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. Authorize the Salesforce integration in the organization settings.

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

3. Specify the month when your fiscal year starts.

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

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

Connect

Authorize the integration to get started with installation.

The Salesforce account Setup -> OAuth and OpenID Connect Settings must be configured to "Allow Authorization Code and Credentials Flows". This is typically already enabled by organizations that allow Connected Apps like Opine.

The Salesforce user installing the integration must be able to Manage Connected Apps so that Opine's app can be used within the account, and they must have permissions that allow them to authorize 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)

You may like to create a user just for Opine. 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.

General

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

Evaluation Stage

Identify the stage in Salesforce that represents the evaluation stage of your sales pipeline. This information is used in various features to provide insight into the lifecycle of your deals. All opportunity stages are presented as an option. Organizations that have defined more than one sales process must choose the process the has the evaluation stage. Only opportunities in the selected sales process are ingested. [3]

Fiscal Year Start Month

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.

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.

Next Step Field

Opine AI can assist you with filling a Salesforce opportunity field you use for tracking next steps on your deals.

• Text Area (Long) - AI-generated content is pre-pended to a plain text, multi-line field.

Assigning a next step field enables two capabilities.

1. Post a deal update in our UI to see a suggestion for updating the next step field with an entry above existing content. 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. Once you've mapped a next step field, we can automatically prepend suggested next steps at some frequency you choose. We attribute these automated entries to OPI to indicate no human has reviewed or approved the suggestion.

Competitor Fields

Opine AI will assist you in identifying competition in your deals and add competitors to a Salesforce opportunity field you use to track them.

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

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.

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. Please contact us if your Salesforce organization has taken steps to define sales processes, but you want to use the Salesforce "Master" pipeline in Opine.