OK. Excellent.
A lot of the good stuff has been coming out on the book itself, so we look forward to hearing, more from you later today. Alright.
So let’s just jump into it, shall we? I want to open things off with buying groups.
And I know that for many of you, you may not be familiar with exactly what LeanData offers around buying groups. So if you’re not familiar, buying groups edition is a LeanData product that will track sales and marketing signals from different personas at your accounts, and then we’ll use that data to help you identify and to build buying groups based on your configured criteria.
Now LeanData will then take that information and aggregate it within a central buying group journey custom object, and that maps the buying group’s collective engagements across the entire buying cycle. And all of this information, all the way from pre opportunity to opportunity close, will be mapped there.
And this allows you to effectively measure, manage, automate, and track the buying group activity and coordinate your go to market processes accordingly. So within this buying group’s, product area, in this most recent release, we’ve released custom signals.
So instead of telling you more about that, I’ll I can just hand it off to Dax, and you can tell us more about custom signals.

Dax Farhang:

Thanks, Kevin.
Sophisticated go to market motions rely on capturing every relevant piece of intent and engagement data. The lean data buying groups addition helps reps by highlighting all of the relevant signals across the entire buying group over time.
Previously, buying group signal configuration was limited to standard Salesforce campaign members and activities. The custom feature sig this custom signals feature solves this by providing a unified mechanism to capture and classify any intent data that makes its way into Salesforce across the entire buying group journey.
The feature simplifies complex data orchestration. An example use case is mapping and classifying signals based on g two activity, such as viewing a product page or comparing, company’s categories to help GTM teams prioritize accounts showing active research.
Another example is registering a Jew UserGems signals when a field change indicates a key contact is moved to a new company, which automatically triggers an outreach to reengage former contacts. You can also register a signal when an account becomes a 6¢ qualified account, which you can immediately trigger routing to sales or launch specific nurture workflows.
These are just a few examples of how the custom signals capabilities in buying groups edition enable the orchestration of far more sophisticated go to market motions by allowing you to capture, classify, and score signals from virtually any Salesforce object and any external provider. Excellent.

Kevin Au:

Thanks, Dax. A few questions. You know, for those of who are familiar with LeanData’s orchestration product, this kind of seems like things that you might be able to ingest through that.

Is this a part of the LeanData orchestration product, or would we consider this sort of its own separate product line?

Dax Farhang:
It is a separate product.
It is tightly integrated with the LeanData orchestration as well, but it is a separate product for customers to license. K.

Kevin Au:
And you you gave the example of, like, a g 2 and and 6¢ and things like that as far as a custom signals. And does that depend on any kind of integration with them?
Or it sounds almost too good to be true in that any custom object we can ingest signals from. Is that accurate?
Is or there’s some limitations as far as what we can do there?

Dax Farhang:
It’s really not too good to be true.
Any custom object, any field rather, to be more specific, can be turned into a signal emitter. So provided that you have a connector to any of those third party tools that I just mentioned, those tools will stamp the data inside your Salesforce instance, and then we can use that to identify signals as they come in.
Okay. Excellent. So just to kinda restate that, to make sure I’m understanding that correctly, it’s not we’re not depending on a specific integration directly with LeanData and any of these, you know, signal, collectors or or creators. We are simply leveraging their their sync with Salesforce and leveraging the data that’s stored in Salesforce, and then we can draw signals from that.
That is correct.

Kevin Au:
Excellent. Alright. So, hopefully, you know, no matter what vendor you’re using and what types of signals you’re capturing, then you can put this into our buying groups edition product, and that can really give you that value across all of these different sources.
Alright. So let’s move into our next product area, which is orchestration. I don’t think I need to spend too much time talking about orchestration because most of you know LeanData, four being the engine that matches and routes records in your system, and that’s what orchestration essentially covers.
But maybe for the few that are brand new to LeanData at a very high level, LeanData orchestration allows you to automate your go to market processes throughout your whole processes throughout your whole revenue life cycle, and you can do this without needing to to know how to code. And, additionally, because of the connections that LeanData is able to make between different signals that enter your CRM and the data that’s already in your CRM and the strategies that you want to execute from that.

We LeanData then allows you to efficiently execute those motions in a way that just aligns sales and marketing and customer success and every stage of the the buyer life cycle. So that’s orchestration at a very high level.
So from the orchestration side, a few brand new features that we want to highlight for you today are AI graph summary as well as AI graph comparison. We’ll then talk about collections and then, the addition of math and string functions that you can perform within our flow builder.

Now, you can see that those first two features there are, AI specific features. Before we jump into the nitty gritty of all of these specific features, we’re really excited about our AI capabilities, but we also understand that for many, there’s a bit of hesitance around AI and incorporating AI into everything that you do.
And for us at LeanData, we recognize that there is value here, but we want to approach this, thoughtfully. So, from our end, our approach to incorporating AI is more measured and methodical.

First, we’re using it to build a foundation of robust data. AI certainly can assist with that, and we’re already seeing that with some of our title clustering capabilities.
And next, we’re using AI to get a handle on and understand the complexity of your go to market engine with all of its different moving parts, and that’s largely going to be the theme of the features that we cover today. And once we’ve achieved that, we’re moving into what we can do to build more capabilities to improve the sophistication of your go to market orchestration in ways that you just weren’t able to do before.

So those are essentially the themes to our AI road map and the approach that we’re taking to adding these capabilities. So, hopefully, you’ll be able to see that as we continue to iterate and follow these themes throughout.

And with that, let me hand it over to Dax who can tell us about some of these features more specifically. Great.

Dax Farhang:
The first feature I’m gonna tell you about is the AI graph summary. The AI graph summary uses AI to generate a text description of what your routing graph is intended to do, making it easy to understand and adjust your graph as your go to market strategy evolves.
We frequently hear customers ask questions like, what is this graph doing? Why is it built this way?

What are we missing? How do we compare it to others? Without a summary, troubleshooting and onboarding often take too long because administrators and analysts have to manually trace and document those complex workflows.

The AI graph summary generates text summaries of routing graphs to simplify your onboarding, troubleshooting, and strategy alignment. It uses AI to explain the intent and function of the entire routing graph, sections, and individual notes.

This helps accelerate onboarding for new admins and users, review workflows to ensure alignment with go to market strategy, and speed up troubleshooting. Primary benefits include faster onboarding as it shortens the time to understand how new admins and rev op analysts.
One customer indicate that they would have saved about ten hours of manual effort by having the AI generate the information if they had to do this themselves. It also provides improved governance by making routing decisions auditable and transferable.

And finally, it provides optimization enablement because the tool identifies unused features, redundancies, and areas where you can improve your graph.

Kevin Au:

Excellent.
Thanks for walking through that with us, Dax. You know, I think, one thing that commonly comes up when we’re talking about AI and its access to your graph specifically, I I’m sure that many of our customers have may potentially have sensitive data within those graphs.
Are there any data security risks with using these features to analyze the graphs?

Dax Farhang:

Great question.

There’s no personal identify identifiable information inside of any of these graph definitions, And we also allow customers to use their own Gemini API key so they can have further governance over the use of these features. Right?
So there really shouldn’t be any concern about, you know, what the AI is able to access and, you know, that compromising your data security.

Kevin Au:

You know, over time, I think the this feature is starts to get more useful the more complex and larger graph gets.
Is there any kind of limitation? I know that many folks here, they say, you know, it’s great that you have this feature, but our graph, it’s a little bit too big for you guys.
Is that a concern? Is there a limitation for how complex or large graph can be for it to be summarized?

Dax Farhang:

No.
No concern whatsoever. The, the limitations would be based off of Salesforce size limitations, not based off of any, restrictions with our our use of, the AI or the graph size itself. In fact, before we send it up to, Gemini for processing, we do go through the graph definition, and we remove a lot of the extra information that is really in cons no consequence to the graph summary itself.

Kevin Au:

K. No. That’s great. The AI, I think, does would do do a good job of summarizing things.
But is there any sort of inference as far as why a graph was built a certain way? Not not that it just was built this way, but why it was so that maybe as folks, try to consume that summary, they can identify, oh, maybe we don’t need this part anymore, because this is not a priority of ours anymore for this particular reason for this part of the graph.
So is there any inference into that? Yes.

Absolutely. The, the graph the first section of the executive summary is, intended to do you just that, is to explain why the graphs exist, so what it it what it its intent is. Mhmm.
Yeah. I I can see a lot of folks wanting to use these features to help them to optimize, their graphs. Are are there suggestions, that the AI can provide as far as maybe you should add a section here that does this or add these nodes or maybe even remove these nodes when they’re looking to improve or optimize their graph?
Yeah. Absolutely. There is a recommendation section, and and what it’ll do is look at the patterns in the graph and it’ll identify things, for example, where, you might have hard coded values in the graph. Let’s say in an assignment, if that assignment is going out to a hard coded email address and not taking advantage of lean data variables, the graph will record the, AI will recognize that as an area where you can optimize your graph.
Mhmm. Yeah. So just enforcing a lot of best practices that we’ve observed and, you know, not all of our users might know of. You got it.

Right. Well, that’s not the only AI feature that we have. We also have AI graph comparison.
So could you tell us, more about this? Sure.
The AI graph comparison uses AI to compare and show all the changes between two graphs, allowing for enhanced version control and faster execution. This feature addresses a critical problem.
Lean data admins frequently struggle to understand exactly what has changed between the graph and a previously saved version. This lack of visibility significantly slows down graph review, QA, and overall change control, particularly in large, complex, or shared routing environments.
Without an easy way to see the differences, teams risk deploying errors, and review cycles take too long because changes have to be manually traced. The AI graph comparison gives users a structured interactive summary of all the differences between the current graph and a previously saved version of that flow builder graph.
Unlike the graph summary, which explain what a graph does, this feature isolates what changed, where, and how. By summarizing changes between current and routed graph versions, it allows for enhanced version control.
It clarifies exactly what changed, enabling faster execution while reducing deployment risk. The primary benefits are centered on governance and speed.
It allows for enhanced version control by summarize summarizing changes between graph versions. It clarifies exactly what changed, enabling faster execution and significantly reducing deployment risk, and ultimately accelerates review and approval cycles for graph updates.
Absolutely. I can see this being a game change for a lot of folks, especially those who, you know, they make changes amongst the team and it’s not just a single individual doing it. This can really provide a lot of insight into the the changes and the gaps that, folks might have in when one admin does something without really communicating that to another one, and they won’t have to manage it in their own separate process, it’s all built in.
I think there there’s some curiosity around, how this actually looks like in your graph. I think many folks are familiar with something like a Google Docs where if you’re making changes, you can now see those things highlighted in the document itself.
Does this work in a similar concept where there’s a a highlighting of the changes on the actual graph, image? Yeah.
Great question. It is a very similar to experience to looking at that version history in Google Docs. In the first step, you’ll see, all of the available versions that you could compare against.
You select one of those versions, and then you’ll see the information regarding what was changed, deleted, or added in that particular, between those two, graph versions. From that point, as you know, noted, you can click one of those individual sections, and it will zoom right into that particular k.
Graph. Oh, that that’s still that’ll be a good way to really isolate where those changes were made and review them. I think a lot of times, our our admins do make fairly minor changes, you know, just iterating as they go.
How granular does the comparison get to? Does it show changes in node settings, like I move from this toggle to the other toggle?
If I change my logic, like I add another value in a string, edge logic, variables, how granular does get? It it understands, even the most minute changes if you were to change, the casing of the name of a node, for example, or something in the description, which really is of no consequence to the graph behavior, it would still note those changes.
Oh, excellent. Okay. Well, I think there can be a lot of confidence as far as capturing everything that someone needs to know about that. Alright.
Well, thanks for describing, these AI features for us, Stacks, and I’m looking forward to seeing what else we build in this regard. Let’s kinda move into, some other features around orchestration.
This one has been asked for for quite a while, this idea of collection. So, I I won’t even preface that.
I’ll let you sort of describe what this is and and the value that it could provide for our users. Yeah.
Sure. The collections capability enables multi record processing to automate complex processes while simultaneously simplifying customers’ workflows. Before this, automating actions across multiple related records, like all the child accounts under one parent, for example, often required complex workarounds or code.
Imagine looping through a graph multiple times and trying to keep
first_name last_name
a counter or something like that. Alright?
first_name last_name
Now you can store a list of related records in a collection variable and perform a bulk update on every record in that list in one simple step. So it’s effectively modeling out a four loop with that list of records.
The primary pain point was the ability to easily perform bulk operations on related Salesforce records within a single routing flow. This led to a complicated slow custom coded solutions for rev ops tasks, like cascading owner changes down a hierarchy or bulk updating a project status when a deal is closed.
This new feature unlocks several use cases. You can send notifications to all owners of related records in one step, such as emailing an account owner, with additional information on multiple related redeem benefits.
Or when an opportunity is closed, you can retrieve all the closed won opportunities associated with the particular account. You could calculate and store the account’s lifetime value and then stamp that on the account itself.
Then with our upcoming account hierarchy feature, which is currently in beta, you can automatically retrieve all the child accounts and update their owners when the owner of the parent account is updated as well. The impact is significant.
It saves time, simplifies work workflows with multi record processing. You can store up to a thousand records in a single variable and perform an action on every related record.
So it allows you to do a bulk update on records or send notifications to all the related record owners without implementing complex loop looping logic to continuously invoke a graph. That’s incredible, you know, and just the the the sheer power of that to be able to do things in bulk.
And alongside this, that you mentioned, the ability to perform calculations and and math functions, you you know, because it would make sense if you want to, you know, get a a list of how many of a particular type of record is associated with this, things like that. You can actually start to perform calculations and operations based off of that.
And, you know, I think a lot of folks who have done sort of bulk routing with us before, they kind of run into this, phenomenon where, hey. If you’re assigning five records, that means there are five notifications going out that all essentially referencing the same thing for a different record.
Is there the capability with this to let’s say, you’re sending a notification, to a record owner to customize that to include, hey. Instead of you’ve got this one one record and then another notification that says you’ve got this other record.
Can you just have one sent that says, hey. Here are the five records that you’ve been assigned via LeanData.
Yes. Absolutely. Within that single operation, there’s also a a string concatenation function, which allows you to basically, put all the strings together. So in this case, you would take those five notifications.
You would concatenate that down into a single message, and would send that out as one. Yeah.
So you’re taking the collection as its own entity, but then you can look at the individual members of that collection and put those individual details on there. Correct.
That’s excellent. Are there any other actions that you can perform on a collection? I think I would imagine that some folks would think that, since collections can allow you to update multiple records on a different object, can you use that to, like, trigger other graphs, from this?
There’s methods in which you can use it to trigger other graphs. I wouldn’t say that we have a sub graph capability per se, but, certainly, you have this once you have this information available, you can use it to trigger other graphs.
Yeah. Certainly. So you’re not going to necessarily embed, like, a contact routing graph within an account routing graph, but you can update, an account’s a certain subset of contacts, and then that can trigger, like, a contact graphic graph to individually handle those. Correct.

Kevin Au:

Okay. Excellent. Well, Dax, thank you so much for sharing these features, with us, and I I’m excited to see what all the our customers are gonna do with this and, for us to learn from that too. Thanks, Dax.
Let’s move ahead to our BookIt suite of products and kinda shift gears here. I think most, of the folks who are on this call will or or or viewing this will know what BookIt is.
But, you know, in in the off chance that you guys don’t, BookIt is a whole suite of scheduling products that leverages LeanData’s matching, routing, and reporting functionality, as well as integrating with your calendaring platform to streamline and automate the process of booking meetings with your prospects and with your customers. And within the BookIt suite, there are three products, BookIt for forms, which facilitates instant meeting booking from your form pages on your website.
There is BookIt handoff, which allows your internal reps to book meetings between prospects and teammates by presenting an interface to them to find the appropriate rep and see their availability and all from within a Salesforce record. And then there’s BookIt links where users and admins can create personalized booking links that allow your recipients to book a meeting with, with them in an easily usable format, like just a a URL or a link.
So within the BookIt suite, we’ll be covering, support for pausing and holidays, also auto calibrating for new pool members who are added, custom copy for email reminders. Will cover some additional distribution methods, for book at handoff as well as managed multi meeting, type links.
So, I will actually hand it off to Daniel, and you can tell us a little bit more about just sort of the general approach and theme for our BookIt updates.

Daniel Kotlyar:

Yeah. Thank you, Kevin.
Alright. So focus here in 2026, from BookIt, we’re really centering around three strategic priorities. First and foremost is operational excellence for admins.
So we want to make the experience within the lead need application easier to use, easier to administer, whether or not that’s looking at meeting logs or meeting types, just making it a really nice, tool that is able to help you achieve, you know, whatever it is you need to do every time you log in. So really thinking about, like, user experience here.
Next is around the rep. The focus here is building features that meet reps where they’re at, work very nicely into their existing workflows, kind of removing a lot of the friction we’ve heard in the past around, you know, maybe having to, like, log in to lean data or having to go to different parts of the product to do different things you want you wanna be able to do. So really just making BookIt work for your reps.
And third is just addressing additional use cases. You know, we hear from our prospects, from our customers, all sorts of new use cases around scheduling.
And so we’re constantly investing and just making the product suite as a whole more valuable. And so that, you know, is our third priority, just addressing new use cases.
Some maybe custom scheduling through APIs and then then supporting global customers with additional localizations.

Kevin Au:

Alright. Well, let let’s dig into it.
Our our first, feature as part of this release is support for holidays and pausing. Could you tell us about this?

Daniel Kotlyar:

Yeah. Absolutely. So pausing is functionality that’s existed in orchestration for a while now, and a lot of our orchestration customers, were requesting that we bring it to book it. So now we finally have.
Also same with holidays, we brought that over to Bookish. So what is what is that actually look like?
For pausing, this would be, the ability for a user to just pause themselves while maybe they’re out on lunch or maybe they want to, they have a dentist appointment. They set themselves as paused, then within our routing logic, we’ll be able to skip them now automatically.
So there’s no need anymore for, you know, pool manager to maybe pull somebody out of the pool when they’re unavailable. The rep actually just has this capability, themselves.
So it’s something that’s highly utilized in orchestration, and I think a lot of customers are gonna be really excited that we now have it and book it. And as far as holidays, this is just the ability to represent holidays as, time blocks so that we don’t block we don’t book over them.
So previously, what, customers would have to do is actually create a calendar event on their end so that we recognize it as a busy block, but they won’t have to do that anymore. If the holiday is already, entered as a lean data holiday and assigned to a user, book is gonna automatically ingest that.
So just around the theme here of, you know, pausing, giving reps kind of the flexibility, that they need in order to set themselves as available or not. And then holidays, just reducing the overall management, that’s required to, use BookIt.

Kevin Au:

Oh, thanks, Daniel. You know, maybe maybe just to reiterate, some of the points that you mentioned here. So, let’s say a rep unexpectedly, you know, gets a call and they need to, you know, go pick up their kid from school at the end of the day so they won’t be available for the next two hours or so.
So they can actually go in and pause themselves for that duration of time, in which case, then they won’t be called upon, when we are looking for available reps.

Daniel Kotlyar:

Yeah. That’s exactly right.
So from the user’s page that they’re able to access, they’d be able to find their, you know, row and then set themselves as paused for whatever duration that they need to. And then, of course, managers would be able to do this, for the, you know, pool members that they manage.

Kevin Au:

Mhmm. And, for the holidays themselves, so if you manage the holidays within the LeanData interface, do those holidays then appear on, like, a Google calendar or, like, a Microsoft calendar? Is that the functionality that’s being added here, or how does that work?

Daniel Kotlyar:

Yeah. So these holidays are just, they kind of, like, exist within LeanData. Mhmm.
We’re not actually adding any holidays to your calendar. They’re just holidays, you know, that can be thought of as time blocks that we look at and know that that’s time that we shouldn’t book over.

Kevin Au:

Mhmm. So when they go to their Google Calendar, they won’t suddenly see a a holiday that wasn’t, you know, there prior to that. Yeah.
That’s exactly right. Okay. Excellent. Well, thank you for that.
Our next feature is auto calibrating new pool members. So could you tell us a little bit more about this enhancement?

Daniel Kotlyar:

Yeah. Absolutely. So this is a really exciting enhancement. It’s kind of easy to explain if I just kinda walk you through what, you know, an admin previously had to do.
So Mhmm. We have a really powerful page called counts and calibrations. And let’s say you have let’s say, Kevin, you’re joining, you know, LeanData, your sales rep, and, I’m the pool manager.

I’ve just added you to a pool. Mhmm.
Make sure that you don’t receive, you know, a bunch of meetings. I would have to go in and manually calibrate you, to view, like, artificial meeting counts.

So that you’re not just gonna, you know, an account based pool, you’re not gonna just receive, you know, the next five meetings in a row. Mhmm.
And because your account as a new pool member would be zero, but everybody else in the pool would have a much larger value. Right.

So that was what admins had to previously do. They’d have to manually calibrate new pool members.

But now they don’t do that anymore. With this setting, when a pool member is added to a pool, we can just look at the counts of everybody in that pool, take the average value, and then assign that to the new pool mode.

They might get, you know, one or two, you know, new meetings, but, compared to the average, it’s gonna actually even out, and they’re not yet flooded with all of these, meetings. So this is a really nice enhancement, really focusing on the admin persona here, seeing some time calculations.
It’s fully auditable. So whenever a new pool member, has an auto calibration happen, you know, we’ll tell you if that came from pool auto calibration. You could download, the CSV file, see everything.
So we know that counts and calibrations are really important to customers and that audit auditability. So it’s definitely part of this feature as well.

Kevin Au:

Yeah. Absolutely. No. That’s great. You know, I think it may seem like such a a small thing to, you know, adjust the calibration when you add folks.
But, you know, if you forget for a day or so, then someone’s already, you know you need to kind of, undo what already has happened. So just being getting ahead of it using this feature is excellent.
Now for your existing members, of whatever pool that someone’s getting added to, are they affected by this calibration? Do would they see, how what would their experience be?
Is it would they be treated as unfair or anything like that?

Daniel Kotlyar:

Yeah. So their counts won’t change at all.
It’s only gonna be the count of the new pool member. But in terms of actual meeting distribution, let’s say it’s account based pool, which is mostly what we work with.
They, you know depending on who had the lowest meeting count, you know, they may or may not receive, you know, a meeting that they that they expect because now there’s a new person in the pool and we’re looking at additional people’s meeting counts. So it it could change the distribution Mhmm.
In that pool because, you know, by the fact that you have somebody else in the pool and Right. Somebody has maybe now a lower meeting count than you.
Mhmm.

Kevin Au:

Got it. Is this possible to enable this for some pools but not for other pools? Just because I can imagine that, you know, in some cases, this does make sense to do.
But in other cases, you may actually want that sort of uneven distribution for a season. So is that possible to pick and choose which ones you want to, add this feature for?

Daniel Kotlyar:
Yeah. Absolutely. So, this feature will be able to be configured per so it’s just within the the pool’s settings. That’s different than what we call in our global settings that would just apply to all pools.
So, yeah, this is configurable pool per pool. So depending on your use case, you have that flexibility.

Kevin Au:

Mhmm. Got it. Excellent. Well, thanks, Daniel, for walking us through that.
This next one, custom copy for multiple meeting, reminders. Can you tell us about this?

Daniel Kotlyar:
Yeah. For sure. So another, highly requested feature that we’re really excited to get out to you all. In the past, our meeting types, had reminders, but only one set of copy could be specified for a reminder.
So you can send multiple reminders, you know, one one day before, one fifteen minutes before, but they have the same copy. Okay.
So that wasn’t super great because maybe you wanna say something different, you know, one day before in your reminder versus fifteen minutes before.

Now you can do that. You could specify unique copy with, you know, multiple reminders.
And you can, you know, make as many reminders as you’d like and have the ability to change the copy for each of those. So it’s really just around flexibility here and, kind of providing, like, the right context, you know, around meetings and personalizing them in the ways that you would like.
So, yeah, that’s kind of the the the goal here and, yeah, pretty excited for this.

Kevin Au:

K. Yeah.
I think that’s pretty straightforward, but I I think one that makes a big difference as far as, you know, a customer’s experience. Right?
As far as, like, I I I got this reminder already why am I getting the the same one that says the same thing. So, you know, just fitting the need at the moment, a little bit better.

Well, let’s, maybe move on to our our next feature here for advanced distribution models. So I think this one’s gonna require a little bit of little bit more context because I already thought we had advanced distribution for for our book and suite.
So how is this different? What’s changed? What’s new?

Daniel Kotlyar:

Yeah. For sure. So this, is specifically for booking handoff. In booking handoff, we’ve added something called a manual selection, and then we’ve also improved the existing round robin distribution, method.
So let me give you a little bit of background here. We can start with just manual selection.
So manual selection, this one’s brand new. And what we heard from customers was that they wanted a way to suggest a pool.
Right? Suggest a pool and, they wanted the ability to lock the pool, but allow the scheduler, in the case of handoff, right, allow the scheduler to choose which rep from the pool should take the meeting. So they knew which pool the route to, but they wanted to give the scheduler the flexibility to select the rep in that pool.
That’s what manual selection allows. So the locking capability here is really around locking the pool. And so that’s that’s new.
You couldn’t do that before. So it opens up use cases for customers who maybe wanna give their reps the flexibility to look at, different pool members, you know, or maybe they have, some sort of one to one or one to two relationship between the SDR and the AE, and they trust the scheduler, can just choose the right person. This really suits that particular type of use case, but you don’t wanna actually be locked into one person.

Kevin Au:

Yeah. Absolutely. Now for the folks who aren’t quite aware of how we do the round robin distribution in the first place, how is what’s the logic for who is selected next when we’re doing a round robin distribution?

Kevin Au:

Yeah. For sure.
So we could zoom out a little bit. So we have count based pools.
And for the count based pool, we look at the net meeting count of each rep in the pool. Mhmm.
Rep who had the lowest net meeting count, is the rep who’s going to receive the meeting. Mhmm.
Right? So you might be wondering, well, what if we do something like pooled availability and we show, all the reps availability who are in that pool? How do you select then if multiple reps are available at the same time?
So if multiple reps are available at the same time, we look at, yep, who has the lowest net meeting count. And then what if, multiple reps have the same number?
Right? They both have lowest net meeting count. Then we have another tie breaker that looks at who went longest without receiving a meeting.
Okay. And so in that way, we ensure fairness, even within, you know, pooled availability. And then in general, count based pools are always looking at the net meeting count, but that is actually a calculation that involves, calibration values, involves weighting.
So there are a few kind of pieces to that formula.

Kevin Au:

Yeah. And if you sort of want to, give your reps the, the prerogative to be able to to kinda bypass that and select the person, that’s what this manual selection option would be for.
Right?

Daniel Kotlyar:

That’s right. So, you know, you could send it to the pool, but you don’t necessarily have to meet with the next step rep, the, you know, the the leader contact in this case. So they could choose the scheduler choose.

Kevin Au:

Our next feature here is managed multi meeting type links. So could you tell us what this is about and how this is a improvement or a change from what we had before?

Daniel Kotlyar:

Yeah. Kevin, could we actually go back to the previous slide? Oh, yeah.
Sure. I do wanna highlight, the improvements we made to the round robin distribution. So the round robin distribution, previously in hand off, right, you could just route to the next step rep in a pool.
Mhmm. What we’ve done here you still have that ability, but what we’ve done here is added in a setting called the availability threshold. What this does is if the next step rep does not have a certain number of available time slots, then we bring in additional reps from that pool.
So let’s say Kevin is the next step rep. Kevin has five available time slots, but the availability threshold is 10 time slots.
Mhmm. And we can bring in additional reps. Let’s say we bring in Dax, and now Kevin and Dax’s availability together exceed the availability threshold, then, we’ll show both of their we’ll show both of their calendars, both of their availability to open up the number of time slots.
And so that way, just more time slots are shown. So it’s like it’s a very smart version of round robin distribution that takes into account the availability of the next rep.
This is important because previously, you didn’t have a way of striking a balance between pooled availability, which brought in everybody, and then strict round robin distribution, which only showed the next rep. So this kind of threads the needle and allows you to specify an availability threshold pretty much how strict round robin distribution should be.
So that it’s a really neat thing. That’s already available in book of forms.
Now it’s available in hand on.

Kevin Au:

Got it. So it just, it it it ensures that there are some options to to choose from up to a certain level.

Yep. Sounds good. Did
you also wanna comment on this last point here about, just some UI updates or or insurance here?

Yeah. Yeah.
So, in hand off, we’re always looking for ways to speed up the experience for reps. So, really, this is around not only just, like, the speed of, the product, but how many clicks it takes to achieve the goals that a scheduler, yep, needs to do in order to, to schedule a meeting.

So, yeah. We removed some elements of the UI that just aren’t necessary anymore. So, for example, when, you know, a pool suggested, you just go straight to that pool.

You know, Vaucher see a suggested, users drop down that just wasn’t really necessary. So reducing the number of clicks, making it a cleaner UI, that’s what we’ve done.

Kevin Au:

love that. It may seem like an easy easily overlooked, you know, type of enhancement, but, you know, when we’re just dealing with the quality of life and usability for our product, I’m glad that we’re think even thinking about that level, of the experience. So I appreciate that.

Okay. Now let’s talk about the, manage multi type multi meeting type links.

Daniel Kotlyar:

Yeah. Absolutely.
So this one’s kind of a mouthful. Yeah.
I’ll start that by just explaining what multi meeting type links are. So, in other places, they’re called, like, landing page links.
Just the idea here is when you have a link, a booking link, you can specify multiple meeting types instead of a single meeting type. And so when you send out that link and somebody clicks on it, they’re gonna see multiple meeting types and be able to select the one that, you know, applies to that.
So let’s say, you know, in this example, I’ve got a book a discovery call here, orchestration, or buying groups. And depending on, you know, what I’m trying to mean about, I’m able to select this.
So this is really nice just from a high level multi meeting type links because you don’t have to have one link per meeting type anymore. Right?
You kinda consolidate them all. So that’s what multimedia type links are. But now we have managed multimedia type.
Right. So this mirrors our existing managed links, but now they’re just multimedia type. So let me explain what managed links are real quick because then it’ll kind of all come together.
So managed links, as an admin, you can create an a managed link and assign that out to reps, and those are, like, child links. And so in that way, you can create a ton of links for all of your reps that they don’t actually have to go in and make them, and then also you can lock down the settings.
So maybe you don’t want reps creating their own links. You can create them from an admin managed template and assign them out and control kind of all of the settings from, like, a global perspective.
And then also any changes that you make, you know, cascade down to all of those child links if you would like. So now you can do the same exact thing just with multiple meeting types.
So it’s really powerful. A lot of customers have, you know, like the managed links and they also like our multi meeting type links and so they asked to put them together. And so that’s what we’ve got here.

Kevin Au:

Thanks for walking through that. So just to kind of clarify maybe what what this would be like, this whole idea of managed links. So if an admin makes some changes to a managed link, then the the properties of those links, the child links would, you know, also change without necessarily changing the URL.
So if a rep puts their link with all these meeting types as as options for their, whoever they’re booking with, they don’t need to actually update the email signature. It would all just be represented when the recipients utilize the link.
first_name last_name
Yeah. Exactly. And even more than that, you know, there’s there’s quite a bit of customization here because you can allow your reps to customize their own child managed links. Mhmm.

Or you can turn that off. And so that’s really powerful if you just wanna get something started for your reps, but then they know, okay.
I actually need to change, you know, maybe how long the meetings are, where I need to change, the amount of buffer time. They can have all that configuration while you still manage, this link kind of at an admin level.

Kevin Au:

Okay. Well, that’s great.

Mhmm.

Well, I believe that is the the final book and feature that we’re covering. So, Daniel, thank you for walking us through all of those, enhancements.
I’d like to maybe just quickly run through a few things that are coming up soon. I won’t go into detail for these because they’re still under development, but we just wanna give you a a sneak peek at into what to expect.
So, on the orchestration side, we have account hierarchies coming out soon. So support for that is coming out very soon.
And we’re really excited about this because a lot of folks have been asking for this one. On the buying group’s end, we have title clustering performance and accuracy enhancements.
So even more functionality around being able to group, different personas and titles together and standardize those. And then on the book itself, a few things we have coming out, routing links, which kinda combines the functionality of Flow Builder, into the links product in particular, SMS notifications, and, meeting type, limits.
So please be on the lookout for some of these exciting features. Now with that, we’re out of time, and we’ve come to the end.
Just wanna give a big thank you to both Dax and Daniel from our product team for sharing these features and also just for all the work that you’ve done, to shepherd these features from conception to execution and and launch. So thank you for just the excellent work there.
And for the rest of you here, thank you for making the time to join us today, and I hope that you’re able to get something that you can start using right away. And, as I mentioned, we will be sending out a recording, in a few days’ time.
So just be on the lookout for a follow-up email. Well, with that, I hope that you guys have a good rest of your day.
See you next time.