LeadGenius

LeadGenius

LeadGenius is a B2B data provider used by Marketing Operations & Sales Development Teams to source and enrich and leads & contacts for the APJ market. It complements our existing enrichment stack (ZoomInfo, Cognism, etc.) by focusing specifically on APJ data coverage and quality.

LeadGenius is an enrichment and sourcing tool only – all production data from LeadGenius is written into Salesforce (SFDC) so that GTM teams can work entirely from SFDC.

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Access, Licensing, and Provisioning

Who needs direct LeadGenius access

Most GTM users do not need a LeadGenius login. Direct platform access is limited to a small group of users who operationally run campaigns and enrichment:

• Marketing Operations (MktgOps) – tool owner, integration, data governance, and workflows
• Selected APJ GTM ops / SDR/BDR stakeholders – where hands-on list building or QA is required

Everyone else consumes LeadGenius data through SFDC only.

How to request access (Lumos)

If your role requires direct tool access:

1. Go to Okta and open Lumos.
2. Search for LeadGenius.
3. Submit an access request including:
   • Your role (e.g., APJ BDR, APJ Field Marketing, MktgOps)
   • Your region and use case (e.g., “APJ outbound sourcing for Japan enterprise accounts”)

Requests are reviewed by MktgOps and provisioned based on license availability and regional priorities.

Who can see LeadGenius data

• All enrichment and net-new data from LeadGenius is stored in SFDC on Lead, Contact records.
• Any user with standard access to those objects in SFDC can see LeadGenius-enriched fields.
• There is no production data that exists only inside LeadGenius; SFDC is the SSOT for LeadGenius output.

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Where LeadGenius Data Lives in SFDC

LeadGenius enrichment is written directly into standard and custom fields on the Lead and Contact layouts so that reps can see and use the data without leaving SFDC.

On both Lead and Contact objects, LeadGenius data is grouped in the LeadGenius/OceanFrogs section. This section includes:

• Person-level fields

  • First Name, Last Name
  • Email
  • Title
  • Seniority Level
  • Department
  • Mobile Phone
  • Person LinkedIn
  • Contact Country, Contact State

• Company-level fields

  • Company Name
  • Company Website
  • Company Domain
  • Company HQ Country
  • Company HQ State
  • Industry
  • Annual Revenue
  • Employee Count
  • Technologies Used

• Operational enrichment fields

  • Email Verification Status
  • Last Enrichment Date
  • Enrichment Source

These fields are read-only for most users and are populated/updated by the LeadGenius integration. They are used by routing, reporting, and GTM workflows, and should be treated as the system of record for APJ enrichment data alongside our other enrichment providers.

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LeadGenius APJ Campaign Workflows

MktgOps & Sales Development Teams uses LeadGenius in two core workflows:

1. ICP-based APJ sourcing and enrichment
2. Account-level Nominate for Enrichment workflow

1. ICP-based APJ sourcing & enrichment

This workflow is used when we want to proactively source net-new APJ contacts that match our target ICP.

High-level flow

1. Define ICP MktgOps and APJ GTM stakeholders agree on an APJ ICP spec (segment, geo, employee band, industry, tech profile, etc.).

2. LeadGenius sourcing LeadGenius uses this ICP to:

   • Identify net-new accounts in the APJ region
   • Identify key contacts at those accounts (titles, buying groups, etc.)

3. Load into SFDC MktgOps:

   • Loads the results into SFDC using our standard enrichment process
   • Tags records with a consistent Initial Source (for example, an APJ-specific LeadGenius source value) so we can report on performance and data quality

4. Downstream usage

   • New and enriched records are used for SDR/BDR prospecting.
   • All subsequent ownership and routing follows standard APJ rules (see Routing section below).

2. Nominate for Enrichment (Account object)

This workflow lets APJ GTM teams flag specific accounts where deeper or refreshed data would unlock better prospecting.

High-level flow

1. Nomination in SFDC

   • On the Account object, APJ reps (AEs, SDRs/BDRs, or MktgOps) can set a dedicated field such as “Nominate for Enrichment” to indicate that the account should be enriched via LeadGenius.
   • Reps should only nominate accounts that:
     • Are in the APJ region
     • Are legitimate target or customer accounts (not personal or test records)
     • Have a clear business need (e.g., missing buying group, outdated firmographics)

2. Batch extraction by MktgOps

   • On a regular cadence (e.g., weekly), MktgOps pulls all APJ accounts where Nominate for Enrichment = True.
   • The account list is provided to LeadGenius for enrichment.

3. Enrichment + import back to SFDC

   • LeadGenius returns additional contacts for those accounts.
   • MktgOps loads the results back into SFDC using the same controlled import process:
     • Creates new leads for those accounts
     • Updates operational metadata (e.g., last enrichment date / source)

4. Post-enrichment hygiene

   • After the batch has been processed, MktgOps (or automation) clears or updates the Nominate for Enrichment field so it reflects current status.
   • APJ reps can then work the newly enriched contacts using standard SFDC views and sequences.

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Routing and Ownership (APJ)

LeadGenius itself does not own routing logic; it simply populates data and creates records. Routing takes place in Traction and remains fully aligned with our standard APJ lead & contact routing.

Key principles:

• Lead Source & attribution

  • Records created via LeadGenius should be tagged with a clear source / source detail that identifies LeadGenius as the origin.
  • This allows us to measure volume, quality, and pipeline impact from LeadGenius specifically.

• Standard APJ routing

  • Leads created from LeadGenius imports follow the same Traction / routing rules as any other APJ lead:
    • Routing is based on segment, geo, and routing rules defined in our APJ lead & contact routing configuration.
    • Ownership (BDR vs SDR vs AE vs queues) is not special-cased for LeadGenius; it is determined by the standard routing logic.

• No bypass of RoE

  • LeadGenius-sourced records are still subject to our Rules of Engagement (RoE) and Do Not Contact / consent policies.
  • Reps should treat LeadGenius as one more data source, not as a reason to bypass routing or RoE.

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When to Use LeadGenius vs. Other Enrichment Tools

From a MktgOps perspective:

• Use LeadGenius when

  • The target audience is in APJ (either net-new sourcing or deeper enrichment on APJ accounts).
  • You need targeted APJ campaigns (e.g., vertical, region, or cluster plays) and existing data providers have gaps.
  • An APJ rep or marketer has explicitly nominated an APJ account for enrichment.

• Use ZoomInfo / Cognism when

  • You are working outside APJ (e.g., AMER, EMEA, LATAM).
  • You’re following established workflows documented on the ZoomInfo and Cognism handbook pages or the lead & contact enrichment internal page.

If you are unsure which provider is appropriate for your campaign, start a thread in #mktgops with:

• Region + segment
• Use case (e.g., “APJ ABM for strategic accounts in Japan”)
• Whether you need net-new sourcing, enrichment on existing accounts, or both

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Data Quality, Compliance, and Best Practices

• SFDC is the SSOT for all LeadGenius data.
• Follow existing DNC / consent / privacy processes when using LeadGenius-enriched records in emails, calls, or campaigns.
• Do not manually overwrite LeadGenius-enriched fields with guessed values; instead:
  • Log a MktgOps issue or
  • Nominate the account again for enrichment or correction.

Job-change handling (APJ)

When LeadGenius identifies that an APJ contact has changed jobs, Marketing Operations automatically sets the Salesforce Contact Status to Disqualified – No longer at company. This prevents APJ teams from continuing to work stale people while still preserving historical activity and attribution for reporting.

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How to Get Help

For questions or issues related to LeadGenius:

• Start in Slack #mktgops and include:
  • A link to the Account / Lead / Contact in question
  • Whether you are asking about access, data quality, routing, or campaign setup
• For structural changes or new workflows, open a MktgOps issue using the standard templates and mention LeadGenius in the title or description.