Introduction to Revenue Organization

Revenue organization in Cargo enables users to bring all the lead routing process and capacity management under one roof. By integrating with various CRM and sales tools (email marketing, slack, etc.), you can streamline operations and enhance the efficiency of your revenue operations.

What you will learn

In this module, you will learn:

• How to set up basics of the revenue organization
• Utilize the allocation node to assign leads and interlink your different sales tools.
• Use slack alerts in combination with assignment for high priority leads.

Guides

To help you get started, we have included practical guides that demonstrate how to use revenue organization features effectively. For example, learn how to set up an allocation node, manage territories and capacities, and create dynamic segments. These guides provide step-by-step instructions to enhance your understanding and application of revenue organization in real-world scenarios.

Core features

Members

To begin to use the revenue organization features, you'll need to create a connector that supports the allocation feature. Creating such a connector will automatically start synchronizing members from these connected tools to populate the members list automatically - this is a built-in behavior that doesn't require any additional configuration.

Since member profiles must be synchronized from connected tools, they cannot be created directly within Cargo. The system uses email addresses as common identifiers to unify members across different tools. This allows for cross-platform functionality, such as sending a Slack notification to a sales rep based on their deal assignment in Salesforce. Learn more in this guide.

Cargo allows you to extend member profiles with custom metadata.This metadata can help customize workflows related to lead assignments. or instance, if the metadata contains information about a sales member's language preferences, Cargo can use it to personalize workflow execution. Another example would be including a Calendly link in a member's metadata to automatically send it to assigned leads.

Territory

Territories are a flexible way to group members into teams, which can represent different sales organizations or divisions. Once your sales members are synchronized within Cargo, you can optionally define territories and capacities.This structure helps manage and organize members based on specific organizational needs. territory is a group of members that can reflect any structure within your organization, such as geographical regions or industry focus groups. Each territory can also have a fallback member who will be used for allocation when other members are unavailable.

Capacity

A capacity defines how many leads can be allocated at maximum to each member of a revenue organization. Each capacity configuration specifies both how many records a member can be allocated and the timeframe for allocation. This can include factors such as the number of leads or the expected time intervals, which help distribute work fairly and in accordance with business logic.

For instance, you can set a capacity of 3 records per day if that matches your average sales cadence.

All capacities are calculated independently. A member can be available for allocation under one capacity configuration while being marked as fully booked under another.

If defining a static capacity is not sufficient, Cargo can link allocations from a selected model to dynamically compute capacity for each member based on their actual workload in a given sales tool.

Capacity model mapping

As the basic capacity is calculated only on Cargo's side, sometimes it may not suffice as sales representatives may also be receiving allocation directly from outside of Cargo workflows. In these case, where a reflection of the actual workload is needed, we can use capacity model mapping to calculate the 'actual' capacity of a member based on information in a Cargo data model.

This is called capacity model mapping and is one of the advancedsettings of the capacity object.

Data models used to map this advanced setting must be transactional objects, such as a CRM deals object, since this should be organized at allocation level (i.e. one record = one deal = one allocation).

As indicated in the screenshot above, it is obligatory to add a filter identifying the deal owner (i.e. the member assigned to the deal) using a model column that denotes the deal owner and via a Cargo expression that will be used to filter the relevant member using an expression such as {{member.ids.<Insert connector name here>}}.

Cargo allows you to add further filters to ensure only relevant information is considered when calculating capacity (such as a company segment).

Allocation node

The allocation node is a highly customizable workflow action trigger actual allocation logic. It can use territories, different capacity configurations, static list of members, or powerful Cargo expressions to select a member for the record allocation.