Contents:

• Overview
• Key Definitions
• Journey Record Page
• Adding the Journey Tracker to the Opportunity Lightning Record Page
• Journey Tracker Interface
• Overview Header
• Members Tab
• Feed Tab
• Timeline Tab
• Summary

 

Overview

The Journey Record Page and Journey Tracker give you the full detail of a single Journey: who is in the buying group, what they are doing, and how the motion has progressed over time. Together they let sales representatives:

• 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.

The Journey Tracker appears in three places: on the Journey Record Page, embedded on the Opportunity Lightning Record Page, and inside the Journey List View when you open a Journey from your list. The interface is the same in each. To work across many Journeys at once, see LeanData Journeys - Journey List View.

 

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 are grouped by their Personas.
• Buying Group Member: A confirmed member of the Buying Group (Lead or Contact). Each Buying Group Member has a role in the Buying Group, and these are also 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 and 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 that serves as the dashboard for a single Journey. It provides a consolidated view of Potential Members, Buying Group Members, Roles, activity feeds, and timelines.
  • Users must have at least the LeanData View Permission Set.
• Journey Owner: The Salesforce user responsible for working the Journey.
• Journey Status: A picklist your administrator defines to reflect where the Journey sits in your team's workflow.
• Segment: A categorization of Buying Group Journeys based on configurable characteristics. Segments allow for different types of Buying Group configurations and make up for different selling motions, for example Mid-Market for Product A.
• (Buying Group) Persona: A classification that defines a member's organizational role and context. Each Segment has its own Personas. Users can create custom criteria to categorize members into personas or use LeanData Job Title Classification 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 the underlying Salesforce record details for a Buying Group Journey, along with the Journey Tracker Visualforce component. Use it when you need the record level view of a single Journey, including its fields and its relationship to an Opportunity.

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. Buying Group members who are Leads are 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 is marked as closed, and all Buying Group members are marked as invalid. You would typically close a Journey when its associated Opportunity is closed and you no longer need to track the buying group.
• Reopen Journey: Closing a Journey is not permanent. If the buying motion resumes, you can reopen the Journey to return it to an active state and resume signal and member tracking. A reopened Journey keeps its history, so previously captured members and signals remain on the Journey and the Feed and Timeline continue from where they left off.

 

Journey Owner and Journey Status

A Journey also carries a Journey Owner, the user responsible for working it, and a Journey Status that reflects where it sits in your team's process. Both can be set from the Journey and from the Journey List View, and both are available for Salesforce reporting.

 

Adding the Journey Tracker to the Opportunity Lightning Record Page

The Journey Tracker is available as a Visualforce component that can be embedded on the Opportunity Lightning Record Page, giving sales users direct access to Journey details from the Opportunity they are working on. Salesforce Admins can follow the steps below.

1. From Salesforce Setup, go to Object Manager > Opportunity.

   

2. Click Lightning Record Pages, open the Lightning Record Page you want to edit, and click Edit.

   

3. In the Lightning App Builder, drag a Visualforce component onto the page. Adding it as a new Tab is recommended so the Tracker has its own dedicated space alongside the other Opportunity details.

   

4. In the component properties panel, set the Visualforce Page to LeanDataJourneyTracker.

   

5. Set the Height (in pixels) to 600. This gives the Tracker enough vertical space to display cleanly without forcing users to scroll inside the component.

6. Save and Activate the page, then assign it to the appropriate app, record type, and profiles so it is visible to your sales users and other Journeys users who need access.

 

Journey Tracker Interface

The Journey Tracker Interface displays details for a particular Journey record. It consists of several sections:

• Overview Header
• Members Tab
• Feed Tab
• Timeline 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, 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 have designated for Leads and Contacts in your Journeys Settings. This aggregate score helps you assess the buying group's overall engagement level.
• Roles Filled: The ratio of filled roles to total roles in the 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 Segment Settings.
• Potential Members: The current number of Potential Members who have not yet been confirmed as Buying Group Members.
• Journey Creation: When the Journey was initially created.
• Last Signal: 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 have not been confirmed as Buying Group Members. Potential members are added when they meet your defined 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 Segment Settings. You can set custom criteria to define these Personas or use LeanData Job Title Classification 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 move out of the potential members list. You will 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: Confirms the potential member as a Buying Group member and assigns them a specific role.
• Update Persona: Modifies the member's persona categorization.
• Remove Potential Member: Removes the potential member from buying group consideration.
• View Details: Opens a 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 will 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 shows 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: Modifies the member's persona categorization.
• Update Role: Changes the member's assigned role within the buying group.
• Remove From Buying Group: Removes the member from the buying group.
• View Details: Opens a side panel showing the 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 activities by:

• Signal Type
• Member Type (Potential Members or Confirmed Members)

 

Timeline Tab

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

• 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.

 

Summary

The Journey Record Page and Journey Tracker give you everything about one buying motion in a single place: the members and their roles, the signals behind them, the link to the Opportunity, and the timeline of how the motion developed. Use the Journey List View to decide which Journey to work, then use the Tracker to work it.

For questions or additional assistance, please contact LeanData Support.