Revenue Organization

This reference covers details of Cargo's revenue organization features and their configuration options.

MEMBERS

Members

Members represent sales representatives and, at a technical level, are synced from CRM or other sales tool accounts. This means members cannot be created directly within the Cargo dashboard. To import a members list into the Cargo revenue organization, a supported connector must be installed.

Connectors that can populate members list are tagged with Allocate keyword in the connectors catalog.

  • Name
    Full name
    Description

    Full name of the member. This is a non-editable field synchronized from a connector.

  • Name
    Email
    Description

    Email of the member. This is a non-editable field synchronized from a connector.

  • Name
    Connectors
    Description

    List of the connectors this member was synchronized from.

  • Name
    Territories
    Description

    List of territories this member is assigned to.

  • Name
    Meta
    Description

    JSON object with additional metadata that can used as a result of allocation node run within a workflow.

TERRITORY

Territory

Territory is a group of team members organized by common assignment criteria such as geographic or sectoral focuses, ensuring a strategic approach to lead engagement.

Each territory can include any number of members synced from connected sales tools and can be used with combination with capacity to optimize lead distribution across team members.

  • Name
    Label
    Description

    Territory label.

  • Name
    Color
    Description

    The color of the territory label as displayed within an allocation node.

  • Name
    Description
    Description

    A territory description that provides additional context.

  • Name
    Members
    Description

    List of members assigned to this territory.

  • Name
    Fallback Member
    Description

    Single member that will be used for allocation if all other members of a given territory are not available due to capacity constraints. Designed as a safety net to prevent any lead from being overlooked.

CAPACITY

Capacity

Capacity is a configuration that defines how to calculate each member's quota when executing an allocation node.

Capacity is a distinct configuration element separate from territories. When executing an allocation node in a workflow, you can independently specify both the territory and capacity. This flexibility allows you to create multiple combinations, enabling more precise allocations.

While territories are used to map teams, capacity enables the specification of fine-grained allocation rules. This ensures that each member is assigned the expected number of leads while adhering to the rules of the sales organization.

  • Name
    Name
    Description

    Name of the capacity.

  • Name
    Color
    Description

    Color of the capacity when using within an allocation node.

  • Name
    Description
    Description

    Capacity description, internal.

  • Name
    Member capacity
    Description

    A maximum number of records one member can handle at a time.

  • Name
    Allocation expiration interval
    Description

    Interval at which the capacity will be reset. When set to daily the member capacity will be used up to the number of maximum records within a day, then on the next day the capacity of the given member will be reset to 0. The exact time of the reset will depend on the allocation expiration type setting.

  • Name
    Allocation expiration type
    Description

    Defines when exactly allocations for each member will expire.

    • Fixed - specify an exact time of a day when all current allocations of a given member will expire, clearing the capacity. For instance all allocations can expire at midnight UTC regardless of when the records were allocated.
    • Sliding - calculate expiration time for each capacity individually. For instance a record allocated at 5pm UTC with capacity set to a daily interval will expire on 5pm UTC on the next day.
  • Name
    With model mapping?
    Description

    Enables capacity to include allocations for a member from external sources within the linked data model.

    • Model
    • ID Column
    • Time Column
    • Filter
ALLOCATION

Allocation node

Allocation node runs the actual allocation logic and is the final place where all elements of the revenue organization are used.

It requires a stable record ID to identify input lead information and can accept a number of configration settings to adapt allocation rules. The result of the allocation node run is allocation information that can be written to selected sales tools using seprate nodes.

Round robin - if multiple members are available they will be "rotated" between each. This happens on workflow level when using territories.

When using members type it will work globally.

  • Name
    Record ID
    Description

    A unique, stable ID is used to identify records for allocation. Cargo tracks all allocations with this identifier, so it’s crucial to maintain the same value for each corresponding record. Typically, it’s recommended to use the record's ID from the data model, equivalent to {{nodes.start.id}}.

  • Name
    Type
    Description

    The of the allocation logic:

    • Email - an expression to match a member using their email address
    • Territory - select which territory to use for the allocation
    • Members - specify a static list of members to use for the allocation
    • Matching - match member based on the connector data
  • Name
    Capacity
    Description

    Decide which capacity configuration to use for the allocation node.