What does integration with Salesforce provide?
The Demandbase integration with Salesforce provides insights to support an action plan specifically for sales. It helps your sales team see which of their accounts are engaging, onsite and offsite, and helps them plan and prioritize which accounts to focus on in the next 30 days.
Are Salesforce use cases different for Account-Based Marketing?
In Account-Based Marketing, you can use Salesforce as a tool to help align Marketing and Sales. As a best practice, we recommend that Marketing and Sales leadership meet on a weekly or bi-weekly basis (monthly at the very least) and align themselves in respect to Demandbase insights that surface in Salesforce reports.
Which Demandbase solution is the Salesforce integration most useful with?
Use Salesforce mainly with the ABM Platform. If you have the Demandbase Orchestration solution, you can automatically create Salesforce tasks for reps based on important activities from people or target accounts, add/remove people to/from Salesforce campaigns, and convert Leads to Contacts.
What are the software requirements for the Salesforce integration?
Demandbase ABM Platform and Salesforce. The Demandbase Orchestration solution for automating tasks is optional.
How do I install the Salesforce Integration? (Can you give me a high-level view?)
Securely Connect Demandbase and Salesforce
Step 1: In Salesforce, install the Demandbase ABM app. You will need to be a Salesforce System Admin and have a subscription to Salesforce Demandbase Integration. Install Demandbase ABM from the Demandbase appexchange. See Best Practices: Salesforce Permissions and Step 1: Add Salesforce App Exchange Package.
Step 2: In Salesforce, connect the Demandbase ABM app that you just installed. Enable security with OAuth (OAuth is a flexible framework for securing application access to protected resources through Application Programming Interfaces). See Step 2: Obtain Salesforce Credentials.
Step 3: Log out of Salesforce completely and log in to Demandbase. You must be a Demandbase Admin. Add Salesforce as your Data Source, and set up security (OAuth as Access Token or alternative Password type). See Step 3: Add the Salesforce Integration in Demandbase.
Step 4: (Optional) Create an Account Ingestion Control filter to control Salesforce accounts you sync into Demandbase. Using selectors, you can set up a rule to filter your Salesforce accounts and only see the accounts you care about. See Account Ingestion Control for Salesforce.
Add Fields and Dashboard in Salesforce
Step 4: In Salesforce, add Demandbase fields. (The fields are legacy fields and they are still labeled Engagio.) Syncing the data can take 1-5 days, depending on how much data you have. You can monitor the progress in Demandbase at Settings > System Monitoring > Data Sync Status. See Step 4: Add the Demandbase Fields to the Salesforce Layouts.
Step 5: in Salesforce, add Demandbase chart and Dashbaord. See Step 5: Native Demandbase Charts in Salesforce (Visualforce) and Set Up Access to Sales Insights Dashboard and Reports in Salesforce.
Step 6: (Optional) In Salesforce, add Demandbase as a tab. See Step 6: Add Demandbase as a Tab in Salesforce.
Once I have the Salesforce integration installed, what do I get out of the box within Salesforce?
Custom Fields: See Step 4: Adding Demandbase Fields to Salesforce for the complete list. Fields can be placed on the Account, Contact, or Lead objects. Here’s an example of the fields that one team chose.
iFrame: The iFrame is a Visualforce chart and comes with tabs labeledAccount, People, Engagement, and Insights.
Dashboard: Our Sales Insights reports are available as an out-of-the-box dashboard.
Tab: If you add Demandbase as a tab, you can access your Demandbase instance directly from Salesforce.
Lead to Account Matching: The Demandbase Lead-to-Account (L2A) engine matches your Salesforce Leads to the correct Salesforce Account. Demandbase queries Salesforce for new leads, attempts to match them to an account in Demandbase, and updates the Matched Account field on the Lead using a Bulk Data Load job.
As a result of the separate job for Lead to Account Matching, you may see smaller updates to the lead object throughout the day. See Set Up Lead to Account Matching.
What can I control within Demandbase with the integration?
You will need to be a Demandbase Admin to change any of these Settings:
See Settings > Demandbase-Wide Settings > Data Sync Settings for the frequency of data updates between Demandbase and Salesforce, for data syncs such as Account, Contact, Event, Opportunity, and Lead. See System Monitoring > Data Sync Status for their current status.
Because Salesforce alerts you to engagement of your prospects, any engagement setup you create in Demandbase will affect your Demandbase-Salesforce dashboard, especially:
- Demandbase-Wide Settings > Predictive Score Setup (Pipeline Predict and Qualification Scores)
- Platform > Activity Logging
- Lead Matching > Account Domain Report
- Journey > Account Journey Builder
- Analytics > Auto-Create Account Lists > Enable Auto-Create Account Lists > Fields to Use (from CRM and/or CSV Imports)
- Analytics > Engagement Minutes
- Analytics > Fields (Source: Salesforce Account)
- Analytics > Intent Data
- Scout > Extension Settings
- Settings > Platform > Demandbase Calculated Fields to write back Demandbase data to custom fields.
What can I control within Salesforce with the integration?
You can map custom fields that you created in Salesforce to Demandbase data at Demandbase > Settings > Platform > Demandbase Calculated Fields (see Create Demandbase Calculated Fields for Connected Mode).
Tip: You do not need to map data to fields that you add to Salesforce during setup. They are mapped during setup. See Add Demandbase fields to Salesforce.
Can I create an account list from Salesforce in Demandbase?
You can create an account list in Demandbase from a Salesforce Report (multiple objects, like accounts and contacts) or from a view (only one object type, such as accounts or contacts).
See Create an Account List from a Salesforce Report or Account List View.
If I use Salesforce and Marketo, do I have to set up my campaigns in both places?
You can track and group campaigns more easily by syncing Marketo with Salesforce and then, in Demandbase, setting Marketo to override Salesforce or vice versa. Once they are synced and have the preference set, you only have to track them in one place.
Additional Resources