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Salesforce: Lead-to-Account Matching Data Activation Flow

  • Updated

Use Cases

What if an inbound lead that comes in is tied to an account that is already in your database? Or what if the inbound lead's company was input in a slightly different way (ex: Concur vs Concur Inc.)? If any of these leads come in, you may want them to be ‘fast-tracked’, since the lead expressed interest and the account owner should reach out ASAP.

Also, in Salesforce, the account and lead object are not linked, making it difficult to identify on either the account or lead page if there is an associated account for this lead.

What Triggers the Flow?

LSID Changes = TRUE

LSID is NOT Null

Matched Account (new custom field created) is NULL

How It Works

Leadspace will look at the Enriched Company LSID on the lead record and try to find a matching account in your database. If a match is found, Leadspace will append the company name to a field called ‘Matched Account’ on the lead page.

Please note that you will need to create this field in Object Manager > Lead > Fields and Management if not already created. We reference this field later with API name Matched_Account__c.

  1. Go to Setup > Object Manager
  2. Lead Object > Fields & Relationships
  3. New Field > Name should be Matched Account > Field type 'Text'
  4. Save and add to your Lead object page layout(s)

 Picture1.png

At the same time, the leads will also be listed on the account page in the related list.

 Picture2.pngPrerequisites

  1. Salesforce.com admin access.
  2. Full integration of Leadspace SLM (Site Level Matching) fields.
  3. Recommended: Automation of account enrichment, or a quarterly or bi-annually refresh cadence for manual imports. This way data will be always up to date.

Benefits

There are many benefits to having the Lead to Account Flow.

  • Identifies the associated accounts to accounts that are already in your database
  • Inputs that are different from your database will be automatically linked. This provides data cleanliness for your database.
  • Time savings for your account owners by providing them the opportunity to reach out to
  • leads right away for accounts they are already working on.

Setup

  1. Navigate to Setup > Flows > New Flow.
  2. Choose 'Autolaunched Flow'
  3. Click the + sign between chart steps and choose 'Get Records'
  4. Enter the following information:
  5. Note in the 'Value' section, click +New Resource
  6. Here is where we create the Lead_LSID variable. Enter the information as seen in the screenshot and click 'Done':
  7. Now you will see {!Lead_LSID} in the 'Value' field as a variable that can change throughout the flow
  8. Make sure the rest of the page is set as follows. Note that you will create an Account_SFDC_ID variable similar to the one you created for Lead_LSID. Click Done.
  9. Add a New Element and choose 'Decision'
  10. Label should be 'Matching Account Found'. Set the rest of the form as follows and click Done:
  11. In the Decision branch for 'Account Found', click the + sign and choose 'Update Records':
  12. Label is Update Lead Record. Fill the form as the screenshots below indicate. Note that in this step, you are again using the variables you created earlier 'Lead_LSID' and 'Account_SFDC_ID':
    Screen_Shot_2020-06-24_at_12.16.03_PM.pngScreen_Shot_2020-06-24_at_12.15.50_PM.png
  13. Click 'Done'
  14. Back at the Flow Builder Screen with your flow, click 'Save' in the top right hand corner. Recommended name is 'Lead to Account Matching Flow'.
  15. Activate this flow

You are now done with the Flows portion. The next steps will walk you through the Process Builder portion.

 

Process Builder

Go to Setup > Process Builder

  1. Process Name should be 'LS Lead to Account
  2. Click on 'Add Object' in the chart
  3. Object = Lead and Start the Process 'Only when a lead is created. Click Save.
  4. Choose the 'Add Criteria' Diamond in the process
  5. Criteria Name = Lead Enriched
  6. In the Set Conditions section, we will need to add the following criteria: NOTE: You will only be able to add these fields if they have been created via the LS4SF package > Output Mapping process for the Lead object:
    1. LS Person Verification Status IS Changed: This is the trigger for the process to run.
    2. LS Person Verification Status is NOT MOVED: We only want leads that have not moved to a new company
    3. LSID NOT Null: Lead has been enriched.
    4. Matched Account (custom field) IS NULL: We do not want to override if there is already a matched account populated from before.
      Screen_Shot_2020-06-24_at_12.19.47_PM.png
      Screen_Shot_2020-06-24_at_12.20.03_PM.png
  7. Once these are entered, click 'Save'
  8. Back at the chart, choose 'Immediate Actions' > Add Action
  9. Choose 'Flows' and name the action 'Launch Lead to Account Flow'. This links the flow you created above to the process.
  10. Click Save

Secondary Flows

Additional Flows can be setup if customer using LeanData wants to create Account if no Matched Account Found:

New Flow

Picture7.png

 

Picture8.png

If you would like more information about setting up this flow, please reach out to support@leadspace.com and we will be happy set up a call and discuss your needs.

 

Linked Articles

https://support.leadspace.com/hc/en-us/articles/360000800425-Salesforce-Lead-to-Account-Reports

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