Contents

• Overview

• Key Definitions

• Journey Record Page

• Journey Tracker Interface

• Overview Header

• Members Tab

• Potential Members Section

• Buying Group Members Section

• Feed Tab

• Timeline Tab

 

Overview

The Buying Groups Journey Record Page and Tracker provides a centralized interface for tracking and managing Buying Group activities throughout the sales cycle. It allows sales representatives to:

• Track and visualize all Buying Group Members and their engagement Signals
• Confirm Potential Members as actual Buying Group Members
• Update or remove Potential Members and Signals
• Create or link Opportunities and map confirmed Buying Group Members as Contact Roles

 

Key Definitions

• Buying Group Journey: A custom object created and managed by LeanData that serves as a container for potential and confirmed buying group members and signals associated with these members. A Buying Group Journey can be linked with an Opportunity and will be part of a specific Account.
• Potential Member: A Buying Group Member (relevant Lead or Contact) that LeanData has identified based on configured criteria, but has not yet been manually confirmed by a user as a Buying Group member. Potential Members will be grouped by their Personas
• Buying Group Member: A confirmed member of the Buying Group (Lead or Contact). Each Buying Group Member will have a role in the Buying Group and these will also be mapped to Contact Roles on a linked Opportunity.
• (Buying Group) Signal: A custom object created and managed by LeanData that reflects sales or marketing signals from potential or confirmed Buying Group Members.
• Journey Record Page: The Salesforce Record Page for LeanData's Buying Group Journey Object. The Record Page lets users link/unlink Journeys to Opportunities, close Journeys, and edit Journey record fields. It contains the Journey Tracker as a VisualForce component.
• Journey Tracker: A visual interface within the Journey Record Page that serves as the main dashboard for managing Buying Group Journeys. It provides a consolidated view of Potential Members, Buying Group Members, Roles, activity feeds, and timelines. A version of the Journey Tracker is also available on the Opportunity Page.
  • Users must have at least the LeanData View Permission Set.
• Segment: A categorization of Buying Group Journeys based on configurable characteristics. Segments are meant to allow for different types of Buying Group configurations and make up for different selling motions. (e.g. Mid-Market for Product A segment)
• (Buying Group) Persona: A classification that defines a member's organizational role and context. Each segment will have its own Personas. Users can create custom criteria to categorize members into personas or utilize LeanData Title Clustering for automatic categorization.
• Buying Group Role: The specific function a member performs within a Buying Group, such as Economic Buyer, Decision Maker, or Champion. When a Journey is linked to an Opportunity, these roles can be mapped to corresponding Contact Roles.

 

 

Journey Record Page

The Journey Record Page displays relevant details of the Buying Group Journey, including the Journey Tracker VisualForce Component. This serves as the primary interface for representatives to access information about specific Buying Group Journeys, their members, and their signals.

The Record Page offers additional functionality:

• Link Journey: Clicking the Link Journey button lets you connect this Journey to an existing Opportunity. Choose an Opportunity from the dropdown menu. Once linked, the Journey maintains an automatic one-to-one sync between all Journey Members and Opportunity Contact Roles. For Buying Group members who are Leads, they will be converted to the matched Account.

• Unlink Journey: Clicking the Unlink Journey button disconnects a Journey from its linked Opportunity. This action ends the one-to-one sync between Buying Group Members and Opportunity Contact Roles.

• Close Journey: Clicking the Close Journey button stops tracking new signals and member activity. The Journey will marked as closed. This action marks all Buying Group members as invalid. You would typically close a Journey when its associated Opportunity is closed and you no longer need to track the buying group.

• Please note: Closing a Journey cannot be undone

 

Journey Tracker Interface

 

The Journey Tracker Interface will display details for the particular Journey record. The Journey Tracker consist of several sections:

• Overview Header
• Members Tab
• Timeline Tab
• Feed Tab

In order to see the Journey Tracker, a user must have LeanData View permissions.

 

Overview Header

The Overview header displays key Journey metrics including:

• Journey Name: The name of the Journey. This will be formatted as [Account Name] : [Segment Name]
• Aggregate Score: The combined total score of all confirmed Buying Group Members in the Journey, calculated from score fields you've designated for Leads/Contacts in your Buying Groups Settings. This aggregate score helps you assess the buying group's overall engagement level.
• Roles Filled: This displays the ratio of filled roles to total roles in your Buying Group Journey, showing how many roles have been filled by confirmed buying group members. You can configure your ideal roles and the target number of members for each role in your Buying Group Segment Settings.
• Potential Members: This will display the current number of Potential Members who have not yet been confirmed as Buying Group Members.
• Journey Creation: This will display when the Journey was initially created.
• Last Signal: This will display when the latest relevant signal was captured for this Journey.

 

Members Tab

The Members tab organizes Buying Group participants into two sections:

• Potential Members
• Buying Group Members

Potential Members Section

The Potential Members section displays Leads and Contacts who show buying signals but haven't been confirmed as Buying Group Members. Potential members are added when they meet your defined Buying Group Segment criteria. You can filter the display using the Minimum Signals dropdown to show only potential members who have reached a specific number of signals.

Potential members are grouped by their Persona, which you define in the Member Personas section of your Buying Group Segment Settings. You can set custom criteria to define these Personas or use LeanData Title Clustering for automatic categorization.

For each potential member, LeanData displays their Signals count, Score, initial Identified date, and Latest Signal date. When a persona matches one of your designated Buying Group Roles, LeanData also shows a Suggested Role.

Actions

When you hover over a member, you can click the Confirm Member button to add them as a Buying Group Member. Once confirmed, they will move out of the potential members list. You'll need to assign them a Role during confirmation.

When hovering over a potential member, click the three dots on the right to access the following actions:

• Confirm Member: Allows you to confirm the potential member as a Buying Group member and assigning them a specific role.

• Update Persona: Lets you modify the member's persona categorization.

• Remove Potential Member: Removes the potential member from the buying group consideration.

• View Details: Opens a right-side panel showing the potential member's details and captured signals.

 

Buying Group Members Section

The Buying Group Members section shows confirmed Members organized by Role.

For each role, you'll see a count showing how many members are currently assigned compared to the ideal target number. A role is considered filled when it reaches its ideal target number of assigned members.

Clicking the + Add Members button lets you select a potential member and confirm them as a Member with a specific role.

Expanding a particular role, you will see the confirmed members assigned to that role, including their Persona, number of Signals, Score, date Identified, and Latest Signal date.

When you click the three dots next to a member, a menu appears with these actions:

• Update Persona: Lets you modify the member's persona categorization.

• Update Role: Lets you change the member's assigned role within the buying group.

• Remove From Buying Group: Removes the member from the buying group.

• View Details: Opens a left-side panel showing the potential member's details and captured signals.

 

 

Feed Tab

The Feed Tab displays Member and Signal activity in two sections:

• Buying Group Updates
• Signal Activity

 

Buying Group Updates

The Buying Group Updates section shows a history of member actions such as:

• Potential Member recognized

• Potential Member removed

• Potential Member recovered

• Member added to Buying Group

• Member removed from Buying Group

  

You can filter which member actions appear using the dropdown at the top.

 

 

Signal Activity

The Signal Activity section shows the signal activity associated with the member such as:

• Sales Tasks
• Sales Events
• Marketing Campaign Member activity

You can filter which signals appear byUsers can filter activities by:

• Signal Type
• Member Type (Potential Members vs. Confirmed Members)

 

Timeline Tab

The Timeline tab provides a visual representation of the Journey's progression. The Timeline will show:

• Journey duration from first signal to current date.
• Opportunity stage changes with start dates and durations.
• Event cards with Member activity and engagement
• Interactive member cards linking to Individual Member pages

 

For questions or additional assistance please contact LeanData Support.