Salesforce

Win more deals through better evaluations.

Overview

Connecting your Salesforce account is an important step in unlocking the power of Opine. Opportunities provide critical details from your organization's sales pipeline that are essential to running a successful evaluation. Key information from Opine is pushed to your CRM, keeping everyone in the know and minimizing time lost to manual updates.

Once you complete configuring the Salesforce integration, the stages of your sales pipeline and opportunities that have been created or updated since the start of your previous fiscal quarter are imported. Pipeline changes, new opportunities, and opportunity changes made in the CRM after installation are imported periodically. [1]

A Plan for an evaluation can be created for imported opportunities when you're ready to define success criteria. Plan details are pushed to opportunities when criteria, tasks, and meetings are created, updated, deleted, or completed, or the target end date is changed [2].

Configure

Take these steps to configure the integration.

  1. Install the Opine managed package using the External Client App installation button.

  2. Authorize the Salesforce integration in the organization settings.

  3. Specify the stage of your opportunities when evaluations are active.

  4. Specify the month when your fiscal year starts.

  5. (Optional) Specify deal properties to update evaluation details in the CRM.

  6. (Optional) Specify deal and company properties to display in Opine's deal view.

Connect

Getting started with the Opine integration begins with installation by a Salesforce administrator of your organization.

Installing the Managed Package

A Salesforce administrator must install a managed package to create an Opine application in the SFDC organization. Then, the Salesforce user you want reading and updating opportunities must authorize the application.

Click the "Install Package" button in Opine's organization settings for Salesforce.

During installation, the administrator will choose who can authorize the Opine integration:

  • Admins Only - Only Salesforce administrators can authorize the integration

  • All Users - Any user in your organization can authorize the integration

  • Specific Profiles - Limit authorization to users with specific profiles (e.g., Sales Users, System Administrators)

After installation, the administrator should navigate to Setup → Apps → External Client Apps → Opine and configure the OAuth settings:

  • Set the Refresh Token Policy to "Refresh token is valid until revoked" to ensure uninterrupted access

Authorizing the Integration

Once the package is installed, an Opine user with access to the Salesforce organization can authorize the integration, and then set required fields in the General configuration to initiate ingestion.

The authorizing user must have permissions that allow them to grant the scopes requested by the app:

  • Access the identity URL service (id, profile, email, address, phone)

  • Manage user data via APIs (api)

  • Perform requests at any time (refresh_token, offline_access)

  • Access Chatter API (chatter_api) - Required only when enabling Chatter posting for next steps updates

Changes made by Opine will be credited to the Salesforce user that authorizes the integration.

Consider creating an Integration User just for Opine, following Salesforce Best Practices for Configuring Your Integration User. This has the benefit of reflecting Opine as the actor in the changes it makes, and allows you to leverage the rich permissions model Salesforce offers, such as Record-level Access Controls, to control what data leaves your CRM.

The permission set assigned to the user must have Object Settings configured to allow reading the objects described below, and writing is necessary to support direct field updates from the Opine UI. Reading EmailMessage objects requires a change to System Permissions, enabling the permission Access Activities.

Opine reads the schemas of these Salesforce objects and reads data for the fields described by the schema. Grant the Salesforce user permission to read these objects and their fields for presentation and analysis in Opine.

Core CRM Objects

  • Account - Company/Account records

  • Contact - Contact records

  • Opportunity - Deal/Opportunity records

  • EmailMessage - Enhanced email records associated with opportunities

  • Note - Legacy text notes

  • ContentNote - Enhanced rich text notes

  • ContentDocumentLink - Links between notes and records

Relationship Objects

  • OpportunityContactRole - Links contacts to opportunities with roles

  • OpportunityHistory - Tracks opportunity stage changes and field updates

Metadata Objects

  • OpportunityStage - Available opportunity stages

  • BusinessProcess - Sales process definitions

  • RecordType - Record type configurations for opportunities

  • User - Salesforce user records

Special Objects

  • OpportunityContactRole - Junction object for opportunity-contact relationships

General

Opportunity import does not begin until required general settings are configured. The initial import process may take 15-30 minutes, depending on the number of opportunities ingested.

Pilot Stage (required)

Identify the stage in Salesforce that represents the pilot stage of your sales pipeline. This information is used in various features to provide insight into the lifecycle of your deals.

Organizations with multiple sales processes can configure the pilot stage for each pipeline in the CRM Pipelines section that appears for them, though only the pipeline identified as the Primary Deal Pipeline requires the Pilot Stage specification. [3]

Fiscal Year Start Month (required)

Provide the month your business starts its fiscal year. Only opportunities created or updated since the start of your previous fiscal quarter are initially ingested. Opportunities that were created before the previous fiscal quarter and updated since connecting Opine are included in subsequent ingestions.

Opportunity Amount Field

Identify the opportunity field that represents the deal value you want to see in Opine. This is typically "Amount" in Salesforce, though some organizations define custom fields like "Expected Amount".

Additional Domains Field

Select an Account field containing additional domains associated with a company. Opine uses this field to associate content (emails, calendar events) with the correct deals when a company uses multiple domains.

CRM Enrichment

Update Plan Details

Push certain details of the Plan to Salesforce when changes occur in Opine by enabling this feature. Existing opportunity fields can be mapped to available plan details.

Unless you already have opportunity fields you want to use, you'll need to create opportunity custom fields in Salesforce. The following are example custom fields.

  • Evaluation URL Field - URL (255)

  • Criteria Total Field - Number (4, 0)

  • Criteria Completed Field - Number (4, 0)

  • Target End Date Field - Date

For more information on how to add custom fields to a Salesforce opportunity object, reference the Salesforce documentation.

Update Next Steps

Opine AI can assist you with publishing updates about next steps to your Salesforce opportunities. When enabled, AI analyzes your deal context and generates relevant action items that you may include when updating an opportunity.

This enables two capabilities.

  1. Post a deal update in our UI to see a suggestion for updating the next steps of an opportunity. We use the currently logged-in Opine user to add initials to the suggestion we generate. This serves to indicate the user who added the update. Change the suggestion as you like to make it your own.

  2. Optionally enable automated next step updates. We can automatically update next steps at some frequency you choose. We attribute these automated entries to OPI to indicate no human has reviewed or approved the suggestion.

Next Steps Destination

Choose how Opine AI delivers next steps updates to your Salesforce opportunities.

Update Field (Default)

  • Updates are pre-pended to a configured opportunity field

  • Requires selecting a Text Area (Long) field for next steps tracking

  • Displayed in deal Key Details panel in Opine

Post to Chatter Feed

  • AI-generated content is posted directly to the Opportunity Chatter Feed

  • No field configuration required - posts appear as Chatter messages

  • Generated content is attributed with user initials for manual updates or OPI for automated updates

  • Provides team visibility and collaboration through Salesforce's native Chatter interface

  • Requires chatter_api OAuth scope for Salesforce integration

Update Frequency

Choose how often Opine should automatically generate and post next steps updates:

  • Disabled: Updates are only generated when manually triggered through the deal update interface

  • Daily: Updates are generated and posted every day at 10 PM ET

  • Weekly: Updates are generated and posted once per week

Competitor Fields

Opine AI will assist you in identifying competition in your deals and add competitors to Salesforce opportunity fields you use to track them. You can configure multiple competitor fields for comprehensive tracking, though AI updates will target one field at a time.

  • Picklist (Multi-Select) - Your list of competitors, used in AI analysis of a deal to identify which of them are competitors in the deal. Only writable fields are considered for AI updates.

CRM Properties

Configure Opine to display opportunity and account properties on Opine's deal view alongside other important deal information.

Opportunity fields added to the list are presented as Key Deal Details when viewing a deal. Any changes made to CRM properties in Opine's interface are immediately pushed to your CRM.

  • Toggling Required for Evaluation will ensure your team provides a value for the property before they're able to create an evaluation in Opine.

  • Toggling Include in Update will present the property when using the Update CRM feature on a deal.

  • Toggling Update Request Count will automatically update the property with the count of blocker requests by type when changes occur in Opine.

Field History Tracking

Overview

Field History Tracking enables you to monitor and audit how critical information on your deals and accounts has changed over time. This feature provides visibility into the evolution of your opportunities throughout the sales cycle, helping teams understand deal progression and maintain accountability.

When field history tracking is enabled, you can view:

  • Previous values of tracked fields

  • Timestamps showing when each change was made

  • Complete timeline of updates for auditing purposes

Setup and Configuration

Enabling Field History Tracking in Salesforce

To enable field history tracking for opportunities and accounts:

  1. Navigate to Setup in Salesforce

  2. Go to Object Manager and select the object (Opportunity or Account)

  3. Click "Fields & Relationships" → "Set History Tracking"

  4. Select the fields you want to track (maximum 20 fields per object)

  5. Save your changes

Important Notes:

  • Standard Salesforce allows tracking up to 20 fields per object

  • History data is retained for 18 months by default

  • For longer retention, consider Salesforce Field Audit Trail for compliance requirements

Required Permissions

The Salesforce user authorizing the Opine integration must have:

  • Read access to field history objects (OpportunityHistory, AccountHistory)

  • View All Data or appropriate object-level permissions

  • Field-level security access to tracked fields

Field Type Capabilities and Limitations

Fully Supported Fields

Most field types provide complete history tracking with old and new values:

  • Text fields

  • Numbers & Currency

  • Dates

  • Single-choice picklists

  • Checkboxes

  • Lookup fields

Fields with Limited History

Some Salesforce field types have tracking restrictions and only track that the field was changed:

  • Multi-Select Picklists

  • Long Text Fields (over 255 characters)

Non-Trackable Fields

The following fields cannot be tracked:

  • Formula fields (calculated automatically)

  • System fields (Created By, Last Modified Date, etc.)

  • Roll-up summary fields

  • Auto-number fields

Troubleshooting

"History tracking is disabled for this field"

  • Contact your Salesforce administrator to enable tracking

  • Verify the field is eligible for tracking

  • Check if the 20-field limit has been reached

Caveats

  1. Every 10 minutes, opportunities that have changed are collected to update CRM data in Opine. Every 24 hours, Opine will refresh stages. Note, however, that opportunity fields configured to display in Opine's Key Deal Details view are fetched from Salesforce when the view is loaded to ensure current values are always displayed there.

  2. Changes to the custom domain do not currently trigger an update, though changes to other noted properties will carry the current domain information, causing the opportunity's evaluation URL to be updated as a side effect.

  3. Some organizations may have opportunities that are not assigned to a sales process. These remain in the so-called "--MASTER--" sales process. You will not see this as an option on the deal board when all opportunities have an assigned sales process.

  4. Installations completed before October 11, 2025 use Salesforce Connected Apps rather than the current managed package approach. These legacy installations continue to function normally. For information about Salesforce's transition away from uninstalled Connected Apps, see the official Salesforce documentation.

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