Enabling Lead-to-Account Matching Through Terminus's Orphan Lead Finder


Prerequisites


This feature is available to customers whose Terminus subscription includes the Account Hub.

*Note: This feature is only available for the Terminus Hub; it cannot be applied to the Engage product.


Overview


Terminus customers may have leads in their Salesforce instances that are engaging with marketing campaigns, but have not been converted and associated to an account as a contact. By default, marketing touches associated to a Lead record are not captured in our standard reporting. However, Terminus offers a solution that can be easily enabled called "Orphan Lead Finder."

 

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Orphan Lead Finder allows the Terminus platform to run a matching algorithm through your Salesforce lead records, and surfaces the marketing touches from these engaged leads. The touches from these orphan leads will then appear alongside other marketing touches with known contacts from that account. You can view all orphan leads associated to an account in the Account Specific Page

 

Reviewing Your Orphan Leads


To explore whether this feature is a good fit for your Salesforce data, you can first view the list of orphan leads Terminus has found, and the level of confidence in the inferred account match. If there are a lot of "High" confidence matches, it might be worthwhile to enable this feature in your Hub instance.

To navigate to the orphan leads list, hover over the User menu button in the bottom left corner, and select "Data Hygiene." Note: Only your Hub Admin users will be able to access this page.

 

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Enabling Orphan Lead Finder


If you are interested in enabling Orphan Lead Finder in your Hub instance, first determine which level of confidence you would like enabled. We recommend considering the quality of your organization's CRM data when selecting a confidence level - if your data hygiene and quality are good, a lower confidence level probably makes sense and will maximize the extra insight you'll get into your ABM performance. If your data quality and cleanliness are less than stellar, setting a medium or high confidence level is the way to go. Our team is happy to update your confidence setting by request, but only one level can be enabled at a time. 

  • Low confidence match: Occurs when the email domain of the Lead matches any of the email domains of Contacts already associated with an Account. (1 point threshold)
  • Medium confidence match: Occurs when the `Company` field of a Lead matches the `Company` field of any Lead that has already been converted into a Contact on an Account AND the low confidence match criteria has been met. (30 point threshold)
  • High confidence match: Occurs when there is an exact match of the `Company` field on the Lead to the `Account Name` field on an Account AND one of the criteria for a low OR medium match is also met. (50 point threshold)

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KEEP IN MIND
- The marketing influence numbers for your campaigns may change significantly if you enable this feature, depending on how many orphan leads are being added into your Hub instance. Make sure you are prepared for any reporting changes that may occur as a result of this feature.


If you would like to enable this feature or update your confidence level setting, please contact support@terminus.com.

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