Lead Routing & Ownership System

The Problem It Solves

At seed stage with 2 founders, one person holds all context. The moment a founding AE or SDR joins, two people start touching the same leads with no rules, and the highest-value ones slip. Nobody has written down who owns which lead, what happens next, or when to follow up.

This system installs the operational infrastructure before the chaos starts.

Inbound Sources

Demo requests from the website contact form
Inbound leads from a LinkedIn ad campaign

[Technical: Leads through multiple sources (Linkedin + Website) hit the same webhook, where the data is then standardised and initiates the other workflows. Error handling and instant notifications is used in the case of webhook failing]

Routing Logic

Company Size	Assigned To	Pipeline	Follow-up Task
50+ employees	Alex	Enterprise pipeline	Due in 24 hours
Under 50 employees	Jamie	SMB pipeline	Due in 48 hours
Unknown	Sam (to qualify)	No deal created yet	Enrich contact within 4 hours

Ownership Rules

Whoever is assigned owns the contact AND the deal, no split ownership
If the assigned owner hasn't logged an activity within the follow-up window, an internal Slack/email alert is sent to the other founder automatically
If Sam qualifies the lead, they are re-enrolled into the correct branch (Enterprise or SMB) and reassigned accordingly
Original inbound source travels with the contact through every handoff