Automated opportunity routing for Salesforce
Keep opportunities moving from the moment they’re created. Kubaru routes every deal to the right rep inside Salesforce using flexible assignment rules that fit your sales process.
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Get opportunities to the right rep automatically
Opportunity routing should be easy to manage as your sales team grows. Kubaru helps you assign deals automatically, update routing without custom workarounds, and keep opportunities moving through your pipeline.
Route opportunities based on how your team sells
Assign opportunities using territory, deal size, product type, account ownership, industry, or any other Salesforce field. You can combine multiple criteria in a single router so deals are matched to the rep with the right context and capacity. If your team routes enterprise renewals differently from new business, or handles different product lines with different reps, you can set that up in one place.
Keep routing easy to update
Sales teams change over time, and your routing should keep up. Sales Ops can update opportunity routing rules directly, making it easier to adjust territories, ownership, or team structure without rebuilding Flows or relying on Apex.
Protect revenue by catching stalled deals
Kubaru can reassign opportunities that have gone untouched for too long, helping your team respond before deals lose momentum. You can also apply SLA policies to opportunities and trigger alerts as important deadlines approach.
Supercharge your opportunity routing with these additional features
Round robin
Distribute incoming opportunities evenly across your sales team using standard rotation, or use weighted round robin to direct a larger share of deals to experienced closers while gradually building pipeline for newer reps.
Skill-based assignment
Match opportunities to reps based on product expertise, deal size experience, industry knowledge, or any custom attribute, so each deal lands with someone who has the right background to move it forward.
Shark tank
Let reps review and claim unclaimed opportunities from a shared pool on a first-come, first-served basis, which is useful during high-volume periods or when deals fall outside standard routing criteria.
Duplicate matching
When Salesforce flags an opportunity as related to an existing record, Kubaru assigns it to the same rep who owns the original, so your team avoids the confusion of two reps working the same buyer independently.
Load balancing
Distribute opportunities based on each rep’s current workload rather than a fixed rotation, so reps who have capacity get new deals while those who are already stretched thin are skipped automatically.
Notifications
Alert reps the moment an opportunity is assigned to them through email, mobile push, desktop alerts, Slack, or Microsoft Teams, so they can start working the deal before a competitor does.
Why customers love us
With more than 140 5-star reviews on the AppExchange, we must be doing something right.
“BEST Lead Routing tool EVER! Talk about a solution that makes the complex simple! I have used Kubaru now in 2 organizations I have worked with and the Ops teams on both loved its ease of use and setup. Fast and quick maintenance as well. AND the staff at Kubaru are some of the most responsive, helpful individuals that we have the pleasure of working with.”
Scott Merselis
Sr Manager, Marketing Operations
“Flawless Performance and Top-Notch Support. Kubaru is an absolute gem of a tool that has become an indispensable asset in our tech stack. Moreover, the level of attentiveness and dedication provided by the Kubaru support team is unparalleled…”
Suzanne Champenois
Senior Business Analyst
“I have used Kubaru at several companies and worked directly with [the Kubaru support team] to solve problems and get record distribution up and running… Kubaru has the framework to support basic use, enterprise-level complexity, and everything in between… I wish that I could give them 6 stars!”
Graeme Oxley
Salesforce Administrator
Frequently asked questions
How does opportunity routing fit into opportunity management?
Opportunity routing helps each new deal reach the right owner from the start. Once it’s assigned, the focus shifts to keeping the opportunity moving through your sales process.
Our Salesforce opportunity management guide explains how those pieces work together and shares practical ways to manage opportunities from creation through close.
Can I route renewal opportunities differently from new business?
Yes. You can create separate routers for different opportunity types, or use criteria within a single router to apply different logic based on the record type, stage, or any custom field. A common setup is to route new business by territory and renewals directly to the existing account owner.
How does Kubaru handle opportunity routing when territories overlap?
You define your territory rules using whatever fields make sense for your team. When territories overlap, Kubaru evaluates the criteria in the order you set and assigns based on the first match. You can also layer in additional factors like skill-based matching or account ownership to break ties.
What happens when a rep leaves and has active opportunities?
You can update your routing rules to remove the departing rep, and Kubaru will stop assigning new opportunities to them immediately. For their existing pipeline, you can use Kubaru’s reassignment features to redistribute active opportunities to other reps based on territory, workload, or any criteria you choose.
Can I prevent a rep from receiving new opportunities when they're already at capacity?
Yes. Kubaru’s load balancing checks each rep’s current workload before assigning. You can also set hard caps using weights and limits so a rep carrying too many active deals is automatically skipped until they have room.
Can I route opportunities based on the parent account's attributes?
Yes. Kubaru can evaluate fields on the opportunity itself or on related records through Salesforce lookups. For example, you could route an opportunity based on the parent account’s industry, annual revenue, or assigned account manager.
Can I use weighted round robin for opportunities?
Yes. Weighted round robin lets you control how opportunities are distributed across your team. You can adjust those weights at any time as responsibilities or quotas change.
Can I set SLAs on opportunities to catch stalled deals?
Yes. Kubaru’s Advanced SLA feature works on opportunities just like it works on cases and leads. You can define time-based policies that trigger alerts, field updates, or automatic reassignment when a deal hasn’t seen activity within a set window. You can also attach multiple SLA policies to a single opportunity if you need to track different milestones separately.
Will I be able to see a full history of how opportunities were routed?
Yes. Kubaru logs every opportunity assignment with a complete record of who received it, when it was assigned, and which routing rule made the decision. That audit trail is useful for reviewing deal distribution during forecast calls and for resolving ownership questions when they come up.
Is there a free trial?
Yes. You can start a 30-day free trial from our AppExchange listing. Every feature is included, with no credit card required. We also handle onboarding at no cost.