Enterprise Territory Management Security Predicate_Row level Security in CRM Analytics Aka Tableau CRM aka EInstein Analytics

Analytical Security Overview:-

                                                         Analytical Cloud has three layers of security which is as follows

1. Analytics platform Layer
2. Analytical Application Layer
3. Dataset record Layer/Data Visibity

Dataset Record Layer:-

                                           Dataset Record layer is nothing but controlling what records user's need to see on Dashboard. which can be defined by  below two ways.

• Security Predicate
• Sharing Inheritance

Security Predicate:-

                                               When a new dataset is created, the security predicate is empty, which means everyone has access to the dataset, has access to all the data rows. Security predicate is a manually assigned filter condition that defines row level security for dataset. When a user submits a query against a dataset that has a predicate, Analytics checks the predicate to determine which records the user has access to. If the user doesn’t have access to a record, Analytics does not return that record. 

                                  The predicates can be formulated to control the data visibility based on the following scenarios:

1. Role Hierarchy
2. Manager Hierarchy 
3. Logged in User’s Country
4. Opportunity Team and Accounts Team
5. User Territory 

This blog will discuss about a implementaion of Dataset record /Data Visibity layer by using User Territory or Enterprise Territory Mnagament based Security Predicate. 

Before Jumping into User Territory or Enterprise Territory Management based Security Predicate implementation let us recall basics about Salesforce Enterprise Territory Management.

What is Salesforce Territory Management?

Salesforce Territory Management is a tool that helps organizations like yours manage accounts and opportunities by territory. It lets you organize your accounts by any field and create hierarchies of accounts. For example, you can create a hierarchy with c-suite VPs at the top, regional managers in the middle, and sales reps on the bottom. Or you could create a hierarchy based on global regions, countries, states, cities, and even neighborhoods within major cities.

In essence, Salesforce Territory Management lets you structure your Salesforce users, accounts, and data the same way you structure your sales territories in the real world. By structuring Salesforce data in this manner, your reporting and analysis becomes more relevant and useful.

So Whenever the Org is enabled or follwing Terriory Mannagement system for account distribution then obviously we would need to go with Enterprise Terriory Mannagement based security predicate to strict the users to see unrelated records .

Data Sources for Implementation :

                                                                For any of the Data project implementation identifying the data resouces for the requirement is crucial steps . so for our requirment  of implementing Secuiry predicate involves with the below Salesforce objects where necessary details resides.
     
                                                

Data Sources

Account

AccountShare

Territory

UserTerritory

Group

User

Below are the object definition for our datasources of this implementation:

Account:

                  Represents an individual account, which is an organization or person involved with your business (such as customers, competitors, and partners).

 AccountShare:

                             Represents a sharing entry on an Account.

Territory:

                  Represents a flexible collection of accounts and users where the users have at least read access to the accounts, regardless of who owns the accounts. Only available if territory management has been enabled for your organization.

UserTerritory:

                            Represents a User who has been assigned to a Territory.

            Special Access Rules:

                                                   Only available if territory management has been enabled for your organization.

Group:

              A set of User records.

Groups are sets of users. They can contain individual users, other groups, the users in a particular role or territory, or the users in a particular role or territory plus all the users below that role or territory in the hierarchy.

User:

           Represents a user in your organization

Reference Link : 

Salesforce Object Reference

Scenario: 

All users only to see data related to their assigned territory  and owners can only see their own records. 

Predicate Expression Syntax for Datasets:

  The predicate expression must have the following syntax: 

                    <dataset column> <operator> <value>

Dataset Columns in a Predicate Expression :   You include at least one dataset column as part of the predicate expression. 

Values in a Predicate Expression :   The value in the predicate expression can be a string literal or number literal. It can also be a field value from the User object in Salesforce.

Consideration

     By considering the Values in a Predicate Expression   criteria , Territory Id is not an associated field in the user object. So we cannot be able to use Flattened Territory Id field in our Security predicate formula. By that we have to bring all the user id belongs to respective territory account in one column as comma seperated or multivalue . So that we can be able to match that record with "user id" in User object .

Data Model :

                                          Data modeling is an essential step in the process of creating any complex ELT or ETL or Data Wrangling process job.

The process of data modeling thus uncovers your data and its relationships, which provides a foundation for understanding your business processes and how to improve them. You simply can’t create Data transformation if you don’t know how your business is operating and its data sources,relationships.

For example, to create a Territory based dataset , you need to understand the data of your business currently has on for territory setup and how you’re using it.

Based on the consideration  we have plotted our data model. therefore now we can be able to create a Data Recipe faster and accurate .so its recommended to create a Data model for each and every ELT or ETL or Data wrangling project.

Data Recipe :

Discussion:

                     Since our expectations is to have all the user's id related to an account assigned to that terriroty at each row. 

Step 1 :-

  Augumenting User Name from User Object on to User territory  object to see user name with respect to the territory User's.

 Step 2 :-

 we are Flattening the territories since it is nested. and which flattened field will be helpful while perfoming unit testing.

 Step 3 :-

performing self join on Territory2 object to get the Parent terriotiry Name .

 Step 4 :-

Augumenting  User Id from User territory object on to Territory2 object in order to rolled up the user Id to each of the teritory as a multivalue field. 

 Step 5 :-

Account object doesnot have any field or forign key field  of Territory Id or anything related to territory . but Account share having fields related to Group Id. Hence we would need to have  Territoy Details at the Group level records granular level.  so augumenting Territory Id from  Join_TerritoryUsers onto _Territory Node  on to Group object.

 Step 6 :-

 Now we have required data at the group object Granular level. basically we would need to have list of users at the account level whoever having access to that account assigned territory.  in that case Account share object having a  field of UserOrGroup Id   field where User or Group Id is stamped whoever having access to that account. so need to  Augumenting  Territoy Details  from Join_Territory onto _Group Node  on to Accountshare object.

 Step 7 :-

Phew !!! finally we are having everything at the Account level. but Account share object is a one to many relationship with Account Object. Hence we would need to rolled up to the Account level. so Augumenting  Territoy Details  from Join_Group onto _AccountShare Node  on to Account object .

 Step 8 :-

if you are creating Account Territory Recipe as Separate Recipe then you can register as Dataset. after that you would need to load this dataset to every Recipe and data stream to have a predicate column at the dataset level.

Key Take away : 

If you are creating "Account territoty Security" Recipe as sepearet one then this Recipe should be Run after the Data Sync Run.because predicate field should be avilable to every dataset so that we will have update predicate fields whenever its runs on prior to any recipe.

Security Predciate Apply:- 

Finally we are having predicate field on the Account level. now we can go ahead and apply the predciate expression on each dataset.

1. Edit all the dataset created and create security predicate as follow

'Territory.AccountShare.Group.territory.TerritoryUsers.UserId' == "$User.Id" || 'AccountShare.UserOrGroupId' == "$User.Id"

The first part (in green) is to allow users to see only data where user Id in the dataset is the same as login user id from the user object.

The second part (in yellow ) allows records(Account) Owners only to see data of their own, that's why we use or logic (||).

Note:- second part of Security predicate expression

For the datasets other than Accounts  'OwnerId' == "$User.Id" expression would be the correct one.

Using the same method, you can have  "n" number of  an condions too based on the business requirment.

Key Take away : 

Scenario 1 :-

If the Deafault access level for the below object is as follows, then  we would need to keep the 'Territory.AccountShare.Group.territory.TerritoryUsers.UserId' == "$User.Id" expression as in 1st position . so that users can see data related to the respective terriory Account.

Opportunity Access : View all opportunities associated with accounts in the territory, regardless of who owns the opportunities

Case Access : View all cases associated with accounts in the territory, regardless of who owns the cases

Event Access : View all Events associated with accounts in the territory, regardless of who owns the cases

Scenario 2 :-

If the Deafault access level for the below object is as follows, then  we would need to keep the  'OwnerId' == "$User.Id"  expression as in 1st position which covers on the lower hierarchy level in the terrioty can see only their own data.   'Territory.AccountShare.Group.territory.TerritoryUsers.UserId' == "$User.Id" expression as in 2nd position follwed by OR condition . If the users who are all dont have the own data then it willl allows the users to see data of their territory hierarchy. ex : territory hierarchy managers can see their subordinates data.

Opportunity Access : View all opportunities of their owns.

Case Access : View all cases of  their owns. 

Event Access : View all Events of their owns.

Disclaimer: Org used in this demonstaration is Salesforce Trailhead Development Org

Reference Link : 

Predicate Expression Syntax

Analytics Security Implementation Guide

SALES CLOUD EINSTEIN ACCREDITED PROFESSIONAL CREDENTIAL STUDY GUIDE

 

Where? (to take the exam) / Additional Details

1.Exam Delivery Mode:  Examity- ONLINE (proctored)

2. Time allotted to complete the exam: 45 minutes

3.# of Questions: 30

4. Passing score: 66% (20 questions)

5.Learning Resources: Partner Learning Camp (PLC), combined with Trailhead (EINSTEIN AI ACADEMY)

Tips & Tricks –General

1.Study Planning:

• Review the exam guide and understand the weightage
• Complete the Curricula as prescribed by the exam guide
• Sign up for new Dev Org, complete practical exercises 

2. Exam Site:

·         Advisable to do the System check before exam scheduled time. 

·         If you are using a laptop with restricted access, beware: Google Chrome is supported, required to add the prescribed Examity online proctor Chrome extension at the time of starting exam.

·         While beginning the exam, if your exam portal interface is slow to respond, do NOT close window, but allow a few extra Seconds.

Tips & Tricks –Specifics

1.    Understand the overall Sales cloud Solutions and Business problem.

2.    Be thorough on Sales cloud Einstein Features.

3.    Be thorough on Considerations for Setting Up Sales Cloud Einstein (References link 7)

4.    Be thorough on Sales Cloud Einstein and Sandbox (References link 6)

5.    Be thorough on Lightning Sync and Salesforce Outlook product Retirement.

6.    Be thorough on EAC free Licenses.

7.    Model and Application refreshes and creation time. 

Cheat Sheet

Overview: -

                       Einstein is a layer of artificial intelligence that makes employees more productive and customers happier. With Einstein powering Salesforce’s core applications, any user can automatically discover relevant insights, predict future outcomes, see recommendations in context, and even automate tasks and workflows. And with the Einstein Platform, Salesforce admins and developers can build customized, AI-powered apps — using clicks or code.

 

Ø  For Admins and Developers:

                                             

v  Einstein Next Best Action

v  Einstein Discovery

v  Einstein Prediction Builder

v  Einstein Vision

v  Einstein Language

 

Ø  For Salesforce Users: -

v  Einstein for Sales

v  Einstein for Service

v  Einstein for Marketing

v  Einstein for Commerce

Einstein for Sales: -

                                 Prioritize leads and opportunities most likely to convert, get alerts for key changes to accounts and opportunities, uncover pipeline trends, predict sales forecasts, automate data capture.

 

FEATURE	WHAT IT CAN..???????
Einstein Lead Scoring	Prioritizes the leads most likely to convert
Einstein Opportunity Scoring	Prioritizes the opportunities most likely to convert
Einstein Account Insights	Observes key developments and creates dashboards related to your accounts
Einstein Opportunity Insights	Observes key developments and creates dashboards related to your opportunities
Einstein Conversation Insights	Gains actionable insights from your sales calls with conversational intelligence
Einstein Next Best Action	Delivers optimal recommendations at the point of maximum impact.
Einstein Activity Capture	Automatically captures data and adds to your CRM
Einstein Automated Contacts	It can suggest new contacts and opportunity contact roles or add them automatically
Einstein Forecasting	Easily predicts sales forecasts inside of Salesforce
Einstein Recommended Connections	Gets insights about your team’s network to see who knows your customers and can help on a deal
Einstein Email Insights	Prioritizes your inbox with actionable intelligence
Einstein Activity Metrics	Gets insights into the activities you enter manually and automatically by Einstein Activity Capture
Einstein Pricing Guidance (Cpq)	Guides your team to close based on historical deals and product pricing trends

Detailed Notes

Einstein Activity Capture: -

                                                            It allows emails and events that sales reps send and receive to be automatically associated with related account, contact, contract, lead, opportunity, and quote records in Salesforce.

                                 ❖Sync Contacts And Events: -

                                            Einstein Activity Capture can also sync contacts and events, including internal events, between Google or Microsoft accounts and Salesforce.This feature can be disabled.

 

 ❖Required License And Permission: 

Users with a Sales Cloud license can use Einstein Activity Capture. In addition, the ‘Standard Einstein Activity Capture’ permission set must be assigned to the users.

 

v  Email Connection: -

            A Google or Microsoft account can be connected to Salesforce after       Einstein Activity Capture is enabled and ready.

 

     ❖ Sync Direction: -

       It is possible to sync in both directions or only sync from Salesforce to the connected account.

 

      ❖ Tracking Information: -

                                               Emails associated via Einstein Activity Capture contain tracking information to help users determine if and when a recipient opens the sent email message. It appears on the record’s activity timeline.

 

    ❖ Email Privacy Settings: -

                                               Recipients’ email privacy settings can be seen in the integration pane.

                                 ❖Excluded Addresses List: -

                                        Emails and events can be excluded from Salesforce by adding email addresses on the Excluded Addresses list.

                                 ❖Disable Adding Emails: -

                                                                         Adding emails to the activity timeline of related records can be disabled for Einstein Activity Capture users by editing their configurations.

                                 ❖Sync Repeating Events: -

                                                                         Sales reps can be allowed to sync repeating events, known as event series, between Lightning Experience or the Salesforce mobile app and their connected Microsoft accounts.

                              ❖ Share Activities: -

                                                                 Sales reps can choose how to share activities that were associated with Salesforce records by Einstein Activity Capture. It is possible to share with all Einstein Activity Capture users, Chatter groups, or non-Einstein Activity Capture users.

                                  ❖Activities Dashboard: -

                                                                        The Activities dashboard provides a summary of sales activities that were added to Salesforce manually and by Einstein Activity Capture.

                  

                                      ❖Chatter Groups: -

                                                                   Einstein Activity Capture users within a private or unlisted Chatter group can be allowed to share their emails and events with each other.

 

                                        ❖Einstein Email Insights: -

                                                                                 Einstein Email Insights provide sales context to related emails. For example, it can inform sales reps about action items mentioned in the email.

 

                                       ❖Connect with Microsoft: -

                                                                           Microsoft Office 365 and Exchange can be connected to Salesforce with a service account. An org-level connection may also be used for Microsoft Office 365.

 

                                       ❖Customize Field Mapping: -

                                                                                      Contact and Event Sync field mapping between Salesforce and Microsoft can be customized. Standard fields that aren’t essential to matching contacts and events can be custom mapped.

 

Einstein Automated Contacts: -

 

 

 

         

                ❖ Einstein Insights Component: -

                                                                    New data is either suggested in the Einstein Insights component or added automatically.

                        ❖ Suggested Data: -

                                                      After adding or deleting the suggested data, the suggestion disappears for all users.

                        ❖Review Suggestions: -

                                                         One can navigate to the app launcher and select the ‘Einstein Contact Suggestions’ or ‘Einstein Opportunity Contact Role Suggestions’ item to review the suggestions that have been added and declined.

                       ❖ Contact Errors: -

                                                   If a contact record cannot be added due to an error, such as a missing required field, it is shown as a suggestion.

                     ❖Contacts Created By Einstein: -

                                                                   The contact list view called ‘Added By Einstein’ shows the contacts that were added automatically.

 

Einstein Automated Contact Suggestions: -

                                                               The type of data determines where the suggestions appear and who sees the suggestions or notifications.

          Contacts: -

                                  Suggestions for new contacts appear on the home page and account records. Suggestions or notifications can be viewed by anyone in the ‘To:’ field of the email or activity, account owner, account team members, and the user’s manager.

              Opportunity Contact Role: -

                                                       Suggestions for new opportunity contact roles appear on the home page and opportunity records. Suggestions or notifications can be viewed by the opportunity owner, opportunity team members, and the user’s manager

   

Einstein Lead Scoring: -

                                   Einstein Lead Scoring uses data science and machine learning to score leads based on the company’s successful conversion patterns.

               ❖ Lead Criteria: -

                                                          All leads or only a subset that meet a certain criteria can be scored.

 

                          ❖ Lead Score Field: -

                                                           A ‘Lead Score’ field is added to leads. Sales users can prioritize leads based on the lead score.

                          ❖ High-Score Leads: -

                                                                   Leads with higher scores are similar to leads that have converted in the past.

                          ❖ Einstein Score Component: -

                                                                                The Einstein Score component shows the lead score on lead detail pages.

                            ❖ Scoring Process: -

                                                     All fields of the past leads are analysed to determine which current leads have the most in common with leads that have previously converted.

                          ❖ Activity Data: -

                                                Activity data is considered in the scoring model and lead score calculation.

                           ❖ Predictive Model: -

                                                       A predictive model is created based on data analysis.

                           ❖ Score Refresh: -

                                                     The scores are refreshed based on the reanalysis of lead data every 10 days.

                           ❖ Lead Score Segmentation: -

                                                                      Leads and conversion history can be evaluated separately for different sets of leads. Field-based criteria are used to define the different lead segments.

                           ❖ Dashboard: -

                                              A dashboard is included with reports that show key lead score metrics:

❖Average Lead Score by Lead Source

❖Conversion Rate by Lead Score

❖Lead Score Distribution: Converted and Lost Opportunities

 

 

Einstein Opportunity Scoring: -

                                               Einstein Opportunity Scoring gives each opportunity a score from 1 to 99.

 

 

 

                         

                      ❖ Scoring Influences: -

                                                                               The score is based on information about the opportunity owner (such as yearly win rates), record details, history, and related activities of the opportunity and related account.

                          ❖ Scoring Process: -

                                                                             The past opportunities of the sales team are analyzed to calculate the score. A global model is used if there is insufficient opportunity data.

                          ❖ Criteria: -

                                                        Opportunities that meet certain conditions can be considered, and certain fields can be excluded.

                           ❖ Other Influences: -

                                                                            The product, quote, and price book objects can also influence the score.

                           ❖ Score Indicators: -

                                                                       Positive and negative factors that contribute to the score are displayed.

 

Einstein Account Highlight: -

                                         The Einstein Insights component shows key business development insights about accounts that help sales reps maintain relationships with them.

                      

                      

                   ❖ News:-

                                 News-related insights, such as whether the account is changing its company leadership or cutting costs, are displayed using up to three news articles that come from reputable, English-language news sources.

                        ❖ Insight Influence: -

                                                      On an account record, the insights are based on the account’s key fields, including Account Name and Website.

                         ❖ Displayed Insights: -

                                                       On the home page, the insights are based on the accounts owned by the current user, the accounts they follow, and the accounts on which they are an account team member.     

                     ❖Share Insights: -

                                           Insights can be emailed and shared with other users from the home page.

Einstein Opportunity Insights: -

                                           Einstein Opportunity Insights displays deal predictions, follow-up reminders, and key moments related to opportunities.

 

 

                      

                    ❖ Einstein Insights Component: -

                                                                                 The Einstein Insights component shows the insights on opportunity records and the home page.

                           ❖ Displayed Insights: -

                                                              The home page shows all insights related to the opportunities owned by the current user.

                          ❖ Opportunity Record Page: -

                                                                         The opportunity record page shows all insights related to the opportunity.

                         ❖ Deal Predictions: -

                                                           Deal predictions are based on recent activity and existing opportunity data, such as whether a deal is more or less likely to close.

                        ❖ Follow-Up Reminders: -

                                                              Follow-up reminders are shown when a contact hasn’t responded or there hasn’t been any communication in a while.

                        ❖ Insight Actions: -

                                                       An insight on the home page can be dismissed, or an action can be taken directly from it. For example, a sales rep can email a contact who hasn’t responded in a while.

                      ❖ Key Moments: -

                                                This feature sends a notification to users when a key or significant activity happens to an opportunity.

Einstein Forecasting: -

                                                    Einstein Forecasting uses AI to show forecast predictions. It also provides prediction details and shows a prediction trend graph and a prediction summary graph.

 

 

 

                          

                       ❖ Prediction Column: -

                                                          The prediction column shows the median predicted amount for each team and team member based on opportunities within the Best Case and Commit forecast categories.

                      ❖ Prediction Value: -

                                                       A prediction value can be clicked to view the full range of the prediction value, breakdown, and top factors.

                      ❖ Trend Graph: -

                                                One can switch from table view to graph view to view the prediction trend graph with key performance indicators and filters.

                        ❖ Summary Graph: -

                                                    The prediction summary graph is a simplified version of the prediction trend graph that is displayed on the Home page and in the Tableau CRM mobile app.

 

Einstein Recommended Connections: -

                                                       Find new paths to key contacts.

 

 

                  

              ❖ Identifies network connections: -

                                                                             Identify who in your Salesforce organization is already connected with key contacts.

                      ❖ Calculates relationship strength: -

                                                                           Quickly determine which of your colleagues is most engaged with your contacts.

                       ❖ Facilitates quick connections: -

                                                                     Reach out or review the profile of a recommended connection quickly.

 

Einstein Email Insights: -

                                                      Prioritize your inbox with actionable intelligence.

 

     

     ❖ Identify the Most Important Emails : -

                                                                   Intelligent insights highlighting urgent customer interactions.

         ❖ Take Action, Fast: -

                                         Proactive, smart recommendations to quickly address customer needs.

       ❖ Sell Smarter, Anywhere: -

                                                AI embedded into Outlook, Gmail, and Mobile email

apps, and Timeline in Lightning

 

Outlook and Gmail Integrations: -

   The Easiest Path to User Adoption and Sales Productivity.

 

 ❖ Log Email, Events, & Contacts Easily: -

                                                                                       Log relevant data with ease and simplify data entry.

       ❖ Augment email with CRM insights: -

                                                                                           View, edit, and create Salesforce record  right from Outlook/Gmail.

       ❖ Customize email to your sales process: -

                                                                                           Build different side panel layouts as

Lightning pages with App Builder and customize by profile.

 

 

Extend with Salesforce Inbox features: -

                                                         Salesforce Inbox extends the email features available in Lightning Experience as well as in the Outlook and Gmail integrations.

               ❖Insert Availability: -

                                                              When scheduling meetings, the user can select the calendars to view and choose the time slots to be included in the options. The suggested times for the meeting updates depending on the user’s availability.

 

              ❖Read Receipts: -

                                                            Users are able to see when the recipient opened the email and if any links within it was clicked.

 

               ❖Schedule Emails: -

                                                           Emails can be scheduled to be sent at the most logical time. An email can be drafted and saved to be sent later.

 

Inbox Mobile: -

                                    The Salesforce Inbox mobile app provides a streamlined experience with email, calendar, and Salesforce capabilities combined with productivity features only available on the app.

                ❖View Salesforce Data: -

                                                                     The Inbox mobile app connects Salesforce data to emails. It is also possible to go to the Salesforce mobile app to see more details.

 

                 ❖Create Records: -

                                                           Leads, contacts, cases, and opportunities can be created directly from an email. Tasks can also be created from the app.

 

                 ❖Log Emails And Events: -

                                                                       Emails can be logged and associated with a record through the app. Events can also be created and logged.

 

                ❖Intelligent Notifications: -

                                                                        An intelligent reminder comes up on the feed when the user has not responded to an email that requires a reply. It is also possible to receive notifications when a recipient opens an email sent through Inbox.

                ❖Inbox Now: -

                                                 Inbox Now displays a list of the user’s events, calls, and tasks for the day. Key information for each event, such as notes and related records, is shown. Options to create a new event or task will appear after an event.

               ❖Shortcuts And Templates: -

                                                                           Email templates saved in Salesforce can be used in Inbox mobile. Shortcuts can be created for text snippets that are frequently used

 

Salesforce Inbox Considerations: -

                                                                           Salesforce Inbox is available in different environments. Setting it up involves various considerations.

                     ❖Additional License: -

                                                    An Inbox, High Velocity Sales, or Sales Cloud Einstein license is required in order to use Inbox features.

 

                   ❖Inbox Client: -

                                            An Inbox client is needed for accessing Inbox features. A standalone Inbox mobile app is available for iOS and Android devices. It is also possible to use Inbox with Outlook and Gmail integration.

 

                   ❖Feature Availability: -

                                                    Certain features are available with Outlook or Gmail integration with Inbox (desktop), while some are only on the Inbox mobile app.

 

Implementation and Adoption: -

 

 

 

 

 

 

 

 

References: -

1.       Work with Salesforce from Microsoft or Google Applications

2.       Explore Email and Calendar Integration Products (salesforce.com)

3.       Salesforce Inbox

4.       Outlook and Gmail Integration and Inbox Features (salesforce.com)

5.       Use Inbox Mobile (salesforce.com)

6.       https://help.salesforce.com/s/articleView?id=sf.einstein_sales_sandbox.htm&type=5

7.       https://help.salesforce.com/s/articleView?id=sf.einstein_sales_considerations.htm&type=5

8. PLC Pdf Document "[RR] Salesforce Email Integrations and Sync_ Critical Product Updates 10-27-20"

 

 

Sample Questions: -

 

1. Sales representatives of a company would like to relate incoming emails from customers in Microsoft Outlook to Salesforce records.

                   Outlook Integration can be set up to allow sales representatives to relate incoming emails in Outlook to Salesforce records such as accounts, contacts, and leads

2. A sales manager uses Gmail regularly to communicate with new business customers. He would like to be able to create accounts, contacts, and opportunities for those customers in Salesforce from Gmail.

                         Gmail Integration can be configured to allow users to create new Salesforce records using the Action Publisher

3. The global sales director of a company uses Outlook to schedule events with different stakeholders. She would like to manage those events in Salesforce and also relate them to Salesforce records automatically.

Einstein Activity Capture can be configured to sync contacts and events between Salesforce and Outlook automatically and also relate them to Salesforce records.

4. The sales director of an organization would like to allow emails and events sent and received by sales reps to be automatically associated with Salesforce records.

 Einstein Activity Capture can be set up for this use case. Once it has been enabled, Google or Microsoft email accounts can be connected to Salesforce, which automatically associates emails and events from those accounts with related Salesforce records

5. A sales rep uses Microsoft Outlook to access emails from customers. Whenever he receives an email from an unknown prospect in Outlook, he has to switch to Salesforce to create a lead record for the prospect.

               Outlook Integration can be configured to allow sales reps to create records directly from Outlook. It allows emails from unknown addresses to be turned into Contacts or Leads. When reps create records using Outlook Integration, content is pulled from the selected email and entered in Salesforce fields.

 

6. The sales director of Cosmic Foods would like to reduce the time that sales reps of the company spend on data entry, especially when creating new contacts.

                  Einstein Automated Contacts can add new contacts and opportunity contact roles to Salesforce automatically by analysing email and event activity

7.Cosmic Clothing would like its sales reps to work on leads in a specific order that is based on prioritization. Each sales rep must give greater priority to working on current leads that are more likely to be converted

            Einstein Lead Scoring can be utilized to score the leads based on how well they fit the company’s successful conversion patterns in the past. It analyses the fields of the past leads to determine which current leads have the most in common with previously converted leads

8. The sales reps of Cosmic Enterprises are having a difficult time closing sales deals. Sales supervisors have noticed that they often work too hard on opportunities that are not likely to be won

      Einstein Opportunity Scoring can be utilized to score each opportunity from 1 to 99 automatically using the in-built AI, and help the sales reps close sales deals by prioritizing opportunities

9. The sales reps of Cosmic Electronics often have to search on the Internet for the latest business-related information about a particular account. The sales director would like to make news-related insights about accounts visible in Salesforce

Einstein Account Insights can be used to keep sales reps informed about key business development insights related to accounts through up to three news articles. Insights may include whether the account is expanding, changing its company leadership, or is involved in merger and acquisition talks

10. The sales reps of Cosmic Furniture would like to see predictions on sales deals. They should be able to see whether a sales deal is more or less likely to close or if it is not likely to close in time

Einstein Opportunity Insightsshows deal predictions, follow-up reminders, and key moments related to opportunities. Deal predictions are based on recent activity and existing opportunity data, such as whether a sales deal is more or less likely to close or if it seems unlikely to close in time

 

11. Cosmic Formata is a company that sells stationery items to B2B customers. The company uses Collaborative Forecasting, but its sales director would like to improve forecast accuracy using artificial intelligence

       Einstein Forecasting uses AI to improve forecast accuracy. It adds a prediction column to the forecasts page, which shows predictions based on historical data. They are based on opportunities within the Best Case and Commit forecast categories

ALL the best