Routing has hard prerequisites, like CPQ needs pricing first. You must know definitionally what puts each lead into each bucket — segment boundaries, territory definitions, partner and event rules — before anyone can build or even recommend an approach.
Discovery here is a meeting, not a workstream. Ask who should be in the room and who will have opinions, get them together for an hour, and leave with a signed routing map. Skipping that hour is what produces six weeks of rework when sales leadership sees the assignments.
Every claim above comes from work LeanScale published. These are the sources.