The Weekly Sales Email: CRM Integration

Prerequisites

In order to leverage this feature, customers must have the Sales Activation package as part of their subscription. Customers should also have at least one Engagement Model configured and Bombora Intent topics selected in the Terminus platform to leverage the full value of the feature.

CRM-integrated Data Studio customers can either provide a list of recipients’ email addresses or user role values to get started. Additionally, Terminus may need customers to: 

• Designate which ID field on the Account object identifies an account owner
• Designate any additional Salesforce fields that should be included (AO+)
• Confirm that expected recipients received the email when it is initially sent out
• Update their Terminus team on users to add/remove from the rep list, as needs change
  
  

The following Data Studio CRM integrations are currently supported; however, Weekly Sales Email functionality may differ based on the integration. You can see sample emails and included functionality based on implementation type here. 

• Salesforce: Email can be sent to the associated Account Owners and/or the configurable owner fields in Salesforce (i.e. BDR/SDR/ADR). Salesforce Enhanced Account Owners (AO+)  is an optional configuration that sends the email in addition to, or in place of, the traditional owner field for SFDC customers. 
• Microsoft Dynamics: Only the email addresses of the Account Owners are supported. Role values and additional fields are not supported. 
• Hubspot: Only the email addresses of the Account Owners are supported. Role values and additional fields are not supported. 
  

Configuration

The configuration process for this feature will be fairly straightforward. Key considerations for getting started include:

• Customers need to have Visitor ID installed on their website, with Engagement Models setup for the Most Engage Accounts data to populate. 
• Customers need to have Bombora intent topics established for Top Accounts with Intent data to populate.
• ‘Most Active Contact’ metric utilizes AccountTeammember, Contact, OpportunityTeamMember, and Task data, in order to surface a contact in the Weekly Sales Email. AO+ is the only integration that supports Task data. 
• To enable Salesforce Enhanced Account Owners (AO+) an active Ad Experience Salesforce oAuth is required. You can learn more about this process here.
• The cap on the number of email recipients is dependent on the number of seats purchased. Please submit a ticket in the Terminus Support Portal if you have questions about seat capacity.
• Typically, Weekly Sales Emails are set up during onboarding. However, they can be enabled at any time as long as you’ve met the subscription and data prerequisites. If you already have the Sales Activation package, please submit a ticket in the Terminus Support Portal to have your Weekly Sales Email enabled. If you’d like to sign up to purchase the Sales Activation package or are unsure if you already have it, please reach out to your Terminus Account Manager or Customer Success Manager.

Data Requirements

The data requirements to utilize the Weekly Sales Emails include specific fields found on the Account, AccountTeamMember, Contact, OpportunityTeamMember, Task, and User objects. These fields will likely be configured as part of your standard Terminus Data Studio onboarding process, but we’ve listed them below as well.

Mandatory Objects

Accounts:

• Required Fields + Type:
• Account ID → VARCHAR(36)
• Account Name → VARCHAR(255)
• Owner ID → VARCHAR(36)

Contacts:

• Required Fields + Type:
• Contact ID → VARCHAR(36)
• Full Name → VARCHAR(121)
• Email → VARCHAR(80)
• Account ID → VARCHAR(36)
• Title → VARCHAR(128)
  

Users:

• Required Fields + Type: 
• User ID → VARCHAR(36)
• Full Name → VARCHAR(121)
• Email → VARCHAR(80)

Optional Objects that provide additional value:  

Tasks (AO+ Only):

• Required Fields + Type: 

• Account ID → VARCHAR(36)
• Contact ID → VARCHAR(36)
• Created Date → DATETIME
  

Opportunities:

• Required Fields + Type:
• Opportunity ID → VARCHAR(36)
• Account ID → VARCHAR(36)
• Closed → CHAR(1)
• Created Date → DATETIME (Not required for AO+)
• Stage → VARCHAR(40) (Not required for AO+)
• Opportunity Type  → VARCHAR(40) (Not required for AO+)

Impact of Object Data:

• The Account Object is required because it is the driving object of the report.
• The User Object is required because it allows us to deliver the report to Sales Users and split the Account Object by the appropriate owner.
• The Contact Object is required because the goal of the service would be to deliver immediate actions for an account (who to reach out to).
• Task data will enhance the deliverable by providing the number of sales activities per account and per Contact. Task data is only available for AO+.

Salesforce Enhanced Account Owners (AO+)

Enhanced Account Owners, also known as “AO+” is a feature that can be used with the Weekly Sales Emails for Salesforce customers. In the default Salesforce integration, each email will include activities from accounts in which the recipient is on the ACCOUNT OWNER field in Salesforce. The AO+ feature allows additional fields in Salesforce to be used to designate activity. AO+ fields can be added instead of, or in addition to, the default ACCOUNT OWNER field. 

Any user reference field on the following objects is eligible for AO+:

• Account
• Opportunity
• Account Team Member

To enable these additional fields on top of the Account Owner, the Object Name and API Field Name from Salesforce for each field will need to be sent to support through the Terminus Support Portal. 

Example AO+ Scenario

User A is an Account Executive at an organization. The Sales Development Rep (SDR) they work accounts with is User B. User A is the “Account Owner” of accounts in Salesforce and User B is the “SDR Owner” of these accounts.

We have configured Terminus Weekly Sales Email, where the recipient list includes both User A and User B. Without AO+ enabled, User A will get emails containing activities from accounts they own. User B will receive blank emails because they are not the “Account Owner” of any Accounts. WSE is only trying to populate the emails for the Account Owners.

“SDR Owner” can be added as an Enhanced Account Owner field, in addition to “Account Owner”. Once both fields are added:

• User A will receive an email containing activities on accounts for which they are “Account Owner”

User B will receive an email containing activities on accounts for which they are “BDR Owner”