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Managing Lead to Account Mapping Settings in Salesforce CRM

Harry Anthony
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InsideView Data Integrity includes native Salesforce workflows that can be used to “activate” InsideView data throughout your lead-to-revenue cycle. You can automate lead-to-account mapping to allow you to better route leads by the account owner, track account-level engagement, and measure overall account Based Marketing (ABM) effectiveness.

The Lead to Account mapping feature helps marketers identify which leads belong to which accounts, fueling their ABM campaigns.

Configure Related Lists for Leads in the Salesforce Account Page Layouts

When you install the latest AppExchange package, it creates an iv__Account__c custom field on the Lead object that is used to search the Account object. InsideView Data Integrity automatically populates this custom field to let you view if the relationship exists from a Lead to a matching Account.

Note: You must add a Related Lists for Leads to your Account Page layout, so that CRM users are able to view all leads that are mapped to an account.

To configure the related lists for Leads in the Salesforce account page layouts, follow these steps:

  1. Go to Setup and click on Object Manager.

    mceclip0.png

  2. Search and select the Account object.

    mceclip1.png

  3. Click Page Layouts.

    mceclip2.png

  4. Select the Account Layout that you wish to update.
  5. Select the Related Lists item, search and add Leads to the page layout, then click Save.

    Add_Lead_to_related_lists_copy.png

Lead to Account Mapping Pre-requisites

Before enabling the Lead to Account Mapping workflows, complete the following prerequisites:

  • Complete an Integration setup in InsideView Admin Portal to establish a communication channel between InsideView and Salesforce CRM. For more information, read article Setting Up an Integration for Salesforce CRM in Data Integrity in our Knowledge Base.
  • Install the latest InsideView package in Salesforce CRM instance. For more information, read the article Installing InsideView in Salesforce CRM in our Knowledge Base. This package installation will create the following fields in Salesforce CRM:
      • Executive ID
      • Employment ID

     Note: These fields will NOT be available in the Field Mapping screen but can be synced to CRM.

To enable the Lead to Account mapping, follow these instructions:

Step Description Details
1 Go to the Unified Portal In the Data Integrity Dashboard, click the Profile Dropdown at the top and select Admin item to open Admin Portal as illustrated:

edit_integration_small.png

In the Account Settings page, click the Integration tab. 

Then hover over the integration for which you want to enable the Account Hierarchies feature and click the Edit icon.

edit_integration_new_small.png
2 Go to the lead to account mapping setup In the Integration Setup page, review the Integration details and click Next.

account_hierarchies_small.png 

In the Integration Setup workflow pages, make sure that Data Integrity is enabled as illustrated:

account_hierarchies1_small.png

Review your integration user and field mappings for Accounts, Contacts and Leads then click Next to open the Automate account and lead linkages setup page.
3 Enable the Lead to the Account Mapping feature In the Automate account and lead linkages page, you can do the following:
  • If your CSM has enabled the Lead to Account Mapping feature, select the Activate Default Settings option to create and activate Lead to Account mapping workflows in your Salesforce CRM.

    new_lead_account_mapping_small.png

  • Select the Customize Settings option to create the Lead to Account Mapping workflows in your CRM and activate them later.

    customize_l2h_small.png

  • Once the Lead to Account Mapping workflows is activated, click Save.

    lead_to_account_mapping_small.png

    Note: If InsideView Data Integrity processes more than 200,000 records as part of a query, the Lead to Account Mapping flow might not be able to execute successfully. This is due to a SOQL query limitation, and the Salesforce CRM will likely return an error. There is a workaround: You can contact the Salesforce.com support team, and ask them to "index" two fields. Some CRM Admins may be able to add the indexing themselves. The InsideView Company ID field on the lead and account record should be indexed.

  • Click the pencil.png edit the Lead to Account Mapping workflows based on your business process requirements in Salesforce CRM.
  • Click the delete.png to delete the Lead to Account Mapping settings if required.

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