--- title: "Automate Salesforce lead distribution | Ortoo" description: "Distribute Salesforce leads fairly and quickly by skill, capacity, value, and territory. Lead distribution as one workflow inside Ortoo Orchestrator." lang: en json-ld: | [ { "@context": "https://schema.org", "@type": "Organization", "name": "Ortoo", "url": "https://ortooapps.com/", "logo": "https://ortooapps.com/ortoo-logo-square.png", "parentOrganization": { "@type": "Organization", "name": "Ascendx" } }, { "@context": "https://schema.org", "@type": "WebSite", "name": "Ortoo", "url": "https://ortooapps.com/" }, { "@context": "https://schema.org", "@type": "BreadcrumbList", "itemListElement": [ { "@type": "ListItem", "position": 1, "name": "Home", "item": "https://ortooapps.com" }, { "@type": "ListItem", "position": 2, "name": "Use cases", "item": "https://ortooapps.com/use-cases" }, { "@type": "ListItem", "position": 3, "name": "Automate Salesforce lead distribution", "item": "https://ortooapps.com/use-cases/salesforce-lead-distribution" } ] }, { "@context": "https://schema.org", "@type": "SoftwareApplication", "name": "Q-assign, on Ortoo Orchestrator", "applicationCategory": "BusinessApplication", "operatingSystem": "Salesforce", "brand": { "@type": "Brand", "name": "Ortoo" }, "offers": { "@type": "Offer", "price": "0", "priceCurrency": "USD", "availability": "https://schema.org/InStock", "url": "https://ortooapps.com/contact?intent=demo" } }, { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [ { "@type": "Question", "name": "How is Salesforce lead distribution different from assignment rules?", "acceptedAnswer": { "@type": "Answer", "text": "Native Salesforce assignment rules route by queue or owner one criterion at a time. The workflow inside Ortoo Orchestrator applies multi-factor logic in one step, considers real-time capacity, and matches by skill profile and lead value, not just queue membership." } }, { "@type": "Question", "name": "Can we balance fairness and high-value prioritisation at the same time?", "acceptedAnswer": { "@type": "Answer", "text": "Yes. The two coexist as criteria the workflow weighs together. Fairness rules prevent rep overload; value rules prevent high-value leads from queuing behind low-fit ones. Both are configured by ops." } }, { "@type": "Question", "name": "Does this work for insurance and other high-value industries?", "acceptedAnswer": { "@type": "Answer", "text": "Yes. Insurance, financial services, and other regulated industries need distribution that respects licensing, territory, and value at once. The workflow handles all three in the same routing decision." } }, { "@type": "Question", "name": "How is capacity tracked?", "acceptedAnswer": { "@type": "Answer", "text": "Per-rep workload limits are configured by the team and refreshed in real time as leads are accepted, converted, or aged out. The next routing decision reflects current capacity, not yesterday's snapshot." } }, { "@type": "Question", "name": "What happens when no rep matches the criteria?", "acceptedAnswer": { "@type": "Answer", "text": "The workflow defines the fallback explicitly. Common patterns are queueing to a holding pool, escalating to a manager, or relaxing one criterion at a time until a match is found." } }, { "@type": "Question", "name": "Can operations teams adjust the distribution rules without code?", "acceptedAnswer": { "@type": "Answer", "text": "Yes. All routing logic, capacity limits, and value thresholds are configured declaratively inside Salesforce setup. Sales ops adjusts the workflow as the business changes." } }, { "@type": "Question", "name": "Is distribution data reportable in standard Salesforce reporting?", "acceptedAnswer": { "@type": "Answer", "text": "Yes. Every routing decision is logged with the inputs that drove it, the matched rep, and the timestamp. Standard reports and dashboards pick it up automatically." } } ] } ] --- [Skip to main content](#main-content) [Support](/support)[Contact](/contact) [![Ortoo logo, workflow orchestration for Salesforce](/assets/ortoo-logo-gradient-C54UkOOH.webp)](/) Ortoo Orchestrator Solutions Why Ortoo Resources About [Pricing](/pricing) [Map your workflow](/contact?intent=workflow-mapping)[Book a demo](/contact?intent=demo) [Book a demo](/contact?intent=demo) Salesforce lead distribution # Salesforce lead distribution, handled fairly. Leads pile up while reps decide which ones to action. Senior reps cherry-pick; juniors get the leftovers; high-value leads go cold because nobody noticed. Ortoo Orchestrator handles Salesforce lead distribution as one workflow, with fair allocation, value-aware prioritisation, and capacity-aware matching in the same step. [Book a demo ](/contact?intent=demo)[Map your workflow](/contact?intent=workflow-mapping) TEAMS RUNNING ON ORTOO ORCHESTRATOR ![IG logo, Ortoo customer](data:image/svg+xml,%3csvg%20id='Layer_1'%20data-name='Layer%201'%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20150%20200'%3e%3cdefs%3e%3cstyle%3e.cls-1{fill:%23e01b1c;}%3c/style%3e%3c/defs%3e%3cpath%20class='cls-1'%20d='M25.68,40V160H2.56V40Zm74.55-3h-.61a63,63,0,0,0,.6,125.94c17.75,0,36-7.21,47.76-18.83V90.84H98V113h27.5v19.54l-.3.19a46.38,46.38,0,0,1-25,7.52A40.33,40.33,0,0,1,60,97.84,40.72,40.72,0,0,1,98,59.77c11.25-.65,22,4,30.52,12.16.3.3.64.66,1,1.11l16-16-1-1.11A60.73,60.73,0,0,0,100.23,37Z'/%3e%3c/svg%3e) ![Jaguar Land Rover logo, Ortoo customer](data:image/svg+xml,%3csvg%20xmlns:xlink='http://www.w3.org/1999/xlink'%20xmlns='http://www.w3.org/2000/svg'%20id='JLR_REGULAR'%20data-name='JLR%20REGULAR'%20viewBox='0%200%201206.22%201060.95'%20width='500'%20height='439.78'%3e%3cdefs%3e%3cstyle%3e%20.cls-1%20{%20fill:%20%23231f20;%20stroke-width:%200px;%20}%20%3c/style%3e%3c/defs%3e%3cpath%20class='cls-1'%20d='M49.61,1060.95c74.53-47.23,123.68-132.76,123.68-225.26L173.24,0h-96.12v831.77c0,34.55-8.01,67.28-24.29,94.54-13.76,21.3-31.86,40.71-52.84,55.01l49.61,79.64Z'/%3e%3cpolygon%20class='cls-1'%20points='465.45%20803.57%20465.45%200%20369.33%200%20369.33%20897.13%20907.61%20897.13%20849.94%20803.57%20465.45%20803.57'/%3e%3cpath%20class='cls-1'%20d='M1178.03,247.35C1178.03,108.94,1057.56,0,921.7,0h-260.17v93.56h261.45c91,0,156.36,70.49,156.36,153.79s-65.36,157.64-156.36,157.64h-262.73v93.56h194.8l248.63,398.58h102.53l-249.91-401.14c121.75-15.38,221.72-108.94,221.72-248.63Z'/%3e%3c/svg%3e) ![Komatsu logo, Ortoo customer](data:image/svg+xml,%3csvg%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20170%2034'%3e%3cpath%20d='M159%2033.2c-2.9.1-5.7-.7-7.9-2.5-2.1-1.9-3.2-4.6-3-7.4v-15h9.7v15c0%20.7.6%201.3%201.3%201.3.7%200%201.2-.6%201.3-1.3v-15h9.7v15c0%203.2-1%205.7-3%207.4-2.4%201.8-5.3%202.7-8.1%202.5zm-121.3%200c-7-.1-12.7-5.8-12.6-12.9-.2-7%205.4-12.8%2012.4-12.9%207-.2%2012.8%205.4%2012.9%2012.4v.6c0%203.4-1.3%206.7-3.7%209.1-2.4%202.4-5.6%203.7-9%203.7zm0-16.5c-2%200-3.7%201.6-3.7%203.6s1.6%203.7%203.6%203.7%203.7-1.6%203.7-3.6v-.1c0-2-1.6-3.6-3.6-3.6zm97.6%2016.5c-4.1%200-6.9-1.2-10.4-3.2l2.7-6.4s4%202.6%206.7%202.6c.3%200%20.6%200%20.9-.1.5-.1.8-.5.8-1s-.2-.9-.7-1.1c-.5-.2-1.1-.4-1.6-.5-1.9-.5-4.9-1.2-6.4-4.1-1.7-3.2-1-7.1%201.7-9.4%202.1-1.7%204.7-2.6%207.4-2.6h.5c3%20.1%205.9%201%208.5%202.7l-2.7%206.4c-1.8-1-4.2-2.1-5.7-2.1-.8%200-1.2.3-1.3.9-.1.9.8%201.2%202.3%201.6%201.3.3%202.5.7%203.7%201.3%202.9%201.7%204.4%205.1%203.5%208.4-.4%201.9-1.5%203.5-3.1%204.6-1.9%201.4-4.3%202.1-6.8%202zM9.8%2032.3H0V8.4h9.8V20L15%208.4h11.1l-5.6%2011.7%205.9%2012.2H15.3L9.8%2020.1v12.2zm50%200H51l3.6-23.9h8.9l3%209.6%203-9.6h8.9l3.3%2022.5%207.6-22.5H99l8.2%2023.9H97L94.1%2021l-2.9%2011.3H73l-1.3-9.1-2.5%209.1h-5.7L61%2023.2l-1.2%209.1zm60%200H110v-15h-5.7V8.4h15.4V.8h9.1v9.5h-9.1l.1%2022z'%20fill='%23140a9a'/%3e%3c/svg%3e) ![OppFi logo, Ortoo customer](/assets/oppfi-C1cAew0E.svg) ![Sage logo, Ortoo customer](data:image/svg+xml,%3c?xml%20version='1.0'%20encoding='UTF-8'%20standalone='no'?%3e%3c!DOCTYPE%20svg%20PUBLIC%20'-//W3C//DTD%20SVG%201.0//EN'%20'http://www.w3.org/TR/2001/REC-SVG-20010904/DTD/svg10.dtd'%3e%3csvg%20xmlns:svg='http://www.w3.org/2000/svg'%20xmlns='http://www.w3.org/2000/svg'%20version='1.0'%20width='1024'%20height='446'%20viewBox='-0.72455613%20-0.72455613%2058.75819026%2025.60098326'%20id='svg2317'%3e%3cdefs%20id='defs2319'%20/%3e%3cg%20transform='translate\(-346.34546,-520.28625\)'%20id='layer1'%3e%3cpath%20d='M%20372.07821,531.63637%20L%20372.07821,530.40262%20L%20367.33659,530.40262%20C%20365.00484,530.40262%20363.91609,531.20162%20363.91609,532.43762%20C%20363.91609,533.57087%20364.96609,534.57162%20367.64846,534.57162%20C%20370.95121,534.57162%20372.07821,534.2705%20372.07821,531.63637%20z%20M%20361.93559,523.36912%20L%20360.26259,525.05662%20C%20358.70596,524.12187%20357.11284,523.48812%20354.97484,523.48812%20C%20352.44846,523.48812%20351.59384,524.35537%20351.59384,525.52312%20C%20351.59384,526.25675%20352.21559,526.9905%20354.19721,527.12475%20L%20357.46246,527.32362%20C%20359.47721,527.43875%20360.89334,528.017%20361.81371,528.89712%20C%20362.88834,527.97975%20364.48659,527.39612%20366.59834,527.39612%20L%20372.07821,527.39612%20L%20372.07821,525.67425%20C%20372.07821,524.07262%20370.87359,523.50525%20368.03571,523.50525%20C%20365.97659,523.50525%20364.63221,524.11237%20363.59509,525.069%20L%20361.93559,523.36912%20z%20M%20391.42271,527.65687%20L%20400.58646,527.65687%20C%20400.58646,524.72437%20398.40484,523.26912%20395.98771,523.26912%20C%20393.57196,523.26912%20391.42271,524.69825%20391.42271,527.65687%20z%20M%20377.70559,528.94887%20C%20377.74184,531.714%20377.78584,532.1495%20378.50521,532.92425%20C%20379.06559,533.53012%20380.28059,534.2385%20381.92259,534.2385%20C%20383.52321,534.2385%20384.56346,533.53012%20385.12571,532.92425%20C%20385.84584,532.1495%20385.92671,531.67812%20385.92671,528.94887%20C%20385.92671,526.187%20385.84584,525.714%20385.12571,524.94062%20C%20384.56346,524.33437%20383.52321,523.62625%20381.92259,523.62625%20C%20380.28059,523.62625%20379.06559,524.33437%20378.50521,524.94062%20C%20377.78584,525.714%20377.66809,526.16462%20377.70559,528.94887%20z%20M%20375.21084,522.85987%20C%20375.33771,522.6965%20375.47934,522.53275%20375.63596,522.35687%20C%20376.52871,521.38975%20378.28009,520.28987%20380.84346,520.28987%20C%20382.86584,520.28987%20384.46009,520.95662%20385.93646,522.29087%20L%20385.93646,520.48937%20L%20389.89971,520.48937%20L%20389.89971,522.34262%20C%20391.47184,520.86625%20393.58496,520.28987%20395.56209,520.28987%20C%20399.89746,520.28987%20403.63109,523.26037%20403.65434,528.25212%20C%20403.65959,529.10612%20403.55859,530.63237%20403.55859,530.63237%20L%20391.41759,530.63725%20C%20391.41759,533.3955%20393.29896,534.43675%20396.01234,534.43675%20C%20397.52109,534.43675%20399.43809,533.7465%20400.60059,532.71825%20L%20403.26034,534.65%20C%20401.32271,536.57712%20398.72184,537.62675%20396.08796,537.62675%20C%20393.92134,537.62675%20391.59221,537.1195%20389.89971,535.5755%20L%20389.89971,537.00012%20C%20389.89971,542.10375%20385.85746,544.43812%20381.35059,544.43812%20C%20378.82359,544.43812%20376.25771,543.30325%20374.50896,541.603%20L%20377.57871,539.50237%20C%20378.55184,540.33562%20379.91171,541.03625%20381.42696,541.03625%20C%20384.07059,541.03625%20385.93646,539.73562%20385.93646,537.367%20L%20385.93646,535.63275%20C%20384.69284,536.7995%20382.86584,537.60012%20380.84346,537.60012%20C%20378.62496,537.60012%20377.01596,536.77637%20376.04284,535.92712%20L%20376.04284,537.64287%20L%20372.07821,537.64287%20L%20372.07821,535.91425%20L%20372.00221,535.91425%20C%20371.18546,537.082%20369.82484,537.61537%20367.14284,537.61537%20C%20364.63609,537.61537%20362.72621,536.88762%20361.54646,535.71787%20C%20360.06971,536.937%20357.71734,537.597%20355.01434,537.597%20C%20351.82671,537.597%20348.87196,536.59612%20346.34546,534.56237%20L%20349.10484,532.22775%20C%20350.81484,533.66012%20352.68009,534.3965%20355.32459,534.3965%20C%20357.58021,534.3965%20359.21121,533.66012%20359.21121,532.22775%20C%20359.21121,531.026%20358.16246,530.6595%20356.80121,530.55925%20L%20353.30309,530.29262%20C%20350.03846,530.05937%20347.62846,528.39125%20347.62846,525.49025%20C%20347.62846,522.05412%20350.81484,520.28625%20354.97484,520.28625%20C%20357.97946,520.28625%20360.13284,520.96612%20361.92084,522.06187%20C%20363.37121,520.76212%20365.27596,520.304%20367.84184,520.304%20C%20371.26109,520.304%20373.92921,520.99762%20375.21084,522.85987'%20style='fill:%23008066;fill-opacity:1;fill-rule:nonzero;stroke:none'%20id='path2489'%20/%3e%3c/g%3e%3c/svg%3e) ![Splunk logo, Ortoo customer](/assets/splunk-C0r61HWy.svg) ![Verivox logo, Ortoo customer](data:image/svg+xml,%3csvg%20id='Ebene_1'%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20156%2036'%3e%3cstyle%3e.st0{fill:%23828282}.st1{fill:%23fd8a02}%3c/style%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M78.6%207.4h5.2v22.7h-5.2z'/%3e%3cpath%20style='fill:%23fd8a02;fill-opacity:1'%20class='st1'%20d='M31.5%207.4l-7.4%2019.9-.1.2c-.6%201.6-2.1%202.8-3.8%203h-1.4c-1.7-.2-3.1-1.4-3.7-2.9l-.1-.3L7.6%207.4h6.1L19.5%2023l5.8-15.6.6-1.5C26.8%203.5%2023.5%200%2013.4%200S-.4%204.3%200%209.1c.4%204.9%206%2016%208.9%2020.4%202.8%204.3%206.6%206.4%2010.5%206.4%203.9%200%208-2%2010.4-8.1%201.8-4.6%207.8-20.4%207.8-20.4h-6.1z'/%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M59.5%2019.2c0%20.5%200%20.9-.1%201.4H42.7c.6%203.7%203.2%205.7%206.5%205.7%202.5%200%204.3-.9%206.1-2.7l3%202.7c-2.1%202.6-5.1%204.2-9.3%204.2-6.6%200-11.6-4.8-11.6-11.8%200-6.5%204.6-11.8%2011.1-11.8%207.3%200%2011%205.7%2011%2012.3zm-5.2-2c-.3-3.3-2.3-6-5.8-6-3.2%200-5.4%202.4-5.9%206h11.7zM147.6%2018.5l8-11h-5.5l-5.2%207.5-5.2-7.5H134l8%2011.2-8.3%2011.5h5.5l5.5-7.9%205.6%207.9h5.7l-8.4-11.7z'/%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M133.9%2018.8c0%206.5-5.3%2011.8-11.8%2011.8-6.5%200-11.8-5.3-11.8-11.8%200-6.5%205.3-11.8%2011.8-11.8%206.5-.1%2011.8%205.2%2011.8%2011.8zm-4.6%200c0-4-3.2-7.2-7.2-7.2s-7.2%203.2-7.2%207.2%203.2%207.2%207.2%207.2%207.2-3.3%207.2-7.2zM104.9%207.4l-6.1%2016.5-6.1-16.5h-5.6l9.3%2022.7h4.7l9.3-22.7zM63%2017.8v12.3h5.2V17.8v-.6c.2-1.4%201-4.2%205.1-4.5h.8V7.4h-.5c-7.1.2-10.5%205.2-10.6%2010v.4z'/%3e%3c/svg%3e) ![Volvo logo, Ortoo customer](data:image/svg+xml,%3c?xml%20version='1.0'%20encoding='UTF-8'%20standalone='no'?%3e%3c!--%20Created%20with%20Inkscape%20\(http://www.inkscape.org/\)%20--%3e%3csvg%20xmlns:svg='http://www.w3.org/2000/svg'%20xmlns='http://www.w3.org/2000/svg'%20version='1.0'%20width='800'%20height='110.066'%20viewBox='0%200%20800%20110.066'%20id='svg2'%20xml:space='preserve'%3e%3cdefs%20id='defs23'%20/%3e%3cg%20style='display:none'%20id='Grade'%3e%3c/g%3e%3cg%20id='Camada_1'%3e%3c/g%3e%3cg%20id='Área_de_trabalho'%3e%3c/g%3e%3cg%20id='Linhas-guia'%3e%3c/g%3e%3cg%20id='Page_1'%3e%3cg%20id='Camada_1_1_'%3e%3cg%20id='g10'%3e%3cpolygon%20points='0,4.723%200,19.33%2023.959,19.33%2070.846,107.261%20128.543,107.261%20175.43,19.184%20199.385,19.033%20199.437,4.723%20127.761,4.723%20127.761,19.083%20146.849,19.083%20113.74,81.595%2077.933,19.301%20104.05,19.184%20104.004,4.723%200,4.723%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='polygon12'%20/%3e%3cpolygon%20points='462.405,4.723%20462.405,19.33%20486.357,19.33%20533.245,107.261%20590.944,107.261%20637.831,19.184%20661.789,19.033%20661.832,4.723%20590.169,4.723%20590.169,19.083%20609.249,19.083%20576.141,81.595%20540.33,19.301%20566.455,19.184%20566.406,4.723%20462.405,4.723%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='polygon14'%20/%3e%3cpath%20d='M%20344.515,4.723%20L%20344.515,19.33%20L%20368.47,19.33%20L%20368.51,91.118%20L%20343.255,91.118%20L%20343.255,107.119%20L%20368.527,107.262%20L%20488.139,107.262%20L%20488.139,59.532%20L%20472.558,59.532%20C%20471.704,84.803%20449.782,91.152%20440.548,91.152%20C%20432.087,91.152%20415.693,91.119%20415.693,91.119%20L%20415.693,19.301%20L%20439.288,19.183%20L%20439.256,4.722%20L%20344.515,4.722%20L%20344.515,4.723%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path16'%20/%3e%3cpath%20d='M%20262.808,94.13%20C%20248.453,94.13%20236.822,76.935%20236.822,55.713%20C%20236.822,34.486%20248.453,17.278%20262.808,17.278%20C%20277.159,17.278%20288.794,34.486%20288.794,55.713%20C%20288.794,76.935%20277.159,94.13%20262.808,94.13%20L%20262.808,94.13%20z%20M%20263.864,1.777%20C%20223.144,1.777%20190.135,26.024%20190.135,55.922%20C%20190.135,85.822%20223.143,110.066%20263.864,110.066%20C%20304.581,110.066%20337.595,85.822%20337.595,55.922%20C%20337.595,26.024%20304.581,1.777%20263.864,1.777%20L%20263.864,1.777%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path18'%20/%3e%3cpath%20d='M%20725.215,93.857%20C%20710.865,93.857%20699.235,76.377%20699.235,54.804%20C%20699.235,33.239%20710.866,15.755%20725.215,15.755%20C%20739.567,15.755%20751.195,33.239%20751.195,54.804%20C%20751.196,76.376%20739.567,93.857%20725.215,93.857%20L%20725.215,93.857%20z%20M%20726.276,0%20C%20685.547,0%20652.548,24.642%20652.548,55.028%20C%20652.548,85.413%20685.546,110.05%20726.276,110.05%20C%20766.99,110.05%20800,85.413%20800,55.028%20C%20800,24.642%20766.99,0%20726.276,0%20L%20726.276,0%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path20'%20/%3e%3c/g%3e%3c/g%3e%3c/g%3e%3c/svg%3e) ![IG logo, Ortoo customer](data:image/svg+xml,%3csvg%20id='Layer_1'%20data-name='Layer%201'%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20150%20200'%3e%3cdefs%3e%3cstyle%3e.cls-1{fill:%23e01b1c;}%3c/style%3e%3c/defs%3e%3cpath%20class='cls-1'%20d='M25.68,40V160H2.56V40Zm74.55-3h-.61a63,63,0,0,0,.6,125.94c17.75,0,36-7.21,47.76-18.83V90.84H98V113h27.5v19.54l-.3.19a46.38,46.38,0,0,1-25,7.52A40.33,40.33,0,0,1,60,97.84,40.72,40.72,0,0,1,98,59.77c11.25-.65,22,4,30.52,12.16.3.3.64.66,1,1.11l16-16-1-1.11A60.73,60.73,0,0,0,100.23,37Z'/%3e%3c/svg%3e) ![Jaguar Land Rover logo, Ortoo customer](data:image/svg+xml,%3csvg%20xmlns:xlink='http://www.w3.org/1999/xlink'%20xmlns='http://www.w3.org/2000/svg'%20id='JLR_REGULAR'%20data-name='JLR%20REGULAR'%20viewBox='0%200%201206.22%201060.95'%20width='500'%20height='439.78'%3e%3cdefs%3e%3cstyle%3e%20.cls-1%20{%20fill:%20%23231f20;%20stroke-width:%200px;%20}%20%3c/style%3e%3c/defs%3e%3cpath%20class='cls-1'%20d='M49.61,1060.95c74.53-47.23,123.68-132.76,123.68-225.26L173.24,0h-96.12v831.77c0,34.55-8.01,67.28-24.29,94.54-13.76,21.3-31.86,40.71-52.84,55.01l49.61,79.64Z'/%3e%3cpolygon%20class='cls-1'%20points='465.45%20803.57%20465.45%200%20369.33%200%20369.33%20897.13%20907.61%20897.13%20849.94%20803.57%20465.45%20803.57'/%3e%3cpath%20class='cls-1'%20d='M1178.03,247.35C1178.03,108.94,1057.56,0,921.7,0h-260.17v93.56h261.45c91,0,156.36,70.49,156.36,153.79s-65.36,157.64-156.36,157.64h-262.73v93.56h194.8l248.63,398.58h102.53l-249.91-401.14c121.75-15.38,221.72-108.94,221.72-248.63Z'/%3e%3c/svg%3e) ![Komatsu logo, Ortoo customer](data:image/svg+xml,%3csvg%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20170%2034'%3e%3cpath%20d='M159%2033.2c-2.9.1-5.7-.7-7.9-2.5-2.1-1.9-3.2-4.6-3-7.4v-15h9.7v15c0%20.7.6%201.3%201.3%201.3.7%200%201.2-.6%201.3-1.3v-15h9.7v15c0%203.2-1%205.7-3%207.4-2.4%201.8-5.3%202.7-8.1%202.5zm-121.3%200c-7-.1-12.7-5.8-12.6-12.9-.2-7%205.4-12.8%2012.4-12.9%207-.2%2012.8%205.4%2012.9%2012.4v.6c0%203.4-1.3%206.7-3.7%209.1-2.4%202.4-5.6%203.7-9%203.7zm0-16.5c-2%200-3.7%201.6-3.7%203.6s1.6%203.7%203.6%203.7%203.7-1.6%203.7-3.6v-.1c0-2-1.6-3.6-3.6-3.6zm97.6%2016.5c-4.1%200-6.9-1.2-10.4-3.2l2.7-6.4s4%202.6%206.7%202.6c.3%200%20.6%200%20.9-.1.5-.1.8-.5.8-1s-.2-.9-.7-1.1c-.5-.2-1.1-.4-1.6-.5-1.9-.5-4.9-1.2-6.4-4.1-1.7-3.2-1-7.1%201.7-9.4%202.1-1.7%204.7-2.6%207.4-2.6h.5c3%20.1%205.9%201%208.5%202.7l-2.7%206.4c-1.8-1-4.2-2.1-5.7-2.1-.8%200-1.2.3-1.3.9-.1.9.8%201.2%202.3%201.6%201.3.3%202.5.7%203.7%201.3%202.9%201.7%204.4%205.1%203.5%208.4-.4%201.9-1.5%203.5-3.1%204.6-1.9%201.4-4.3%202.1-6.8%202zM9.8%2032.3H0V8.4h9.8V20L15%208.4h11.1l-5.6%2011.7%205.9%2012.2H15.3L9.8%2020.1v12.2zm50%200H51l3.6-23.9h8.9l3%209.6%203-9.6h8.9l3.3%2022.5%207.6-22.5H99l8.2%2023.9H97L94.1%2021l-2.9%2011.3H73l-1.3-9.1-2.5%209.1h-5.7L61%2023.2l-1.2%209.1zm60%200H110v-15h-5.7V8.4h15.4V.8h9.1v9.5h-9.1l.1%2022z'%20fill='%23140a9a'/%3e%3c/svg%3e) ![OppFi logo, Ortoo customer](/assets/oppfi-C1cAew0E.svg) ![Sage logo, Ortoo customer](data:image/svg+xml,%3c?xml%20version='1.0'%20encoding='UTF-8'%20standalone='no'?%3e%3c!DOCTYPE%20svg%20PUBLIC%20'-//W3C//DTD%20SVG%201.0//EN'%20'http://www.w3.org/TR/2001/REC-SVG-20010904/DTD/svg10.dtd'%3e%3csvg%20xmlns:svg='http://www.w3.org/2000/svg'%20xmlns='http://www.w3.org/2000/svg'%20version='1.0'%20width='1024'%20height='446'%20viewBox='-0.72455613%20-0.72455613%2058.75819026%2025.60098326'%20id='svg2317'%3e%3cdefs%20id='defs2319'%20/%3e%3cg%20transform='translate\(-346.34546,-520.28625\)'%20id='layer1'%3e%3cpath%20d='M%20372.07821,531.63637%20L%20372.07821,530.40262%20L%20367.33659,530.40262%20C%20365.00484,530.40262%20363.91609,531.20162%20363.91609,532.43762%20C%20363.91609,533.57087%20364.96609,534.57162%20367.64846,534.57162%20C%20370.95121,534.57162%20372.07821,534.2705%20372.07821,531.63637%20z%20M%20361.93559,523.36912%20L%20360.26259,525.05662%20C%20358.70596,524.12187%20357.11284,523.48812%20354.97484,523.48812%20C%20352.44846,523.48812%20351.59384,524.35537%20351.59384,525.52312%20C%20351.59384,526.25675%20352.21559,526.9905%20354.19721,527.12475%20L%20357.46246,527.32362%20C%20359.47721,527.43875%20360.89334,528.017%20361.81371,528.89712%20C%20362.88834,527.97975%20364.48659,527.39612%20366.59834,527.39612%20L%20372.07821,527.39612%20L%20372.07821,525.67425%20C%20372.07821,524.07262%20370.87359,523.50525%20368.03571,523.50525%20C%20365.97659,523.50525%20364.63221,524.11237%20363.59509,525.069%20L%20361.93559,523.36912%20z%20M%20391.42271,527.65687%20L%20400.58646,527.65687%20C%20400.58646,524.72437%20398.40484,523.26912%20395.98771,523.26912%20C%20393.57196,523.26912%20391.42271,524.69825%20391.42271,527.65687%20z%20M%20377.70559,528.94887%20C%20377.74184,531.714%20377.78584,532.1495%20378.50521,532.92425%20C%20379.06559,533.53012%20380.28059,534.2385%20381.92259,534.2385%20C%20383.52321,534.2385%20384.56346,533.53012%20385.12571,532.92425%20C%20385.84584,532.1495%20385.92671,531.67812%20385.92671,528.94887%20C%20385.92671,526.187%20385.84584,525.714%20385.12571,524.94062%20C%20384.56346,524.33437%20383.52321,523.62625%20381.92259,523.62625%20C%20380.28059,523.62625%20379.06559,524.33437%20378.50521,524.94062%20C%20377.78584,525.714%20377.66809,526.16462%20377.70559,528.94887%20z%20M%20375.21084,522.85987%20C%20375.33771,522.6965%20375.47934,522.53275%20375.63596,522.35687%20C%20376.52871,521.38975%20378.28009,520.28987%20380.84346,520.28987%20C%20382.86584,520.28987%20384.46009,520.95662%20385.93646,522.29087%20L%20385.93646,520.48937%20L%20389.89971,520.48937%20L%20389.89971,522.34262%20C%20391.47184,520.86625%20393.58496,520.28987%20395.56209,520.28987%20C%20399.89746,520.28987%20403.63109,523.26037%20403.65434,528.25212%20C%20403.65959,529.10612%20403.55859,530.63237%20403.55859,530.63237%20L%20391.41759,530.63725%20C%20391.41759,533.3955%20393.29896,534.43675%20396.01234,534.43675%20C%20397.52109,534.43675%20399.43809,533.7465%20400.60059,532.71825%20L%20403.26034,534.65%20C%20401.32271,536.57712%20398.72184,537.62675%20396.08796,537.62675%20C%20393.92134,537.62675%20391.59221,537.1195%20389.89971,535.5755%20L%20389.89971,537.00012%20C%20389.89971,542.10375%20385.85746,544.43812%20381.35059,544.43812%20C%20378.82359,544.43812%20376.25771,543.30325%20374.50896,541.603%20L%20377.57871,539.50237%20C%20378.55184,540.33562%20379.91171,541.03625%20381.42696,541.03625%20C%20384.07059,541.03625%20385.93646,539.73562%20385.93646,537.367%20L%20385.93646,535.63275%20C%20384.69284,536.7995%20382.86584,537.60012%20380.84346,537.60012%20C%20378.62496,537.60012%20377.01596,536.77637%20376.04284,535.92712%20L%20376.04284,537.64287%20L%20372.07821,537.64287%20L%20372.07821,535.91425%20L%20372.00221,535.91425%20C%20371.18546,537.082%20369.82484,537.61537%20367.14284,537.61537%20C%20364.63609,537.61537%20362.72621,536.88762%20361.54646,535.71787%20C%20360.06971,536.937%20357.71734,537.597%20355.01434,537.597%20C%20351.82671,537.597%20348.87196,536.59612%20346.34546,534.56237%20L%20349.10484,532.22775%20C%20350.81484,533.66012%20352.68009,534.3965%20355.32459,534.3965%20C%20357.58021,534.3965%20359.21121,533.66012%20359.21121,532.22775%20C%20359.21121,531.026%20358.16246,530.6595%20356.80121,530.55925%20L%20353.30309,530.29262%20C%20350.03846,530.05937%20347.62846,528.39125%20347.62846,525.49025%20C%20347.62846,522.05412%20350.81484,520.28625%20354.97484,520.28625%20C%20357.97946,520.28625%20360.13284,520.96612%20361.92084,522.06187%20C%20363.37121,520.76212%20365.27596,520.304%20367.84184,520.304%20C%20371.26109,520.304%20373.92921,520.99762%20375.21084,522.85987'%20style='fill:%23008066;fill-opacity:1;fill-rule:nonzero;stroke:none'%20id='path2489'%20/%3e%3c/g%3e%3c/svg%3e) ![Splunk logo, Ortoo customer](/assets/splunk-C0r61HWy.svg) ![Verivox logo, Ortoo customer](data:image/svg+xml,%3csvg%20id='Ebene_1'%20xmlns='http://www.w3.org/2000/svg'%20viewBox='0%200%20156%2036'%3e%3cstyle%3e.st0{fill:%23828282}.st1{fill:%23fd8a02}%3c/style%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M78.6%207.4h5.2v22.7h-5.2z'/%3e%3cpath%20style='fill:%23fd8a02;fill-opacity:1'%20class='st1'%20d='M31.5%207.4l-7.4%2019.9-.1.2c-.6%201.6-2.1%202.8-3.8%203h-1.4c-1.7-.2-3.1-1.4-3.7-2.9l-.1-.3L7.6%207.4h6.1L19.5%2023l5.8-15.6.6-1.5C26.8%203.5%2023.5%200%2013.4%200S-.4%204.3%200%209.1c.4%204.9%206%2016%208.9%2020.4%202.8%204.3%206.6%206.4%2010.5%206.4%203.9%200%208-2%2010.4-8.1%201.8-4.6%207.8-20.4%207.8-20.4h-6.1z'/%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M59.5%2019.2c0%20.5%200%20.9-.1%201.4H42.7c.6%203.7%203.2%205.7%206.5%205.7%202.5%200%204.3-.9%206.1-2.7l3%202.7c-2.1%202.6-5.1%204.2-9.3%204.2-6.6%200-11.6-4.8-11.6-11.8%200-6.5%204.6-11.8%2011.1-11.8%207.3%200%2011%205.7%2011%2012.3zm-5.2-2c-.3-3.3-2.3-6-5.8-6-3.2%200-5.4%202.4-5.9%206h11.7zM147.6%2018.5l8-11h-5.5l-5.2%207.5-5.2-7.5H134l8%2011.2-8.3%2011.5h5.5l5.5-7.9%205.6%207.9h5.7l-8.4-11.7z'/%3e%3cpath%20style='fill:%23828282;fill-opacity:1'%20class='st0'%20d='M133.9%2018.8c0%206.5-5.3%2011.8-11.8%2011.8-6.5%200-11.8-5.3-11.8-11.8%200-6.5%205.3-11.8%2011.8-11.8%206.5-.1%2011.8%205.2%2011.8%2011.8zm-4.6%200c0-4-3.2-7.2-7.2-7.2s-7.2%203.2-7.2%207.2%203.2%207.2%207.2%207.2%207.2-3.3%207.2-7.2zM104.9%207.4l-6.1%2016.5-6.1-16.5h-5.6l9.3%2022.7h4.7l9.3-22.7zM63%2017.8v12.3h5.2V17.8v-.6c.2-1.4%201-4.2%205.1-4.5h.8V7.4h-.5c-7.1.2-10.5%205.2-10.6%2010v.4z'/%3e%3c/svg%3e) ![Volvo logo, Ortoo customer](data:image/svg+xml,%3c?xml%20version='1.0'%20encoding='UTF-8'%20standalone='no'?%3e%3c!--%20Created%20with%20Inkscape%20\(http://www.inkscape.org/\)%20--%3e%3csvg%20xmlns:svg='http://www.w3.org/2000/svg'%20xmlns='http://www.w3.org/2000/svg'%20version='1.0'%20width='800'%20height='110.066'%20viewBox='0%200%20800%20110.066'%20id='svg2'%20xml:space='preserve'%3e%3cdefs%20id='defs23'%20/%3e%3cg%20style='display:none'%20id='Grade'%3e%3c/g%3e%3cg%20id='Camada_1'%3e%3c/g%3e%3cg%20id='Área_de_trabalho'%3e%3c/g%3e%3cg%20id='Linhas-guia'%3e%3c/g%3e%3cg%20id='Page_1'%3e%3cg%20id='Camada_1_1_'%3e%3cg%20id='g10'%3e%3cpolygon%20points='0,4.723%200,19.33%2023.959,19.33%2070.846,107.261%20128.543,107.261%20175.43,19.184%20199.385,19.033%20199.437,4.723%20127.761,4.723%20127.761,19.083%20146.849,19.083%20113.74,81.595%2077.933,19.301%20104.05,19.184%20104.004,4.723%200,4.723%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='polygon12'%20/%3e%3cpolygon%20points='462.405,4.723%20462.405,19.33%20486.357,19.33%20533.245,107.261%20590.944,107.261%20637.831,19.184%20661.789,19.033%20661.832,4.723%20590.169,4.723%20590.169,19.083%20609.249,19.083%20576.141,81.595%20540.33,19.301%20566.455,19.184%20566.406,4.723%20462.405,4.723%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='polygon14'%20/%3e%3cpath%20d='M%20344.515,4.723%20L%20344.515,19.33%20L%20368.47,19.33%20L%20368.51,91.118%20L%20343.255,91.118%20L%20343.255,107.119%20L%20368.527,107.262%20L%20488.139,107.262%20L%20488.139,59.532%20L%20472.558,59.532%20C%20471.704,84.803%20449.782,91.152%20440.548,91.152%20C%20432.087,91.152%20415.693,91.119%20415.693,91.119%20L%20415.693,19.301%20L%20439.288,19.183%20L%20439.256,4.722%20L%20344.515,4.722%20L%20344.515,4.723%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path16'%20/%3e%3cpath%20d='M%20262.808,94.13%20C%20248.453,94.13%20236.822,76.935%20236.822,55.713%20C%20236.822,34.486%20248.453,17.278%20262.808,17.278%20C%20277.159,17.278%20288.794,34.486%20288.794,55.713%20C%20288.794,76.935%20277.159,94.13%20262.808,94.13%20L%20262.808,94.13%20z%20M%20263.864,1.777%20C%20223.144,1.777%20190.135,26.024%20190.135,55.922%20C%20190.135,85.822%20223.143,110.066%20263.864,110.066%20C%20304.581,110.066%20337.595,85.822%20337.595,55.922%20C%20337.595,26.024%20304.581,1.777%20263.864,1.777%20L%20263.864,1.777%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path18'%20/%3e%3cpath%20d='M%20725.215,93.857%20C%20710.865,93.857%20699.235,76.377%20699.235,54.804%20C%20699.235,33.239%20710.866,15.755%20725.215,15.755%20C%20739.567,15.755%20751.195,33.239%20751.195,54.804%20C%20751.196,76.376%20739.567,93.857%20725.215,93.857%20L%20725.215,93.857%20z%20M%20726.276,0%20C%20685.547,0%20652.548,24.642%20652.548,55.028%20C%20652.548,85.413%20685.546,110.05%20726.276,110.05%20C%20766.99,110.05%20800,85.413%20800,55.028%20C%20800,24.642%20766.99,0%20726.276,0%20L%20726.276,0%20z%20'%20style='fill:%230d3896;fill-rule:evenodd'%20id='path20'%20/%3e%3c/g%3e%3c/g%3e%3c/g%3e%3c/svg%3e) What it is ## Lead distribution, in plain terms. Salesforce lead distribution is the workflow that allocates inbound leads to reps based on multi-factor rules: skills, capacity, value, territory, and availability. Done well, it removes the lag between lead creation and engagement and keeps the workload balanced. Lead distribution sits inside Ortoo Orchestrator. The routing capability inside Ortoo Orchestrator evaluates every lead on intake, weighs the criteria together, and logs the decision on the Salesforce record. The problem ## Salesforce lead distribution determines whether revenue operations runs or stalls Native Salesforce assignment does not factor in skills, capacity, and territory together as one decision. Salesforce lead distribution starts where assignment rules end. Native rules route by queue or owner. Round-robin treats every lead as equal. The high-value insurance enquiry gets the same slot in the queue as a low-intent web form, and reps cherry-pick whichever looks easiest to action. Hot leads cool while reps decide what to work. Junior reps sit idle while seniors drown. Value-weighted leads, like insurance policies worth six figures, sit behind low-fit records because the queue cannot tell the difference. > Fair distribution and high-value prioritisation are the same workflow, configured differently. Ortoo Orchestrator handles lead distribution as one workflow. Skills, capacity, value, and territory weigh together in the matching decision, with fairness rules ensuring senior reps do not drown and high-value leads do not sit behind low-fit ones. // HOW IT WORKS ## Triggered by case context. Not by who is watching the queue. 1. 01 // STEP 01 ### Every lead is evaluated the moment it lands. Inbound leads are read against the routing matrix: skills, capacity, value, territory, source, and qualification fields. Evaluation is real time so leads do not sit unrouted. 1. Lead arrives Inbound intake 2. Read inputs Source, value, fit 3. Real-time eval No batch wait Step 01 — Score 01 2. 02 // STEP 02 ### Matching weighs fairness and value together. The workflow picks the rep based on skill match, current workload, lead value, and availability. Fairness rules prevent senior reps from drowning; value rules prevent high-value leads from queuing behind low-fit ones. 1. Skill match Product, language 2. Value weight High value jumps 3. Fairness check Capacity respected Step 02 — Allocate 02 3. 03 // STEP 03 ### Capacity refreshes in real time. Workload limits per rep refresh as leads are accepted, converted, or aged out. The next routing decision reflects current capacity, not yesterday's snapshot. 1. Assign owner Salesforce record 2. Refresh capacity Live workload 3. Log decision Reportable Step 03 — Balance 03 What good lead distribution needs ## Three things separate working lead distribution from a queue with delays. Most lead distribution problems are matching problems wearing a different label. Three things have to be true for the workflow to keep pipeline moving and the team balanced. The path is operationally realistic: start with one workflow at a time, expand step by step as the team is ready. [Book a demo ](/contact?intent=demo) ### Multi-factor matching Skills, capacity, value, and territory weighed together. One factor at a time misses the right match. ### Fairness rules Capacity limits respected on every assignment. No one drowns; no one sits idle. ### Value-aware prioritisation High-value leads jump the queue based on criteria the team configured. Before vs after ## What changes when lead distribution runs as a workflow. The leads do not change. What changes is whether the right rep gets the right lead. Before Before 1. 01 Round-robin 2. 02 Reps cherry-pick 3. 03 Value ignored 4. 04 Static capacity Round-robin treats every lead as equal. Senior reps drown; high-value leads cool. After With Ortoo Orchestrator 1. 01 Multi-factor match 2. 02 Auto-assigned 3. 03 Value-weighted 4. 04 Real-time capacity Routing weighs skill, capacity, and value together. Workload balances and high-value leads get priority. Where it fits ## Works with the Salesforce tools you already use. ### Salesforce lead distribution for fair allocation Fairness Capacity Capacity-aware distribution prevents senior reps from drowning while juniors sit idle. The workflow respects per-rep workload limits, refreshed in real time as leads are accepted or aged out. ### Salesforce lead distribution for high-value prioritisation High value Priority Lead value, whether measured in deal size, account tier, or qualification score, feeds the routing decision. High-value leads jump the queue based on criteria the team configured, not on rep judgment. ### Lead distribution for insurance and regulated industries Insurance Financial services Industries with high lead value and regulatory licensing requirements need distribution that respects both. The workflow routes inbound enquiries to licensed reps in the right territory, with the audit trail compliance teams expect. Built for revenue operations ## Distribution that balances the team and respects value. ### Senior reps stop drowning and junior reps stop sitting idle. Capacity-aware distribution keeps the workload balanced. The workflow respects per-rep limits, so the team's output rises in proportion to headcount instead of concentrating on a few overworked reps. ### High-value leads get the attention they deserve. Lead value is a routing input alongside skill and capacity. High-value records jump the queue based on rules the team configured, not on whether a rep happened to spot them in time. The sales ops team owns this workflow, with RevOps adjusting rules as the business changes. ### Distribution decisions are reportable as Salesforce data. Every routing decision is logged with the inputs that drove it. Sales ops can answer why a lead went to a particular rep from a Salesforce report and tune the distribution rules based on actual outcomes. Skill Capacity Lead value Territory Source Language Fit score Account tier Fairness cap Signals the distribution workflow evaluates Components of lead distribution ## Four elements every lead distribution workflow needs to cover. Ortoo Orchestrator provides the engine. Fairness rules, value thresholds, and rep pools are configured by sales operations. ### Skills-based matching Match leads to reps whose skill profile fits the product, language, or vertical. ### Capacity-aware assignment ### Value-weighted prioritisation ### Native Salesforce execution // RULE CONFIG #### Insurance, high-value priority routing vertical Insurance, NA value threshold Annual premium >= 50k skill State licence + product line capacity Active pipeline < 40 leads fairness Per-rep daily cap audit Inputs logged per lead IF premium >= 50k AND licence matches THEN priority-route to senior licensed rep within capacity. Case studies ## Teams running lead distribution as a workflow. [ Verivox 75% Addressed 75% of inbound work within the first 30 minutes after deploying the routing capability inside Ortoo Orchestrator for lead distribution. Read case study ](/case-studies/verivox)[ Sage Intacct Replaced manual lead distribution with workflow-driven routing, scaling pipeline without scaling SDR headcount. Read case study ](/case-studies/sage-intacct-2)[ Splunk Distributed inbound leads across international sales teams with routing logic that respected region, language, and rep specialisation. Read case study ](/case-studies/splunk) Related use cases ## Adjacent revenue workflows in Ortoo Orchestrator. [ Lead assignment in Salesforce Skills, capacity, and territory-aware routing. ](/use-cases/lead-assignment-in-salesforce)[ Salesforce territory management for sales Multi-factor territory routing for sales teams. ](/use-cases/salesforce-territory-management-for-sales)[ AI lead triage Classify and prioritise leads on intake. ](/use-case/using-ai-to-triage-leads-automatically-within-salesforce)[ Salesforce revenue workflow orchestration Lead distribution as one step in revenue workflows. ](/solutions/revenue-workflow-orchestration)[ Lead routing in Salesforce The full lead routing lifecycle. ](/resources/pillar/lead-routing-salesforce)[ Salesforce routing The routing category across every object. ](/resources/pillar/salesforce-routing) FAQ ## Common questions How is Salesforce lead distribution different from assignment rules? + Native Salesforce assignment rules route by queue or owner one criterion at a time. The workflow inside Ortoo Orchestrator applies multi-factor logic in one step, considers real-time capacity, and matches by skill profile and lead value, not just queue membership. Can we balance fairness and high-value prioritisation at the same time? + Yes. The two coexist as criteria the workflow weighs together. Fairness rules prevent rep overload; value rules prevent high-value leads from queuing behind low-fit ones. Both are configured by ops. Does this work for insurance and other high-value industries? + Yes. Insurance, financial services, and other regulated industries need distribution that respects licensing, territory, and value at once. The workflow handles all three in the same routing decision. How is capacity tracked? + Per-rep workload limits are configured by the team and refreshed in real time as leads are accepted, converted, or aged out. The next routing decision reflects current capacity, not yesterday's snapshot. What happens when no rep matches the criteria? + The workflow defines the fallback explicitly. Common patterns are queueing to a holding pool, escalating to a manager, or relaxing one criterion at a time until a match is found. Can operations teams adjust the distribution rules without code? + Yes. All routing logic, capacity limits, and value thresholds are configured declaratively inside Salesforce setup. Sales ops adjusts the workflow as the business changes. Is distribution data reportable in standard Salesforce reporting? + Yes. Every routing decision is logged with the inputs that drove it, the matched rep, and the timestamp. Standard reports and dashboards pick it up automatically. Distribute fairly, prioritise smartly ## Stop manually distributing inbound leads. Book a 30-minute conversation. We will walk through your current distribution logic and where workflow execution removes the bottleneck. Installs natively into Salesforce. Start with one workflow, expand to others as the team is ready. You pay for work completed, not the steps required to complete it. [Book a demo ](/contact?intent=demo)[Map your workflow](/contact?intent=workflow-mapping) ![Ortoo logo, workflow orchestration for Salesforce](/assets/ortoo-logo-C6Mjw-cG.svg) Workflow orchestration in Salesforce, executed by specialized agents under controlled AI. PRODUCT - [Orchestrator](/orchestrator) - [Solutions](/solutions) - [Pricing](/pricing) ## PRODUCT - [Orchestrator](/orchestrator) - [Solutions](/solutions) - [Pricing](/pricing) WHY - [Why Orchestrator](/why-orchestrator) - [Customers](/case-studies) ## WHY - [Why Orchestrator](/why-orchestrator) - [Customers](/case-studies) RESOURCES - [Blog](/resources/blog) - [Downloads](/resources/downloads) ## RESOURCES - [Blog](/resources/blog) - [Downloads](/resources/downloads) USE CASES - [Case assignment](/case-assignment) - [Lead assignment](/lead-assignment-in-salesforce) - [Email-to-Anything](/solutions/email-to-anything) - [See all use cases](/use-cases) ## USE CASES - [Case assignment](/case-assignment) - [Lead assignment](/lead-assignment-in-salesforce) - [Email-to-Anything](/solutions/email-to-anything) - [See all use cases](/use-cases) COMPANY - [About](/about-ortoo) - [Ascendx Approach](/ascendx-approach) - [Careers](https://ascendx.cloud/vacancies/) - [Contact](/contact) ## COMPANY - [About](/about-ortoo) - [Ascendx Approach](/ascendx-approach) - [Careers](https://ascendx.cloud/vacancies/) - [Contact](/contact) LEGAL - [Privacy policy](/privacy) - [Terms of service](/terms) - [Cookie policy](/cookies) ## LEGAL - [Privacy policy](/privacy) - [Terms of service](/terms) - [Cookie policy](/cookies) © 2026 Ortoo. An Ascendx Company. All rights reserved. [](https://www.linkedin.com/company/ortooapps/)[](https://x.com/OrtooApps)