Revenue Attribution Eligibility Requirements for Salesforce CRM

Objective

To use Revenue Attribution in Outreach, there are specific configurations that are required for your organization. 

Applies To

• Outreach Admin

Before You Begin

1. Your SFDC CRM is integrated with Outreach
2. Opportunities are syncing from the CRM to Outreach, and all minimum required fields are mapped
3. Opportunity Contact Roles are syncing from the CRM to Outreach
4. Opportunity Stages need to be mapped 1:1 in the Record Mappings section of the Opportunity Stage Object with values that represent Open, Closed Won & Closed Lost 

CRM Integration Configuration Guide:

Opportunity Object Configuration:

• Polling set to Automatically
• Set object syncing: Create & Update enabled to Sync into Outreach

Example Sync Configuration:

Ensure the following fields are mapped at a minimum within the Opportunity Object (Fields listed below are the native Outreach field labels):

Example Configuration of Field Mappings:

**Field mappings that have a Gear Icon indicate there are Advanced Field settings needed  

• Native Outreach Field: If you are mapping a CRM reference/lookup field to a Native Outreach Reference field, you need to indicate that it is a Mapped Field and select the Salesforce object that field maps to in the Advanced field settings.
  
  
• Custom Outreach Field: If you are mapping a CRM lookup field to a Custom Outreach field, you need to enable Display name instead of record ID in Advanced field settings. 
  
  

Example Configuration of Opportunity Field Mappings:

Opportunity Stage Advanced Settings Configuration: 

Opportunity Contact Role Object Configuration:

• Polling set to Automatically
• Set object syncing: Create & Update enabled to Sync into Outreach

Example: 

Example Configuration of Field Mappings:

Fields should be mapped already by default with the applicable advanced settings already applied.

Opportunity Stage Object:

• There should not be any sync toggles enabled on the object sync

Create your Opportunity Stages in the Outreach Opportunity Settings here:

Each Stage will have a Type assigned (Open, Closed Won, Closed Lost) and you can determine if the stage is Active or not. Example: 

Opportunity Stage Record Mappings:

• Once all of your stages are configured in the Opportunity Settings in Outreach, it is important to map each one 1:1 in the Record Mapping section of the CRM integration:
  • Simply click "Add Mapping" on the top right to search the Salesforce & Outreach existing Opportunity Stages - Example:
    
    

Considerations:

• The Opportunity Object & Opportunity Contact Role should have a Polling Frequency of once a day at a minimum (every 10 minutes is the default)
• Advanced Setting on Opportunity Object: Create associated contacts when syncing into Outreach:
  
  • If the related Contact Role in SFDC is technically a duplicate record in SFDC and one of the duplicates with the same email address has already been created in Outreach as a prospect, this advanced object setting could potentially prevent the Opportunity record from being created as a whole because it can't create the duplicate Contact Role as a new prospect. 
  • The Opportunity Contact Role object being enabled to Poll automatically and create new contact roles will allow Outreach to pull in the related Contact roles independently when they are added to the Opportunity in SFDC as a contact role and/or modified. 
    Example: 
    
• We would strongly recommend that the Merge & Delete Opportunity setting is enabled which will ensure that when an Opportunity that has previously synced from SFDC to Outreach and is then deleted in SFDC, Outreach will delete the corresponding Opportunity to prevent confusion and siloed records. Merge & Delete:
  • Feature: 
    
  • Resource: Salesforce Record Merge & Delete FAQs

Loading in Opportunity Data Retroactively:

If you have configured Opportunities with Outreach for the first time, mapped new fields or enabled the automatic sync for the Opportunity or Opportunity Stakeholder objects, the records or updates to records will begin to populate automatically as records are created or updated in the CRM. In order to have a complete view of the data in the the new Revenue Attribution Reporting and to load in data retroactively, it is important to run a Historical Sync Job. 

• How to Load Historical Data Into Outreach
• Walk through "How-to" video - Example only - determine the right Last Modified date range for your org (Consider 6-12 months).

Additional Settings to Consider once Opportunities are configured: 

Your non-admin profiles may need additional settings enabled to be able to fully leverage the benefits 

• Governance Profile Settings to Consider enabling:
• Can use opportunities
• Can view opportunities
• Activities get associated with opportunities
• Association dropdown

Additional Resources:

Sales Execution Report Overview