Emily ClarkEnterprise SalesAvailable5 / 20Opportunity routing use case
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.
Incoming opportunity
Nike Renewal
Amount
$84kType
RenewalRegion
US WestAccount tier
EnterpriseRouting criteria
Routing path checked
User lookupAccount owner
TerritoryUS West
AvailabilityAvailable
Workload5 / 20
Assigned owner
Emily Clark
Enterprise Sales
Trusted by Salesforce revenue teams
Salesforce assignment rules vs. Kubaru
Bring assignment rules to opportunity routing
Salesforce standard assignment rules cover leads and cases. Kubaru extends automated routing to opportunities with distribution, workload, and availability controls.
| Capability | Salesforce assignment rules | Kubaru |
|---|---|---|
| Opportunity assignment | Not supported; leads and cases only | Route opportunities to the right owner |
| Criteria-based routing | Not available for opportunities | Define rules using opportunity criteria |
| Team distribution | Not available for opportunities | Even or weighted round robin |
| Workload and availability | Not available for opportunities | Load balancing and member availability checks |
| Assignment visibility | No opportunity assignment-rule logs | Assignment logs with decision paths |
Opportunity assignment
- Salesforce assignment rules
- Not supported; leads and cases only
- Kubaru
- Route opportunities to the right owner
Criteria-based routing
- Salesforce assignment rules
- Not available for opportunities
- Kubaru
- Define rules using opportunity criteria
Team distribution
- Salesforce assignment rules
- Not available for opportunities
- Kubaru
- Even or weighted round robin
Workload and availability
- Salesforce assignment rules
- Not available for opportunities
- Kubaru
- Load balancing and member availability checks
Assignment visibility
- Salesforce assignment rules
- No opportunity assignment-rule logs
- Kubaru
- Assignment logs with decision paths
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.
- 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 opportunity routing aligned with the way your team sells.
Opportunity intake
Evaluation orderEnterprise renewal$84k opportunityAccount owner
New business$42k opportunityTerritory
Product expansion$28k opportunityProduct specialist
Strategic account$120k opportunityNamed account
Rule path
Deal typeRenewal
Account tierEnterprise
RegionUS West
Matched route
Enterprise renewal
Kubaru evaluates the opportunity, the related account context, and the available team before assigning ownership.
- Use territory assignment, user lookup, rule-based routing, skill matching, round robin, or load balance depending on the deal path.
- Route renewals to an existing account owner when that is the right ownership model.
- Use workload and availability checks so deals do not pile up on already-stretched reps.
The result is cleaner ownership and fewer stalled handoffs between sales teams.
Decision path
Best opportunity owner match
Deal type
Renewal
Account tier
Enterprise
Territory
US West
User lookup Account owner
Required skill Enterprise deals
Availability Pass
Tie breaker Load Balance
Eligible repStatusWorkload
Emily ClarkEnterprise SalesAvailable5 / 20
Anthony WrightCommercial SalesOut of office12 / 20
Logan WoodEnterprise SalesAvailable10 / 20Account fit
Availability
Load balance
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.
- Sales Ops can update opportunity routing rules directly.
- Adjust territories, ownership, or team structure as responsibilities change.
- Keep routing current without rebuilding Flows or relying on Apex.
Sales teams change over time, and your routing should keep up.
Rule-Based Assignment
Opportunity routing rules
01 Account owner
Enterprise renewals
Type: RenewalTier: Enterprise
02 Territory router
US West new business
Region: US WestType: New business
03 Product specialist
Product expansion
Product: PlatformStage: Open
Members12 reps
Limits20 active
ScheduleBusiness hours
Changes apply to new assignments
No Flow rebuild needed
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.
- Reassign opportunities that have gone untouched for too long.
- Apply SLA policies to opportunities.
- Trigger alerts as important deadlines approach.
Protect revenue by responding before deals lose momentum.
Pipeline watchlist
Open opportunities
Nike renewalNegotiation3d
Costco expansionProposal18h
Amazon new businessDiscovery6h
Starbucks renewalQualification2h
Notify owner
Create task
Reassign record
Assignment log
Deal ownership history
3:42 PM View logic
Emily ClarkEnterprise Sales Nike renewal
Assigned by opportunity routing path
SLA: Renewal follow-upStage: NegotiationWorkload: 5 / 20
3:30 PM View logic
Logan WoodEnterprise Sales Costco expansion
Assigned by opportunity routing path
Rule: Product expansionSkill: Platform
More than 100 enterprise companies, including Genesys, SolarWinds, and Paylocity, use Kubaru to keep record assignment moving inside Salesforce.
New opportunities reach the right owner faster.
Routing rules reflect territory, product, account, and deal ownership models.
Sales Ops can adjust routing without rebuilding Salesforce automation.
Capacity checks help prevent overloaded reps from receiving more deals.
Assignment logs make ownership decisions easier to review.
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.
Learn MoreSkill-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.
Learn MoreShark 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.
Learn MoreDuplicate 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.
Learn MoreLoad 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.
Learn MoreNotifications
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.
Learn MoreWhy customers love us
Why customers us
With more than 150 5-star reviews on the AppExchange, we must be doing something right.
5.0/5 from 153 reviews on Salesforce AppExchange
“Kubaru has been an absolute game-changer for us… The platform is intuitive, reliable, and easy to integrate into our daily workflows. What used to take hours can now be done in minutes… I highly recommend Kubaru to anyone looking to improve productivity and reduce the headaches of repetitive tasks.”
“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.”
“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.”
“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!”
Kubaru reduced our speed to lead from 45+ minutes to 6 minutes in under a day of setup… The tool is driving the behavior, and the behavior is driving results.
Kubaru has made my life so easy. I'm able to adjust routing and schedules in minutes as the sales process changes. Their support is also top notch.
One of the very few products… that, once you set it to do what you want, it just WORKS… It has completely changed our speed to lead.
Since we started using this tool, our sales leaders have saved over 11 hours weekly. The setup was very easy and the… team… very responsive.
On the surface, the app does what it is advertised to do and does it well… As a small company it was great to have the support of the team… A true partner.
Kubaru does everything we need… It was easy to set up… and we've already seen our speed to lead time improve drastically.
By far one of the best apps we’ve implemented in Salesforce! It completely transformed how we handle record distribution… their support team is exceptional...seriously, they are the BEST!
The customer support offered by this company is the absolute best that I've ever experienced and that includes comparing against the absolute biggest companies… and smaller companies.
I've been a big fan of Kubaru for 3 years over 2 companies… Ease of use, competitive pricing, awesome support. Thank you!
We rely on it daily — it truly is a set-it-and-forget-it solution. It does everything we need and more, integrating seamlessly.
We deal with thousands of leads per month and Kubaru makes it simple… to distribute and manage these between our agents.
Since our organization has adopted Kubaru as our main lead routing service, we've seen impressive improvement in the efficiency of our sales process… There's so much customization… that makes it easy for reps to… work… leads quicker.
Been using this for about a year, very happy with the solution. Support and service is excellent… Strongly recommended.
We made the switch from custom distribution flows to Kubaru and haven’t had any regrets. Kubaru was easy to configure… out of the box.
Kubaru has been an incredible solution for our team, helping us save both time and money while making our processes much smoother… It’s been a real game-changer.
Kubaru is an incredibly intuitive and easy-to-use product. The support team is responsive and genuinely helpful.
What used to take hours can now be done in minutes, freeing up our team to focus on more strategic tasks.
Kubaru has been a great partner… Communication and pricing are seamless… and you always feel like you're in capable hands.
Opportunity routing FAQ
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.