Context
The Demandbase ABM Package adds a number of custom fields that you can add to standard Page Layouts within Salesforce. Out of the box, we're not going to change anything until you explicitly indicate what accounts we should be updating and if and how we should do our lead to account matching.
Our integration is very light-weight. We have a small AppExchange package that helps set up our lead to account matching and provides the fields we'll write your engagement data to. We only write to fields we create. You can add these fields to your page layouts as you see fit.
For any fields that are not part of the SFDC Package, create corresponding Account/Lead/Contact fields in SFDC. See Create Custom Fields in Salesforce.
Steps
1. Within Salesforce Classic, click Setup in the top left of the page.
2. In the left navigation area under Build, click to expand Customize.
3. Under Customize, click to expand the object you'd like to add fields to. For example, Leads.
4. Under that object, click to expand Page Layouts.
5. Select the link under the Action.
In the Page Layout area (at the top of screen) you can see the available fields for your object.
When you mouse over each field, you can see that Demandbase field names begin with "engagio."
6. Drag each desired Demandbase field into the Lead Layout screen below. You can place the field anywhere in the Lead Information area. Optional: Create a new Section in the Lead Page Layout for the Demandbase fields by dragging the Section field into the page. You can then add fields to that section.
7. Click Save.
8. Repeat these steps to add Demandbase fields to the Contact and Account Page Layouts.
Outcome
The newly added fields do not populate with Matched Account data until Demandbase has synchronized with Salesforce. The initial data sync may take 2-3 nights. You can monitor the progress in Demandbase at Settings > System Monitoring > Data Sync Status.
List of Fields to Add for Each Object
Accounts:
| Field | API Name | Field Type | Definition |
Recom- mendation |
|---|---|---|---|---|
| Number of People |
engagio__NumberOfPeople__c |
Number | Number of matched leads & contacts | Must Have |
| Engaged People |
engagio__EngagedPeople__c |
Number | Number of engaged contact /leads for that account | Must Have |
| First Engagement Date |
engagio__FirstEngagementDate__c |
Date/Time | Date of first engagement activity ( Engagement could be known from SFDC/MAS or anonymous engagement from Demandbase) | Good to have |
| Engagement Minutes (3 mo.) |
engagio__EngagementMinutesLast3Months__c |
Number | Account Scoring based on engagement activities from SFDC, such as campaigns responses, activities + Demandbase activities like web page visits + Intent (for last 3 Months) | Must Have |
| Engagement Minutes (7 days) |
engagio__EngagementMinutesLast7Days__c |
Number | Account Scoring based on engagement activities from SFDC, such as campaign responses, activities + Demandbase activities like web page visits + Intent (for last 7 Days) | Must Have |
| Demandbase Journey Stage (was Demandbase Status) |
engagio__Status__c |
Text | Journey Stage of account: Qualified, Aware, Engaged, MQA, Opportunity OR Customer | Must Have |
| MQA Date |
engagio__MQADate__c |
Date/Time | Date account entered MQA journey stage | Good to have |
| High Intent Engagement Mins (1 mo.) |
engagio__IntentMinutesLast30Days__c |
Number | Account scoring based on high intent activities | Good to have |
| High Intent Keywords |
engagio__HighIntentKeywords__c |
Picklist | Keywords showing high intent | Must Have |
| Web Traffic (3 mo.) |
engagio__WebVisitsLast3Months__c |
Number | Number of page visits in the last 3 Months | Good to have |
| Top Web Traffic URL (14 days) |
engagio__TopURLs__c |
Picklist | Top visited web page in the last 3 months | Must Have |
| Pipeline Predict Score |
engagio__pipeline_predict_score__c |
Number | Predictive Score assigned to the account based on how likely an account is to becoming an opportunity in the next 30 days | Must Have |
| Qualification Score |
engagio__qualification_score__c |
Number | Qualification Score assigned to the account based on how likely an account to ever become a customer based on their firmographics + technographics | Must Have |
Contacts:
| Field | API Name | Field Type | Definition |
Recom- mendation |
|---|---|---|---|---|
| Department |
engagio__Department__c |
Text | Department of contact based on Salesforce title field. Check this mapping | Good to have |
| Role |
engagio__Role__c |
Text | Role of contact based on Salesforce title field. Check this mapping | Good to have |
| First Engagement Date |
engagio__FirstEngagementDate__c |
Date/Time | Date of first engagement activity from the contact | Must Have |
| Engagement Minutes (7 days) |
engagio__EngagementMinutesLast7Days__c |
Number | Account scoring calculated based on all the various activities done by the lead in last 7 Days | Must Have |
| Engagement Minutes (3 mo.) |
engagio__EngagementMinutesLast3Months__c |
Number | Account scoring calculated based on all the various activities done by the contact in last 3 months | Must Have |
| High Intent Engagement Mins (1 mo.) |
engagio__IntentMinutesLast30Days__c |
Number | Account scoring calculated based on high intent activities | Good to have |
Leads:
| Field | API Name | Field Type | Definition | Recom-mendation |
|---|---|---|---|---|
| Department |
engagio__Department__c |
Text | Department of lead based on Salesforce title field. Check this mapping | Good to have |
| Role |
engagio__Role__c |
Text | Role of lead based on Salesforce title field. Check this mapping | Good to have |
| First Engagement Date |
engagio__FirstEngagementDate__c |
Date/Time | Date of first engagement activity from the lead | Must Have |
| Engagement Minutes (7 days) |
engagio__EngagementMinutesLast7Days__c |
Number | Account scoring based on all the activities done by the lead in last 7 Days | Must Have |
| Engagement Minutes (3 mo.) |
engagio__EngagementMinutesLast3Months__c |
Number | Account scoring based on all the activities done by the lead in last 3 months | Must Have |
| High Intent Engagement Mins (1 mo.) |
engagio__IntentMinutesLast30Days__c |
Number | Intent Engagement minutes for lead | Good to have |
| Matched Account |
engagio__Matched_Account__c |
Account | Account lead has been matched to based on DB Lead to account matching algorithm | Must Have |
| Matched Account Annual Revenue |
engagio__Matched_Account_Annual_Revenue__c |
Currency | Revenue for account that the lead is matched to | Good to have |
| Matched Account Employees |
engagio__Matched_Account_Employees__c |
Number | Employee Count of the account that the lead is matched to | Good to have |
| Matched Account Engagement Mins (3 mo.) |
engagio__Matched_Account_EngageMinsLast3Months__c |
Number | Account Scoring based on engagement activities from SFDC such as campaigns responses, activities + Demandbase activities like web page visits + Intent (for the last 3 Months) for the account this lead is matched to based on our lead to account matching algorithm | Must Have |
| Matched Account Engagement Mins (7 days) |
engagio__Matched_Account_EngageMinsLast7Days__c |
Number | Account Scoring based on engagement activities from SFDC such as campaigns responses, activities + Demandbase activities like web page visits + Intent (for the last 7 Days) for the account this lead is matched to based on our lead to account matching algorithm | Must Have |
| Matched Account Demandbase Journey Stage (was Matched Account Demandbase Status) |
engagio__Matched_Account_Engagio_Status__c |
Text | Journey stage the matched account is currently in | Must Have |
| Matched Account HQ State |
engagio__Matched_Account_HQ_State__c |
Text | State of the matched account's HQ | Must Have |
| Matched Account Industry |
engagio__Matched_Account_Industry__c |
Text | Matched Account Industry | Must Have |
| Matched Account Name |
engagio__Matched_Account_Name__c |
Text | Matched Account Name | Must Have |
| Matched Account Owner Name |
engagio__Matched_Account_Owner_Name__c |
Text | SFDC owner of matched account | Good to have |
| Matched Account Type |
engagio__Matched_Account_Type__c |
Text | SFDC owner of matched account | Good to have |
| Match Time |
engagio__Match_Time__c |
Date/Time | When lead was matched to account in Demandbase | Good to have |
2. Add Matched Leads List to Accounts
Click the Related Lists menu and select Demandbase Matched Leads and drag just above or below the Contacts list so that you can view the Account's Contacts and Demandbase Matched Leads at a glance.
Outcome
These fields will populate during Demandbase's sync, which may take two to three nights for the initial sync. You can monitor the progress in Demandbase at Settings > System Monitoring > Data Sync Status.