Intelligence360 has developed a robust framework for determining activity at the account and opportunity level. One of the ways we make this so robust is by enriching the CRM with contacts your team has engaged, but you might not have had created yet.
There are several levels of automation Intelligence360 provides.
Account Contact Enrichment via Actions
Add Account Contact Suggestion (Intelligence360 recommends full automation)
Based on the account relationship map, identify all people that have engaged with someone customer-facing AND another existing contact at the account via email or meeting (Intelligence360 native email integration only).
This has the benefit of ensuring you always have a correct (human) email address, they are engaged as part of an account or deal team, and are engaged with someone at your company. We typically identify 20% additional contacts for each engagement over what's created, with a very very high degree of accuracy. These are high-quality contacts (99% success rate)
John Emails Sally, and Sally replies and CC's Mark.
Intelligence360 recognizes Mark doesn't exist in the CRM, but is connected to Sally and John, and
creates a contact for him.
Potential New Relationship add new contact suggestion (Intelligence360 recommends rep completion)
Based on inbound emails to the account owner from an email sharing the domain of a current account, verify if this email is a person.
This has the benefit of catching new engagements, where there might not yet be a strong account or deal team, but has the disadvantage of scooping up system-generated emails, or bots..etc. We've added filters to try and eliminate the bad ones, but it's like spam, impossible to stop them all. These are medium-quality contacts (75% success rate).
Ex. Scenario for potential new relationship
email@example.com emails John, the AE for the AcmeCorp Account.
Intelligence360 recognizes firstname.lastname@example.org isn't in the CRM, and it's a valid account and domain (using existing contact domains and website domain) tied to AcmeCorp
Intelligence360 prompts John to manually add Sally
Opportunity Contact Role Enrichment via Actions
Add contact role suggestion
Based on the opportunity relationship map, identify all people that have engaged with someone customer-facing AND another existing contact role on the opportunity via email or meeting (Intelligence360 native email integration only).
This has the benefit of ensuring you always have a correct (human) email address, they are engaged as part of a deal team. There are two deployment models people use:
1) Fully automated - let the system automatically create the full deal team and set roles for anyone engaged (Intelligence360 Recommended)
2) Manual - let the opportunity owner determine the role and manually enter them into the CRM
Identify Key Role
In most sales processes, it's important to identify a handful of key personas, like "Decision Maker" or "Champion". Intelligence360 can detect if that role hasn't been assigned, and prompt a rep to select the right contact for that role based on your sales process.
Ex. There is a deal in Proposal, but "Decision Maker" is not yet identified. Prompt the rep from the current contacts to add the correct contact as the decision maker, or identify them on their next call with their Champion.
With these 4 actions, it's possible to have 100% coverage of your accounts and opportunities and accurately track who you've engaged with. This is foundational to activity sync (since we only sync activities for related contacts and roles).
If you run into any issues, please contact support.
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