (regardless if it is a PE firm, consolidator, etc.)
  • If Enterprise uncovers that the prospect is less than 350 technicians during meeting scheduling, schedule with AE in a round-robin schedule.
  • If the Account is in the "Assigned or Prospecting" stage and assigned to Enterprise AE/BDR. The enterprise team will need to add tasks for prospecting/researching activities.

Mid-Market

  • Under 349 Techs goes to Mid-Market (regardless if it is a PE firm, consolidator, etc.)
  • If a MM BDR uncovers that the prospect has more than 350 technicians during meeting scheduling, schedule with Enterprise AE.

Partner Events

Attended by and prospects owned by Teams. Team members are required to attend events for their partners.

  • If the BDR on the assigned team cannot attend, the BDR attending an event has 2-weeks to work with Booth Visitors before being shared with the team

Events Outside of Teams

BDR attending an event have 2 weeks to work with Booth Visitors before being shared with the team

  • The attendee list with be round-robin to the BDR team
  • If BDR has a meaningful conversation within the last 7 days with a prospect before the event, they will still own follow up with the prospect

Recent Activity over Team Assignments

  • Accounts with activity in the last 30 days, will not be reassigned to teams

Accounts with Multiple Partners

Partner Hierarchy

  • FSMs (in Partner Teams; excluding ServiceTitan)
  • Peer Group (BDR, Nexstar, Linc/ABM, Service Logic, Synergy)
  • Association (MCAA, SMACNA, CFESA)


Where to check - Prospect Account

  • FSM Field
  • Primary Partner Account
  • Recent Activity in the Activity Tab on the Account Page