SFDC / Outreach Object Access and LeadIQ Functionality

Overview:


LeadIQ is used as a chrome extension that sits to the left of screen while prospecting on Linkedin Sales Navigator (LISN).

LISN is the general source of truth in modern B2B sales as the user’s in the database update their own records. This is where your prospectors are going to validate contact records that they find already existing in CRM and/or other databases in their contact data stack.

LeadIQ provides the sales end-user the ability to quickly capture and/or enrich prospect data directly to Outreach and/or Salesforce for followup activities.

LeadIQ can also be utilized through a webapp interface, though the overwhelming use case and intent is utilizing the chrome extension while prospecting on LISN.

Integration:

Through a secure OAuth 2.0 connection utilized and supported by both Salesforce and Outreach, the end-user is able to quickly and securely interface with specific data that enable prospecting efforts while on LISN across Outreach and Salesforce.

The integration will utilize the authenticated user’s profile permissions in Salesforce and Outreach. LeadIQ requires sign in and authorization from the user as they first sign in via OAuth and authenticate their access.

If they do not authenticate, users will not be able to integrate with either Salesforce or Outreach.

LeadIQ provides the additional ability to map standard and custom Salesforce fields to meet the requirements for an array of unique Salesforce org configurations.

Please see the Salesforce Setup for Admin link below for a more in depth explanation of our Salesforce integration:

https://leadiqhelp.zendesk.com/hc/en-us/articles/360020884373-Salesforce-Setup-for-Admins

The LeadIQ Admin user is able to setup customized fields and govern specific object level access.

More below on Object level details.

Salesforce:

The SFDC objects that the user may interface with while using LeadIQ are:

  • Account
    • Required: read
    • Optional: update/create
  • Contact
    • Required: read
    • Optional: update/create
  • Lead
    • Required: read
    • Optional: update/create
  • Opportunity:
    • Required: read


Account:

  • Interface & Functionality
    • Used to select which account to save a contact into, account matching, and for auto de-duping purposes.
      Can be used for Account creation or turned off for Account creation.
  • Governances
    • Admin User can: Setup integrations (to include field mapping and custom field mapping), identify appropriate governance settings. Designate teams or individuals. Allow for creation of account records in SFDC or disallow at the group or individual level.

Account field mapping:

mceclip0.png

Contact:

  • Interface & Functionality
    • Used to select which contact to enrich or create and for auto de-duping.
      Can instead use Leads and disallow contacts, or allow for both for flexibility.
  • Governances
    • Admin User can: Setup integrations, identify appropriate governance settings. Designate teams or individuals. Allow for creation of contact records in SFDC or disallow at the group or individual level.

Contact field mapping:

mceclip1.png

Lead:

  • Interface & Functionality
    • Used to select which lead to enrich or create and for auto de-duping.
      Can be used for lead creation or disallowed.
  • Governances
    • Admin user can: Setup integrations, identify appropriate governance settings. Designate teams or individuals. Allow for creation of account records in SFDC or disallow at the group or individual level.

Lead field mapping:

mceclip2.png

Opportunity:

  • Interface & Functionality
    • Used to enhance workflow and decrease swivel chair around rules of engagement activities; able to view (only) opportunity Name and Ownership.
  • Governances
    • Admin user can: Setup integrations, identify appropriate governance settings. Designate teams or individuals. Allow for creation of account records in SFDC or disallow at the group or individual level.

Opportunity field mapping (READ ONLY):

mceclip3.png

Outreach:


For Outreach, the objects that the user may interface with while using LeadIQ are:

  • Account (Create, Read)
    • Used for Account creation, account matching, viewing record ownership and Account Name, For workflow efficiency, and auto de-duping.

Account field mapping:

mceclip4.png

  • Prospect (Create, Read)
    • Used for Prospect creation, prospect matching, viewing record ownership and Account Name, For workflow efficiency, and auto de-duping.

Prospect field mapping:

mceclip5.png

Account:

For Outreach, you may additionally:

  • Select from a list of Sequences that the user has access to send captures directly into a specified sequence.
  • And you may select the LeadIQ ‘Campaign’. This will create a ‘tag’ on captured prospects in Outreach applying that exact ‘Campaign’ name.

Screen_Shot_2021-05-03_at_1.39.59_PM.png

See the following for additional info on our Outreach integration and options:

https://leadiqhelp.zendesk.com/hc/en-us/articles/115007241348-Sync-n-Save-to-Outreach-with-LeadIQ

LeadIQ Interface and functionality and Storage:

The end-user will only have access, through the LeadIQ interface, to a limited and specific set of fields across the above mentioned objects .

LeadIQ only stores field layout metadata in order to efficiently display the appropriate fields to the user as they browse. To this purpose, LeadIQ reads Name and Email attribute from the signed in user (object) in order to display their field value mapping.

LeadIQ does not store or cache any proprietary customer systems data including: Account (SFDC or Outreach), Contact, Lead, Opportunity, or Prospect (Outreach) data.

Instead, LeadIQ queries, reads, and displays specific data from objects and related fields in real time to provide the desired UI and UX for the end-user.

Example below.

On the left, observe the blue cloud and purple icon that are Salesforce and Outreach, respectively. In the middle picture, when you hover your mouse over the blue cloud icon, the user is able to read specific fields from that record in SFDC and take limited actions on records. This allows them to quickly make decisions at a glance that may take minutes to confirm normally, and create Account, Contact, and / Or Lead records in seconds instead of minutes.

Another use case for querying system data is for auto de-duping (contact, account, lead) and account matching (Country, Region).

Screen_Shot_2021-04-30_at_1.11.11_PM.pngScreen_Shot_2021-04-30_at_1.19.41_PM.pngScreen_Shot_2021-04-30_at_1.12.36_PM.png

 

 

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