Step 3: [Send Data] [Buyer Insights] Configure Buyer Insights

 

 

This step lets you choose how you want to operate the application. you can switch the application mode anytime you want.

 

Mode	Description	Best Practices
Offline	The application is not connected to the CDP. The test data is installed to allow users to experience the application	Use this mode: A. for acceptance testing by Salesforce IT administrators in your Sandbox instance. B. for business users to quickly experience the product in your Sandbox instance.
online	The application is connected to the CDP. The test data is not installed  (or deleted if it was previously installed)	Use this mode: A.  for testing before going into production in your QA or staging instance. B. when running the application in your production instance.

 

To run the application in "offline" mode, click on "Set Up with Test Mode" on the lower left corner.

To run the application in "online" mode

• Provide "customer ID" and "Token" generated from the CDP. The Connecting & Reconnecting Lattice Buyer Insights article walks you through how to find this information. 
• Select the platform version V2 to connect the application to the CDP
• Click on "connect"

 

Step #3: Configure Qualification Path

This option lets you choose either "Lead-Based" or "Recommendation Based" for each Play Types.

 

 

When "Lead-Based" qualification is selected, new leads are created for all recommendations launched from the CDP for that play type.

When "Recommendation based" qualification is selected, new recommendations are created for all recommendations launched from the CDP for that play type. 

The qualification type for each Play depends on how you plan on presenting plays to your sales teams. The recommendation path is the most commonly used path. 

 

Below are a few best practices based on our experience. However, each business is different, and we highly recommend you consult with your sales teams and customer success manager to make the right choice for your organization.

 

Sales Rep Type & Workflow		Application Configuration	Play Workflow configuration
Field Reps	Learn recommendations for an account and take actions Manages a few accounts and goes to the accounts in SFDC for day-to-day activities	Add Visualforce page on Account list & account details page	Recommendation-based
Inside Sales Reps	Sales Blitz focused. Prioritize accounts based on lists created by the ops teams.	Add Recommendation Tab on their Sales application
Outbound prospecting Reps	For prioritizing accounts based on lists created by the ops team when your sales reps are used to working leads only.	Add Visualforce page on Lead views	Lead-based

 

Step #4: Define Lead Path Settings

This step lets you configure the Lead attributes and the rep actions available. It is not required if you have not chosen the "Lead Based" qualification path for any play types. Also, you can always change these settings if you later chose the "Lead Based" qualification path.

 

Default Owner

This option lets you select the default owner of the lead. By default, it is the logged in user (i.e. you). if you would like the leads assigned to someone else or a system user, you can search the name and specify it in the UI.

Note, user specified here is used to assign the lead owner at the time of creation. After that, Saleforce.com lead assignment rules, if you have any, will be triggered automatically and the leads will be assigned to the right reps based on it. And in that case, the lead owner assigned at the time of creation will not the final owner of the lead.

 

Sales Rep Actions

This option lets you choose the actions the sales reps can take on Recommendations VisualForce page. Choose all or some of the Actions you’d like available for your Sales Reps when interacting with these Leads.

 

Show Cards on Account

This option is useful when you would like to show leads associated with the account on the Account page. if you enable this option, the leads created from the CDP will be displayed as a recommendation on the VisulForce page for the accounts.

 

Status Mapping

This option lets you specify how the recommendations status changes when the lead status changes. Recommendations status has five stages: open, in progress, qualified, disqualified & expired. These statues are used to provide out-of-the-box reports in the Recommendations Dashboard.

 

Field Mapping 

This option lets you define the field values when the new lead is created by Lattice Buyer Insights application. 

Choose the fields you’d like mapped when creating new Leads. The only field that is required is Company Name, but you can add as many as you’d like with the Add Row button.

 

You do not need to map to the standard Campaign field on the Lead object.  This is done on automatically using Campaign Mapping and does not require a mapping.

Contact Fields Mapping

This option lets you configure how first name, last name, email, phone and address fields of the leads will be populated by Lattice Buyer Insights when creating new leads. The application can copy this information from existing contacts associated with the accounts in Salesforce.com instance or from the contacts matched to the account in the CDP.

 

Step #5: Define Recommendation settings 

This step lets you configure the recommendation attributes and the rep actions available. This step is required even if you have not chosen "Recommendation Based" qualification path for any play time.

 

Sales Rep Actions

This option lets you choose the actions the sales reps can take on Recommendations VisualForce page. Choose all or some of the Actions you’d like available for your Sales Reps when interacting with these Leads.

 

Default owner 

By default, the recommendations are assigned to the account owner. The default owner, specified in this setting, will be used only when the account doesn't have an owner.

 

 

Recommendation expiration

Choose the Recommendation expiration time. If the reps do not take any action within the time period specified, the recommendation will be automatically deleted from the system. 

This option is useful for removing the stale recommendations and launching new recommendations so that the sales reps are always working on the most up to date sales opportunities.

We recommend you keep this time period the same as your sales campaign duration. For example, if you are running weekly blitzes, set the recommendations to expire after a week. if you are running monthly blitz, set the expiration after a month.

 

Field mapping for Opportunity Creation

This option lets you define the field values when the new opportunity is created by sales reps using Lattice Buyer Insights application. 

 

When picking a mapping, you have 3 types of possible mappings

• Under “Choose an Action” you can “Specify a Value”. This means that you, the System Administrator, can hardcode a value.
• Also under “Choose an Action”, you can choose “Enter at Conversion” meaning your users will enter the value when they convert the Recommendation to an Opportunity.
• Under “Choose an Option”, you’ll pick the fields from the CDP objects to map to Opportunity fields.  This will take a value from the Recommendation and put it to the opportunity (for example Recommendation Display Name to Opportunity Name).
• Choose the mapping of your Salesforce fields to fields provided by the CDP. There are recommendations and defaults in place. You can override the defaults and add further mappings from this section.

 

Step #6: Launch or Save

 

Depending on the what options you chose and when you will be presented with the option to launch the application or simply save the changes.

 

The first-time configuration in online mode

If you choose the online mode, you will have the option to "Launch Now" or "Launch Later" as shown below.

Click on "Launch NOW." You will be then taken the screen below. 

The application configuration is now complete. It is now ready to retrieve recommendations from the CDP. You can click on "Sync data now" to pull the data from the CDP.

 

The first-time configuration in offline mode

If you choose the offline mode, you will have the option to "Launch Test Data NOW" or "Launch Test Data LATER" as shown below.

 

If you selected "Launch Test Data Now", the application will install the data and bring you to this screen.

 

If you selected "Launch Test Data LATER", the application will not install the data and bring you to this screen.

 

Existing configuration Change

If you simply change the existing application configuration, you will have the option to "Save" or "Cancel."