Captured-by-rep routing

Captured-by-rep routing is a lead routing practice in which the rep who captures a lead at an event keeps ownership of it, even where standard rules would reassign it by round robin or territory.

It fixes an incentive problem on your team. If your lead routing can hand a booth conversation to a colleague, some reps protect their leads by skipping the official capture path. Those leads reach your CRM with no link to the event.

“I’ll never see it.”

A director of marketing events at a software company above $200M ARR, on event leads reps work outside the capture process

How does it change what your reps do?

When your reps know they keep the leads they capture, the official path becomes their best option. Their leads come in through capture with the conversation context, and your event keeps credit for the pipeline it produced.

What does it cover?

Teams that use it usually scope it by event and by team, so it applies only where the reps who staff the booth also sell what they capture. Leads that come in any other way follow the standard routing rules.

How do you detect the leak it prevents?

FieldXM’s reporting lists the CRM records tied to your event that never went through capture, for your events leader to review. Those flags catch an attribution leak after it happens. Captured-by-rep routing removes your reps’ reason to skip capture in the first place.

How does FieldXM route booth leads?

FieldXM’s lead routing sends each booth lead to the account’s owner, then by your territory rules, then round robin. Every capture counts for the show, and the account’s owner hears in real time when a teammate captures someone from their account.