topic Re: Default Leads object automation in Data Hub

Default Leads object automation

Becky238 — Tue, 13 Feb 2024 16:20:08 GMT

There is a default automation in the Leads object that moves a contact to a specific Lead stage when an email is sent to them. In our case, when a contact comes in, an initial ICP check is done and if they don't pass it, we send them an email to disqualify them and then move them to the Disqualified Lead stage. However, as the email is sent first, it triggers the default automation which then triggers a custom automation that sets the contact to MQL. This skews our MQL report.

This default automation doesn't take into consideration of the type of email that is sent so it would be good if there could be a feature rolled out that will allow us to turn it off. In the meantime, is there a workaround to prevent situations like this from happening?

Re: Default Leads object automation

Jnix284 — Tue, 13 Feb 2024 16:28:39 GMT

Hi @Becky238 Happy to help get the automation working better for you when leads are disqualified.

The default automation for the Leads object is based on Lifecycle Stage - depending on how you're using Lifecycle Stage, the settings you have configured might vary:

It sounds like you might have an automation in Workflows configured that if an email is sent, the lifecycle stage is updated, which in turn is triggering the lead object.

Can you check your workflows to see what automation is configured for setting MQLs? The easiest way to check is to look at one of the records where the contact was disqualified but they were still made a lead, this should show the workflow activity on their timeline to see which workflow triggered the change.

Once you have identified the workflow, you should be able to create an if/then branch that will allow you to separate out those that rare DQ'd - once we know what the trigger is in the email, we can look at how to isolate those that are DQ's.

Re: Default Leads object automation

Jnix284 — Tue, 13 Feb 2024 16:43:49 GMT

@Becky238 re-read your question and had another thought, I misunderstood that you're sending the DQ email when they are already a lead, and it's the Lead Stage automation that is triggering MQL.

The default automation only changes to "Attempting" if a rep sends an email, which might happen if they are DQ'd, but this doesn't directly associate to MQL.

The only stage that changes lifecycle stage is "New" which is set here:

If you're setting all new leads to MQL here, then DQ'ing them as part of the lead process, I can see why it is impacting your reporting.

Rather than setting the New to MQL, you could set it to Lead and then once you reach "Connected" you could have a workflow that triggers the lifecycle change from Lead to MQL - this will give your reps time to DQ before MQL and still create a deal/opportunity once Qualified.

Re: Default Leads object automation

Becky238 — Tue, 13 Feb 2024 16:49:52 GMT

Hi Jennifer,

Thanks for your reply. It's not the 'Create a lead based on lifecycle stage' setting that I'm having issues with, it's this default automation (screenshot):

This is triggered when we send an email, even if it's a disqualifying email, which happens before we move a lead to the 'disqualified' lead stage. However, as the contact has already been moved to 'pre-qualified', it triggers the custom automation that sets contacts in that lead stage to MQL. For immediate disqualified leads, this is not ideal and it skews our report.

Hoping that there's a way to override this default automation.

Re: Default Leads object automation

Jnix284 — Tue, 13 Feb 2024 17:21:35 GMT

Hi @Becky238 Thanks for clarifying - I realized what you meant after I re-read it (sorry for the back-to-back replies) 🤦‍

There isn't a way to turn this automation off currently, I'm wondering if there is a way to adjust your Lead Stages so that "Attempting" isn't "Pre-Qualified" and instead that happens in place of "Connected" - instead of "Pre-Qualified" could this step be changed so it could still go either way, like "ICP Check" that way they still progress to this stage automatically, then they can be moved to Disqualified without impacting your automation for the Pre-Qualified stage?