Leads vs Introducer Custom Object

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1

We use companies for client companies and have a custom object for introducer companies which is working quite well and I’d like to keep the two separate. We associate the introducer to companies and deals that they are attributed to.

For our introducer teams, I am trying to map out how they manage their leads and deals. Currently, they only create an introducer record when the introducer has signed up and onboarded.

What I would like to show is how many leads a rep is being assigned, and how many convert into an introducer record. However there are often many contacts / leads for one introducer.

Any help is appreciated :slightly_smiling_face:

2

Hey @SKerrigan5! Thanks for your post. I want to invite some subject matter experts to see if they have any suggestions.

Hey @danmoyle, @johnelmer, @ChristinaKay, do you have any experience to share?

Best,

Kennedy

3

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Hi @SKerrigan5!

Great question — and you’re already doing a great job by separating clients (Companies) and Introducers (Custom Object).

To achieve what you want — track how many leads are being assigned to reps and how many of those convert into actual Introducers, while considering that multiple leads can belong to one introducer — you’ll want to follow this 3-part structure:

1. Define a consistent association model

If you’re not doing this already:

  • Ensure each Contact (lead) is associated to the Custom Object: Introducer, even before onboarding.

  • You can use a custom property on the Contact like Introducer Status to reflect stage:

    Example values: Prospect, Engaged, Converted, Disqualified

Optional:

  • Add a property to mark the primary Introducer Contact if needed.

2. Create a conversion logic from Contact to Introducer

Since you only create Introducer records after onboarding, you’ll want to track how many Contacts progress to that status.

Suggested setup:

  • Create a Workflow to:

    • Enroll Contacts when they’re assigned to a rep and tagged as a potential introducer
    • Update a counter on the associated rep (or pipeline/deal, depending on structure)
    • Trigger a conversion flag when the related Custom Object is created or Contact status is changed to Converted

3. Reporting & Dashboards

Now you can build reports to show:

  • Leads Assigned per Rep:

    Use Contacts filtered by rep owner and status = “Prospect” or “Engaged”

  • Converted Leads to Introducers:

    Count of Contacts where status = “Converted”

    OR

    Count of Contacts associated to an active Introducer record

  • Conversion Rate:

    Combine the above in a calculated property or custom report (Enterprise required for calculated fields in reports)

You could also build a funnel report showing Contacts flowing through Introducer status stages if you want.

Optional Enhancements:

  • If you want to fully automate the process, you could create the Introducer record from a Contact via Workflow and custom code (using Operations Hub or API).
  • If your reps work in distinct pipelines, consider using that structure to isolate metrics per Introducer source.

Let me know if this solution aligns with what you’re trying to achieve. And if it helped clarify the path forward, feel free to mark it as the accepted solution so others in the community can benefit too!

4

If I understand properly you are simply trying to replicate the native flow : Contact to Lead to Deal creation only in your case it has to be Contact to Lead to Introducers.
So one solution is to : Create a Lead property “Create Introducer” “TRUE/FALSE” and make it mandatory at the final step of your Lead pipeline.

Then Create a workflow that create an Introducers once a lead is Qualifed based of that create introducer property. This way, you should be able to use all Lead native reporting features as well as the new sales dashboard space from Hubspot while not creating a transaction but a custom object.

The downside to this? You can’t have 2 Lead pipeline, this will affect the whole instance as far as I am aware. Other BU would have to click on FALSE to avoid the creation of the custom object once reaching final stage if they are using this Lead feature.

Hope this helps,