Lead routing rules

Name: Lead routing rules
Author: @revopslab

@revopslab/lead-routing-rules

Design, test, and apply lead routing rules outside your CRM. Write ordered rules in a JSON file (existing-account match, partner, segment, region, junk filters), prove them with rule tests, then route a leads CSV with weighted round robin, out-of-office skips, and a fallback queue. Works with HubSpot, Salesforce, or any CSV.

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1{
2 "name": "lead-routing-rules",
3 "owner": "revopslab",
4 "version": "1.0.0",
5 "type": "skill",
6 "description": "Design, test, and apply lead routing rules outside your CRM. Write ordered rules in a JSON file (existing-account match, partner, segment, region, junk filters), prove them with rule tests, then route a leads CSV with weighted round robin, out-of-office skips, and a fallback queue. Works with HubSpot, Salesforce, or any CSV.",
7 "category": "revops",
8 "license": "MIT",
9 "compat": [
10 "claude-code"
11 ],
12 "permissions": {
13 "shell": [
14 "node scripts/route.mjs"
15 ],
16 "files": {
17 "read": [
18 "./data/**"
19 ],
20 "write": [
21 "./data/**",
22 "./out/**"
23 ]
24 }
25 },
26 "tests": {
27 "cases": [
28 {
29 "name": "routes by account match, partner, size pools, nurture, and fallback",
30 "inputs": {
31 "data/rules.json": "{\n \"pools\": {\n \"enterprise\": { \"members\": [\"Rep A\", \"Rep B\"] },\n \"mid-market\": { \"members\": [\"Rep C\", \"Rep D\"], \"weights\": { \"Rep C\": 2 } },\n \"smb\": { \"members\": [\"Rep E\", \"Rep F\", \"Rep G\"] }\n },\n \"out_of_office\": [\"Rep G\"],\n \"account_match\": { \"rule_id\": \"existing-account\" },\n \"rules\": [\n { \"id\": \"spam-or-test\", \"when_any\": [{ \"field\": \"email\", \"op\": \"contains\", \"value\": [\"test@\", \"example.com\"] }, { \"field\": \"company\", \"op\": \"in\", \"value\": [\"test\", \"asdf\", \"n/a\"] }], \"assign\": { \"queue\": \"discard-review\" }, \"reason\": \"Looks like a test or junk submission\" },\n { \"id\": \"free-email-students\", \"when\": [{ \"field\": \"is_free_email\", \"op\": \"exists\" }, { \"field\": \"employees\", \"op\": \"missing\" }], \"assign\": { \"queue\": \"nurture\" }, \"reason\": \"Personal email and no company size\" },\n { \"id\": \"partner-referral\", \"when\": [{ \"field\": \"lead_source\", \"op\": \"==\", \"value\": \"Partner referral\" }], \"assign\": { \"owner\": \"Partner Manager\" }, \"reason\": \"Partner-sourced leads go to the partner manager\" },\n { \"id\": \"enterprise\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 1000 }], \"assign\": { \"pool\": \"enterprise\" }, \"reason\": \"1,000+ employees\" },\n { \"id\": \"mid-market\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 200 }], \"assign\": { \"pool\": \"mid-market\" }, \"reason\": \"200 to 999 employees\" },\n { \"id\": \"smb\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 1 }], \"assign\": { \"pool\": \"smb\" }, \"reason\": \"Under 200 employees\" }\n ],\n \"fallback\": { \"queue\": \"routing-review\" },\n \"tests\": [\n { \"name\": \"big company goes to enterprise\", \"lead\": { \"email\": \"ops@bigco.test.org\", \"company\": \"BigCo\", \"employees\": \"5,000\" }, \"expect_rule\": \"enterprise\", \"expect_to\": \"enterprise\" },\n { \"name\": \"employee range uses the low end\", \"lead\": { \"email\": \"a@mid.io\", \"company\": \"Mid\", \"employees\": \"201-500\" }, \"expect_rule\": \"mid-market\" },\n { \"name\": \"gmail with no size is nurture\", \"lead\": { \"email\": \"someone@gmail.com\", \"company\": \"Self\" }, \"expect_rule\": \"free-email-students\", \"expect_to\": \"nurture\" },\n { \"name\": \"partner beats size\", \"lead\": { \"email\": \"x@huge.io\", \"employees\": \"20000\", \"lead_source\": \"Partner referral\" }, \"expect_rule\": \"partner-referral\" },\n { \"name\": \"no size and work email falls back\", \"lead\": { \"email\": \"x@unknown.io\", \"company\": \"Unknown\" }, \"expect_rule\": \"fallback\", \"expect_to\": \"routing-review\" }\n ]\n}\n",
32 "data/leads.csv": "First Name,Last Name,Email,Company,Employees,Country,Lead Source\nLead,One,buyer@northwind.example,Northwind Traders,350,US,Webinar\nLead,Two,cto@fabrikam.example,Fabrikam Health,4200,US,Demo request\nLead,Three,it@contoso.example,Contoso Robotics,1200,DE,Demo request\nLead,Four,someone@gmail.com,Self,,US,Ebook\nLead,Five,ops@tailspin.example,Tailspin Toys,45,US,Free trial\nLead,Six,owner@litware.example,Litware,12,CA,Free trial\nLead,Seven,head@adventure.example,Adventure Works,600,US,Partner referral\nLead,Eight,vp@wideworld.example,Wide World Importers,250,GB,Demo request\nLead,Nine,info@proseware.example,Proseware,30,US,Free trial\nLead,Ten,new@unknownco.example,UnknownCo,,US,Contact us\n",
33 "data/accounts.csv": "Company Name,Company Domain Name,Company Owner\nNorthwind Traders,northwind.example,Rep A\nLitware,https://www.litware.example/,Rep F\n"
34 },
35 "checks": [
36 {
37 "type": "command_exits_zero",
38 "command": "node scripts/route.mjs data/rules.json --check"
39 },
40 {
41 "type": "command_exits_zero",
42 "command": "node scripts/route.mjs data/rules.json data/leads.csv --accounts data/accounts.csv --out out"
43 },
44 {
45 "type": "file_contains",
46 "path": "out/routed.csv",
47 "text": "buyer@northwind.example,Northwind Traders,350,US,Webinar,Rep A,owner,existing-account"
48 },
49 {
50 "type": "file_not_contains",
51 "path": "out/routed.csv",
52 "text": "Rep G"
53 },
54 {
55 "type": "output_matches_schema",
56 "path": "out/routed-summary.json",
57 "schema": {
58 "type": "object",
59 "required": [
60 "by_rule",
61 "by_assignee",
62 "unused_rules"
63 ],
64 "properties": {
65 "leads": {
66 "const": 10
67 },
68 "fallback": {
69 "const": 1
70 },
71 "by_rule": {
72 "type": "object",
73 "properties": {
74 "existing-account": {
75 "const": 2
76 },
77 "enterprise": {
78 "const": 2
79 },
80 "mid-market": {
81 "const": 1
82 },
83 "smb": {
84 "const": 2
85 },
86 "partner-referral": {
87 "const": 1
88 },
89 "free-email-students": {
90 "const": 1
91 }
92 }
93 },
94 "tests": {
95 "type": "object",
96 "properties": {
97 "total": {
98 "const": 5
99 },
100 "passing": {
101 "const": 5
102 }
103 }
104 }
105 }
106 }
107 }
108 ]
109 },
110 {
111 "name": "round robin state carries over between runs",
112 "inputs": {
113 "data/rules.json": "{\n \"pools\": {\n \"enterprise\": { \"members\": [\"Rep A\", \"Rep B\"] },\n \"mid-market\": { \"members\": [\"Rep C\", \"Rep D\"], \"weights\": { \"Rep C\": 2 } },\n \"smb\": { \"members\": [\"Rep E\", \"Rep F\", \"Rep G\"] }\n },\n \"out_of_office\": [\"Rep G\"],\n \"account_match\": { \"rule_id\": \"existing-account\" },\n \"rules\": [\n { \"id\": \"spam-or-test\", \"when_any\": [{ \"field\": \"email\", \"op\": \"contains\", \"value\": [\"test@\", \"example.com\"] }, { \"field\": \"company\", \"op\": \"in\", \"value\": [\"test\", \"asdf\", \"n/a\"] }], \"assign\": { \"queue\": \"discard-review\" }, \"reason\": \"Looks like a test or junk submission\" },\n { \"id\": \"free-email-students\", \"when\": [{ \"field\": \"is_free_email\", \"op\": \"exists\" }, { \"field\": \"employees\", \"op\": \"missing\" }], \"assign\": { \"queue\": \"nurture\" }, \"reason\": \"Personal email and no company size\" },\n { \"id\": \"partner-referral\", \"when\": [{ \"field\": \"lead_source\", \"op\": \"==\", \"value\": \"Partner referral\" }], \"assign\": { \"owner\": \"Partner Manager\" }, \"reason\": \"Partner-sourced leads go to the partner manager\" },\n { \"id\": \"enterprise\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 1000 }], \"assign\": { \"pool\": \"enterprise\" }, \"reason\": \"1,000+ employees\" },\n { \"id\": \"mid-market\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 200 }], \"assign\": { \"pool\": \"mid-market\" }, \"reason\": \"200 to 999 employees\" },\n { \"id\": \"smb\", \"when\": [{ \"field\": \"employees\", \"op\": \">=\", \"value\": 1 }], \"assign\": { \"pool\": \"smb\" }, \"reason\": \"Under 200 employees\" }\n ],\n \"fallback\": { \"queue\": \"routing-review\" },\n \"tests\": [\n { \"name\": \"big company goes to enterprise\", \"lead\": { \"email\": \"ops@bigco.test.org\", \"company\": \"BigCo\", \"employees\": \"5,000\" }, \"expect_rule\": \"enterprise\", \"expect_to\": \"enterprise\" },\n { \"name\": \"employee range uses the low end\", \"lead\": { \"email\": \"a@mid.io\", \"company\": \"Mid\", \"employees\": \"201-500\" }, \"expect_rule\": \"mid-market\" },\n { \"name\": \"gmail with no size is nurture\", \"lead\": { \"email\": \"someone@gmail.com\", \"company\": \"Self\" }, \"expect_rule\": \"free-email-students\", \"expect_to\": \"nurture\" },\n { \"name\": \"partner beats size\", \"lead\": { \"email\": \"x@huge.io\", \"employees\": \"20000\", \"lead_source\": \"Partner referral\" }, \"expect_rule\": \"partner-referral\" },\n { \"name\": \"no size and work email falls back\", \"lead\": { \"email\": \"x@unknown.io\", \"company\": \"Unknown\" }, \"expect_rule\": \"fallback\", \"expect_to\": \"routing-review\" }\n ]\n}\n",
114 "data/leads.csv": "First Name,Last Name,Email,Company,Employees,Country,Lead Source\nLead,One,buyer@northwind.example,Northwind Traders,350,US,Webinar\nLead,Two,cto@fabrikam.example,Fabrikam Health,4200,US,Demo request\nLead,Three,it@contoso.example,Contoso Robotics,1200,DE,Demo request\nLead,Four,someone@gmail.com,Self,,US,Ebook\nLead,Five,ops@tailspin.example,Tailspin Toys,45,US,Free trial\nLead,Six,owner@litware.example,Litware,12,CA,Free trial\nLead,Seven,head@adventure.example,Adventure Works,600,US,Partner referral\nLead,Eight,vp@wideworld.example,Wide World Importers,250,GB,Demo request\nLead,Nine,info@proseware.example,Proseware,30,US,Free trial\nLead,Ten,new@unknownco.example,UnknownCo,,US,Contact us\n"
115 },
116 "checks": [
117 {
118 "type": "command_exits_zero",
119 "command": "node scripts/route.mjs data/rules.json data/leads.csv --state data/rr-state.json --out out"
120 },
121 {
122 "type": "command_exits_zero",
123 "command": "node scripts/route.mjs data/rules.json data/leads.csv --state data/rr-state.json --out out --name routed-2"
124 },
125 {
126 "type": "file_contains",
127 "path": "out/routed-2.csv",
128 "text": "buyer@northwind.example,Northwind Traders,350,US,Webinar,Rep D,pool,mid-market"
129 },
130 {
131 "type": "output_matches_schema",
132 "path": "data/rr-state.json",
133 "schema": {
134 "type": "object",
135 "properties": {
136 "enterprise": {
137 "const": 0
138 },
139 "mid-market": {
140 "const": 1
141 },
142 "smb": {
143 "const": 0
144 }
145 }
146 }
147 }
148 ]
149 }
150 ]
151 }
152}

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