Changes in Conversion Type

[ruipperez]

As discussed with Flo, we're doing some changes on Conversion Type:

• [x] Rename Sales Generated ---> AE Generated
• [x] Create new default value ----> Manual Creation
• [x] Modified Marketing Strategy formula so both values are considered Outbound
• [x] Review impact on other automation, formulas, etc. for all 3 objects (Lead, Contact, Opp)
• [x] Review impact on existing SF reports @FloBroderick @ivocampos @Urshkita
• [x] Review impact on Data Studio Dash @josemgonzalezleon

@JoeCasilli for visibility

@ivocampos please confirm this is good from your perspective and we'll work on this ASAP.

[ivocampos]

Hi

Putting @Julien-Hennico & @MSwiatekCarto on the loop who will work on this

Thanks!

[Julien-Hennico]

Hello @ruipperez On our side this is what @MSwiatekCarto will be doing with you. What is the ETA for that to align on the changes to be done?

Thanks!!

[FloBroderick]

@Julien-Hennico please AE Generated, not AE Generate

[MSwiatekCarto]

Hello @ruipperez !! Happy to join this matter :)

As Julien mentioned, it would be amazing to have an ETA in order to align on the Salesforce and Hubspot changes. Thanks a lot!!

[ruipperez]

@MSwiatekCarto Hey :) Will confirm when this is scheduled on our end. Aiming for next Tuesday but nothing set in stone just yet. Does this work?

[MSwiatekCarto]

Of course @ruipperez ! Please let me know when you have it scheduled :)

[MSwiatekCarto]

Good morning @ruipperez :) Any update on the estimated date for this? Thanks a lot as always!

[ruipperez]

Hello! Will confirm later today, we can probably do this tomorrow if this works for you?

[MSwiatekCarto]

Great! For sure

[ruipperez]

Hi all! I keep having second thoughts about this... so we've pulled an export at Lead level (filtering out those with NO email) and found quite a lot of Leads (+1,000 created this FY) that have Conversion Type = Sales Generated which doesn't look right. And this is even more important if we were to rename this to AE Generated: https://docs.google.com/spreadsheets/d/1Lfpn9qe6O8UWMLuA470Eok8iRZxPPAe-/edit#gid=651391459

So I think before doing any changes, we should review and run a mass update on the Conversion Type field for Leads, Contacts and Opportunities.

Please take a look and let me know your thoughts so we can pull reports for the other objects.

[Julien-Hennico]

Hey @ruipperez I understadn the question is for @FloBroderick right?

How can a lead be created without email? I agree this is an issue. Can it be handled separately from the conversion type ticket though?

I can' access the doc but if you have the SF report we could try to identify the Original source to try help understand where they come from.

Thnaks

[Urshkita]

Hi,

I discussed this with @FloBroderick https://github.com/FloBroderick yesterday and this was the conclusion:

• any contacts older than 1year delete - any contacts with shipping country = US & Canada use zoominfo to enrich email address
• any contact with other country Lusha & Apollo to enrich email address

Does that work?

Thanks!

Urska

On Wed, Sep 14, 2022 at 10:51 AM Julien-Hennico @.***> wrote:

Hey @ruipperez https://github.com/ruipperez I understadn the question is for @FloBroderick https://github.com/FloBroderick right?

How can a lead be created without email? I agree this is an issue. Can it be handled separately from the conversion type ticket though?

I can' access the doc but if you have the SF report we could try to identify the Original source to try help understand where they come from.

Thnaks

— Reply to this email directly, view it on GitHub https://github.com/CartoDB/RevOps/issues/360#issuecomment-1246448111, or unsubscribe https://github.com/notifications/unsubscribe-auth/AYEGNI5P5PWO5SS5XTRRKN3V6GGZDANCNFSM6AAAAAAQDEEMTE . You are receiving this because you were mentioned.Message ID: @.***>

-- Urska Blagojevic

Director of Demand Generation

+34623035663 | @.*** https://spatial-data-science-conference.com/2022/newyork/

[ruipperez]

Update:

• [ ] mass update of all Sales Generated owned by SDRs: https://docs.google.com/spreadsheets/d/12GPu6uYDO2bb9-dRYIhO3qWSTChyPVSy4uMCR-yYKJs/edit#gid=222868804

• [ ] Mass update all Sales Generated owned by AE (https://carto.lightning.force.com/lightning/r/Report/00O1v000008jDAeEAM/view?queryScope=userFolders). This would be the file, all of them would be switched to AE Generated: https://docs.google.com/spreadsheets/d/16AXT9twYoVSv5cqXu1FfY2h-5g1ZNXiX0FIh5d6igvo/edit#gid=970357318

• [ ] Discuss with @FloBroderick what to do with the remaining Sales Generated records that are NOT owned by AEs or SDRs

[ruipperez]

Update:

• @FloBroderick's team is helping to update all Sales Generated Opps NOT owned by AEs: https://docs.google.com/spreadsheets/d/1fjBh8PiBZy5FN8Liy9nQrXSdGaZV0OrKdqPtZi0c6Pc/edit#gid=1713404668

https://carto.lightning.force.com/lightning/r/Report/00O1v000008jDSnEAM/view

• Here is an export of all Lead records NOT owned by SDRs or AEs. My suggestion here would be to keep these as Sales Generated because I don't feel they fit in any other category. I've reviewed the ones owned by (former) AEs to update them as AE Generated. Report here: https://carto.lightning.force.com/lightning/r/Report/00O1v000008jD7GEAU/view?queryScope=userFolders

[ruipperez]

Next steps agreed with Ivicuo:

LEAD ---> @Julien-Hennico and @MSwiatekCarto working on this in sandbox

• [x] Create Flow: Conversion type is empty + created by Role is SDR/AE/CS, if not ---> Manual Creation

Created by AE---> AE Generated Created by CS ---> CS Generated Created by SDR ---> SDR Outbound

• [x] Add new values to Conversion Type field and update Marketing Strategy formula

• [x] Remove the Default Checkbox on Manual Creation (now set by the flow)

• [ ] Review Full export Lead > Sales Generated records + mass update in SF: records will be updated based on Created by

Former expor just for referencet: https://docs.google.com/spreadsheets/d/1aZLgrD0m_BF3pwjdQ8GElTVSGQmvh_Cv-G0LT4gb9YU/edit#gid=657495053

OPP ---> @ruipperez working on this

• [x] Review Current Process Builder:

https://carto.lightning.force.com/lightning/setup/ProcessAutomation/home

1. Renewal ---> Manual Creation
2. Upsell ---> AE Generated

[ruipperez]

Update 9th Dec:

• [x] Pushed to PROD the changes in the Conversion Type PB - hit some issues around Upsells & Expansion that won't be possible to fix until we migrate this to a flow. We've built a Troops signal to change these opps to AE Generated manually for the time being: https://app.troops.ai/rcp/signals/builder/real-time/20656

• Fresh export for the mass update based on Created by: https://docs.google.com/spreadsheets/d/1aZLgrD0m_BF3pwjdQ8GElTVSGQmvh_Cv-G0LT4gb9YU/edit#gid=1098893951

[ruipperez]

Ivicuo update on 16th Dec: File to update leads with the updated conversion type (https://docs.google.com/spreadsheets/d/1f9AtKu_-udv62JUJ-HdjNZ1AWBJzdWYETvOMh3YqEmc/edit#gid=1132211327)to update leads with the updated conversion type. And Loom explaining: https://www.loom.com/share/34c64ce945ea4f6e92d59ce608775a66)

[ruipperez]

(Considerations - WIP)

• SDRs that have transitioned to AEs could skew this a bit (ex. Noe Boto, Joe Garland, Alaina...), faking AE Generated numbers because now their current role is AE but not before. Example: https://carto.lightning.force.com/lightning/r/Lead/00Q1v00000VH8bpEAD/view.

• Leads created by Biz-Ops will show Conversion Type=Manual Creation (when Conversion Type is empty) but this is never the case. Example: https://carto.lightning.force.com/lightning/r/Lead/00Q1v00000dZyE7EAK/view. We could maybe add a condition in the flow: if created by Biz-Ops + Conversion Type =Empty ---> Created by Owner Role I've checked some of the ones converted but there are around 200

[ruipperez]

Final Update:

• Manual Creation removed as default in Opp Creation (when no other value) as we need the CT to be empty in these cases to make the new automation designed to work.
• Sales Generated deactivated as a value in CT
• Contacts updated(CFY and Last FYI with CT=Sales Generated and leave them Blank) to avoid the new Flow to fail: https://carto.lightning.force.com/lightning/r/Report/00O1v000008jKbrEAE/view)
• Open Opps with CT=Sales Generated updated too. We did CFY and Last FY for all 3 objects (Lead, Contacts, Opps) but we also needed to update the ones open from previous years (mostly Renewals): https://carto.lightning.force.com/lightning/r/Report/00O1v000008jKbmEAE/view?queryScope=userFolders)
• New Opportunity Flow activated on March 1st: https://carto.lightning.force.com/builder_platform_interaction/flowBuilder.app?flowId=3011v000000oftCAAQ

NEW CT rules for reference: https://docs.google.com/spreadsheets/d/1oycJ-RrlLvNBMOb9-o657ZRPC9sDgLRql_yz9balkDQ/edit#gid=0

[MSwiatekCarto]

Hello @ruipperez ! Creating a task for next week to review with an extra pair of eyes if that's ok for you :)

[ruipperez]

Sure thing!