Marketing teams need to know how and where their target accounts and contacts are engaging with their campaigns, so they can track and report progress and improve their outcomes. The Account 360 Dashboard surfaces engagement journey data from all touchpoints in a campaign, enabling insights for marketing teams throughout the entire buying journey.
These insights become more useful when paired with a sales engagement platform like Outreach. With this connector, sales leaders and campaign managers can automatically setup sequences and tasks with prospects from audience segments created in D&B Lattice. This helps SDRs know why the account or contact was recommended and allows them to leverage the insights from the Account 360 Dashboard in their prospecting efforts.
Follow the steps below to connect the Account 360 Dashboard to Outreach.
Setup the Outreach Connector
First, setup and authenticate the Outreach Connector to D&B Lattice by following the steps here.
After your Outreach account has been added and authenticated, map the email field in D&B Lattice of your accounts to the SDR owner in Outreach.
Create a Campaign
Next, create a target audience in D&B Lattice and launch the campaign to Outreach. In the campaign launch window, check the boxes to "Create Tasks in Outreach" and "add insights from Account 360...". These task descriptions will help Sales Rep understand the type of sales motion to run on an account or contact.
Add a task description for your Account or Contact-Level tasks that are related to your segment criteria. Your SDRs will see these descriptions in the tasks in Outreach.
Click "Save and Launch Now" to populate tasks in Outreach.
Accessing the Account 360 Dashboard from Tasks in Outreach
Once a campaign is launched, SDRs should expect the see the following changes in Outreach:
- SDRs are assigned to Prospects and Customers based on the mapping that was configured earlier. Users can map the SDR owner and Outreach Account ID through the connection configuration.
- Account 360 links appear in Outreach tasks. When clicked, this will open up the Account 360 Dashboard of that account in D&B Lattice.
Note: To view and access an Account 360 link in Outreach, users must have an instance of Outreach running and have a D&B Lattice login with a Sales role.
When clicking on the link on the task
Note: If an Account 360 link is clicked in Outreach and the user isn't logged in to D&B Lattice with an active session, they will be redirected to the D&B Lattice login page.
Interested in connecting Outreach to the Account 360 Dashboard? Reach out to your Customer Success Manager to get started!