Leads

A Lead (crm_leads) is a query from a potential customer regarding their interest in your product or service. They leave their contact information by creating a request, ordering a call or specifying their email on the feedback form. After receiving a lead from a potential customer, the agent studies the information and analyzes under which conditions the lead can be satisfied. With all information given and added to the lead form, the agent can qualify the lead and create an opportunity or disqualify it.

Leads can be added automatically using the REST API (for example, when the potential customers fill in the form on the site or send an email), manually by the partner company employees on the partner portal, or you can create them manually via the agent interface.

tip

Roles required: crm_marketeer, crm_admin, crm_sales, crm_manager. The employees created for the contacts specified in the partner records or those who have a partner company specified in their profile can read, edit and leave comments to the leads in which a partnership agreement with their company is specified, even if those users do not have the roles listed above.

To create a lead, complete the steps below:

1. Navigate to CRM → Sales → Leads.
2. Click New and fill in the fields.
3. Click Save or Save and exit to apply the changes.

Lead form fields

CRM Information widget

In the "out-of-the-box" B2B CRM solution, the CRM Information widget is titled General Information and includes the following fields:

• Number
• State
• Contact phone number
• Contact email
• Owner
• Updated at

General tab

Field	Mandatory	Description
Name	Y	Add the title of the lead.
Lead source	Y	Specify the lead source. Available options: Self-generation Email Call Chat Vendor Partner Website form Social media
Lead company name	N	The title of the interested company. The user who created a ticket fills in the field.
New company	N	Select the checkbox if the lead is added for the company that is not added to the system. The checkbox is cleared automatically if a company record with such a TIN exists in the system. Then, after the first saving, the Existing company field is completed instead. If the DaData integration is active and no matching existing company is found, the system makes a request to the external service at the first saving of the record or when the TIN is changed. If there is a company with a matching TIN or email in DaData (provided that the DaData: Company by email integration is active), a new company record with the specified data is added. Other fields included in the integration are also completed automatically in this new record. The New company checkbox is cleared, and the Existing company field is completed with the new record. If the DaData integration is inactive and no matching existing company is found, the New company record is not created and the data remains unchanged.
Company name	Y	Specify the title of the company that showed interest. The employee who processes a request fills in the field. The field is only available if the Existing company field is empty.
Company website	Y	Specify the URL to the website of the company that showed interest. The field is only available if the Existing company field is empty.
Company TIN	Y	Specify the company's TIN. The value must contain 9, 10 or 12 digits. The field is only available if the Existing company field is empty. Each time the TIN is updated and the record is saved, the system performs a search, and, if there is a company with such a TIN in the register, the Existing company field is completed accordingly.
Existing company	Y	Select the company for which the lead is added. The field is filled in by the employee processing the request. The field is only available if the checkbox New company is not selected.
Marketing campaign	N	Specify the marketing campaign that attracted the lead.
Sales direction	Y	Specify the sales direction to which the lead is related. When the value of this field changes, the following validations take place: If the lead's Service/Product is not specified in the Products or Services field of the new Sales direction, the Service/Product field is cleared. If the specified Partnership agreement belongs to a partnership program in which the new sales direction is not specified, the Partnership agreement field is cleared. When the sales direction is cleared, the Service/Product field is cleared as well. When the sales direction is changed, the Vendor field is cleared if the new sales direction does not contain a list of vendors.
Service/Product	N	The field can only be completed after specifying a Sales direction and only with a record related to the selected direction. Specify the service or product that interested the lead. When the value of this field changes, the system checks if the new value is specified in the Service/Product field of the partnership program of the specified Partnership agreement. If the service/product is absent there, the Partnership agreement field is cleared.
New contact	N	Select the checkbox if the lead came from a contact that is not added to the list. The system searches for a contact that has the same Last name and at least two of the following parameters when saving the record: Full name Contact email Contact phone number If such a contact is found, the Existing contact field is completed with it instead of creating a new record, and if the Company field of this contact is empty, it is completed with the customer company from the current lead. If several suitable contacts are found, the one with three matching parameters is preferred. If no duplicate records are found, a new contact record is added when the lead is saved.
First name	Y	Specify the first name of the contact. The field appears when the New contact checkbox is selected.
Last name	Y	Specify the last name of the contact. The field is only available if the New contact checkbox is selected.
Middle name	N	Specify the middle name of the contact. The field is only available if the New contact checkbox is selected.
Contact phone number	N	Specify the phone number of the contact. The field is only available if the New contact checkbox is selected.
Contact email	N	Specify the email of the contact. The field is only available if the New contact checkbox is selected.
Do not send emails	N	Select the checkbox if the contact does not want to receive emails. The field is only available if the New contact checkbox is selected.
Existing contact	Y	Specify the existing contact which the lead is related to. The field is only available if the New contact checkbox is cleared. If the Existing company is specified, you can only select its contacts.
Job title	N	Specify the contact's job position in their company. The field appears if the New contact checkbox is cleared.
Customer requirements	N	Add a description of customer's demands.
Owner	N	Specify the employee responsible for the lead. You can use the condition builder, but specify only an active user. The field's relationship with the Sales direction field: If you specify the Sales direction value first, the record picker of the Owner field displays the list of employees of this sales direction. If you specify an Owner who does not belong to any sales direction, the Sales direction field is cleared. If you specify an Owner who belongs to one sales direction only, the Sales direction field is completed with this sales direction. If you specify an Owner who belongs to multiple sales directions, the Sales direction field is completed with the newest record.
Partner contact	N	Specify a contact representing the partner company involved in the lead.
Partner representative	N	Select an employee of the company specified in the Existing company field or use the condition builder and specify an employee of another company.
Opportunity	Y	The field is not displayed on a new lead record. The field appears on existing lead records and is completed automatically with a related opportunity if the lead was disqualified with the Demand is not generated code or if the lead was qualified.
Content distribution channel	N	Specify the content distribution channel the lead came from.
Location (city)	N	Specify the city where the lead company is located.
Partnership agreement	N	Specify an agreement on account of which the partner company involved in the lead operates. If the Sales direction or Service/Product is specified, you can only specify an agreement for a program in which the values of the similar fields are the same as those specified in the lead. If the Sales direction is not specified, it will be selected automatically after you specify a partnership agreement.
Partner	N	A partner company involved in the lead. The field is completed automatically each time you specify a different partnership agreement and save the record.
Vendor	N	Specify the vendor company involved in the lead. If the Sales direction that contains a list of vendors is specified, the record picker of the Vendor field displays this list. If the Sales direction that does not contain a list of vendors is specified, the record picker of the Vendor field is empty. You can use the condition builder.
External client ID	N	Specify the ID of the potential customer in an external system, if your company uses one.

Lead Qualification tab

Field	Mandatory	Description
Goal	N	Specify what problem is going to be solved within the request, and what is wrong with the current situation.
Implementation options	N	Specify other implementation options considered by the potential customer.
Budget is set	N	Select the checkbox if the customer's budget is set.
Estimated amount	N	Specify the estimated amount of the customer's budget.
Budget	N	Specify the exact amount of the customer's budget if it is set.
Procurement procedure	N	Specify the procurement procedure used by the potential customer. Available options: Restricted internal tendering Open internal tendering Regulated internal tendering Electronic tendering Other
Decision level	N	Select who will make the decision on the lead. Available options: Contact person Manager of a contact person Top management
Terms	N	Specify the time period within which the potential customer expects to receive the solution to their query. Available options: None Month Two months Six months Year More than year
Estimated closure date	N	Specify the expected closing date of the deal. If you selected one of the options in the Terms field, the Estimated close date field is filled in automatically.
Terms (comments)	N	Add comments about the terms.
Contact person level	N	Specify the level of the contact person in the potential customer company hierarchy. Available options: None Message bearer Takes part in decision making Decides single-handedly
Decision maker	Y/N	Specify the person who makes decisions in the potential customer company. The field becomes non-mandatory if the value of the Contact person level field is Decides single-handedly.
Influence on decision making	N	Add a detailed description of the decision maker's and other contacts' influence level on the outcome of the lead.
Competitors	N	Specify the competitor companies that the potential customer has contacted.
Selection criteria	N	Add information about the potential customer's criteria for selecting a service or product provider.
Compliance with criteria	N	Specify ways to show that you meet the potential customer's selection criteria.
Channel	N	Specify the channel used by the potential customer to contact your company or keywords used in the search.

If the B2B CRM-Ainergy integration is active on your instance, you will see the AIN Call and Smart Filling widgets on the form of the record in the New and Assigned states. Detailed information about the integration and widget features is available in the B2B CRM-Ainergy Integration article.

Related lists

• Tasks – the CRM tasks related to the lead.
• Emails – the emails related to the lead.
• Meetings – the meetings related to the lead.
• Phone Calls – the phone calls related to the lead.
• Marketing Lists – the marketing lists in which the lead is included.