Contents:

• Overview
• Key Definitions
• Journeys
• Segments
• Main Segment Page Settings
• Creating and Configuring Segments
• Member Configuration
• Signal Configuration
• Journey Configuration
• General Settings
• Reprocessing Options
• Lead and Contact Score Field Settings
• Custom Signals
• Summary

 

Overview

LeanData Journeys enables users to track collective buying decisions throughout the sales and marketing cycle. It collects potential and confirmed buying group members as they engage with your company's sales and marketing activities into Journeys. Through various settings, you can configure how LeanData forms, routes, tracks, and manages these Journeys. This guide outlines the available Journeys settings in the LeanData application.

Once your settings are in place, see LeanData Journeys - Journey List View to give your sales teams access to the Journeys you create here.

 

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 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 List View: The list of all Journeys a user has access to, used to find, filter, and prioritize buying motions.
• 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.
• Segment: A categorization of 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.

 

Journeys

A Journey is a custom object that tracks potential and confirmed buying group members along with their associated signals throughout the sales and marketing cycle. Sales reps receive these Journeys based on rules set in LeanData's visual FlowBuilder interface.

To access Journey FlowBuilder, from the LeanData app, navigate to Buying Groups > Journeys > FlowBuilder. For more information about Journey routing and FlowBuilder configuration, see LeanData Journeys - FlowBuilder Guide.

 

Segments

Segments allow you to create and manage different configurations for tracking buying groups. Each Segment can have its own unique criteria for what constitutes relevant members, signals, and Journeys. For example, you might create separate Segments for different product lines, territories, or account sizes.

A single Account can have Journeys from different Segments. This allows you to track different buying groups within the same account based on their distinct characteristics and buying motions.

Segment settings allow you to configure these key areas:

• Main Segment Page Settings
• Member Configuration
• Signal Configuration
• Journey Settings

 

Main Segment Page Settings

The main Segments page is accessed from the LeanData left sidebar Buying Groups > Segments. The page displays a table of all your configured Segments with the following columns:

• Segment Name: Your provided name for each Segment.
• Number of Journeys: Total count of Journeys under this Segment across all Accounts.
• Number of Linked Opportunities: Count of Opportunities associated with Journeys in this Segment.
• Last Processed: Date of the most recent processing (activation or reprocessing) in MM/DD/YYYY format.

Actions

• Create Segment: Click the Create Segment button in the upper left to create a new Segment.
• Activation Toggle: Switch to enable or disable Signal, Member, and Journey tracking for the Segment.
• Actions Menu: Accessible on hover, containing:
  • Edit: Open Segment configuration settings.
  • Duplicate: Create a copy of a Segment with the same configuration.
  • Reprocess: Re-evaluate unrouted Journeys using current settings. This action deletes all unqualified Journeys, Members, and Signals, then rebuilds them based on the latest settings. Qualified Journeys stay intact but may receive updated Members and Signals.
  • Delete: Remove the Segment configuration while keeping all existing Journeys intact. Deleting a Segment preserves all current Journeys, Members, and Signals, but prevents those Journeys from receiving any new or updated Members or Signals.

 

Creating and Configuring Segments

After clicking Create Segment or selecting an existing Segment, you can customize the Segment's configuration.

Enter a descriptive Name at the top, and if needed, add an optional Description.

From there you can configure the following aspects of your Segment in the following tabs:

• Members
• Signals
• Journeys

 

Member Configuration

In the Members tab, you can set Lead / Contact Inclusion Criteria and configure Member Personas.

Set Lead and Contact inclusion criteria

Specify which Lead and Contact records qualify as potential members for this Segment. You can select All Leads / Contacts, No Leads / Contacts, or Leads / Contacts meeting the following conditions.

If you select Leads / Contacts meeting the following conditions, you can use the dropdowns to specify which Leads and Contacts should be included. You can add additional conditions with the Add Condition button and combine multiple criteria using AND/OR logic.

Only Leads and Contacts matching these criteria are considered as potential members for Journeys in this Segment.

Configure Member Personas

Each buying group member is assigned a Persona. These personas help categorize potential members based on their organizational roles.

Create a persona by clicking the Add Persona button.

Enter a Name for your persona and optionally specify a Suggested Role. Suggested roles are displayed on the Journey Tracker for potential members with this persona.

Define which Lead and Contact records belong to this persona. Choose from three options: All Leads / Contacts, No Leads / Contacts, or Leads / Contacts meeting the following conditions.

When using Leads / Contacts meeting the following conditions, build your criteria using the dropdown menus. Add more conditions with the Add Condition button and link them together using AND/OR logic.

Optionally use LeanData's Job Title Classification tool to automatically categorize different titles into personas. See LeanData Journeys - Job Title Classification.

Manage Existing Personas

You can manage existing personas in several ways: edit details by hovering over a persona and clicking the pencil icon, remove personas by clicking the trash can icon, or adjust their hierarchy using the drag handles on the left.

 

Signal Configuration

In the Signals tab, you can configure criteria for what constitutes a signal.

Set a Signal Lookback Window

First, in the General tab, designate a duration for a Signal Lookback Window. LeanData searches for relevant historical Signals using a rolling window that extends up to two years. The system looks back in increments of X days until it finds a period without relevant Signals. You can specify the number of days for this rolling window. Shorter windows focus on recent Signals, while longer windows provide more historical context.

Define Marketing Signals

In the Marketing Signals tab, you can specify which marketing activities should count as signals in your Journey.

Campaign Member Date Field

Select the Campaign Member Date Field from the dropdown that you want to use as the signal date.

Relevant Campaign Types and Campaign Member Statuses

Select which Campaign Member Statuses for each Campaign Type should be captured as signals. By default, all Member Statuses from all Campaign Types are included. You can uncheck any Campaign Types or Member Statuses that should not count as relevant signals.

For organizations with numerous Campaign Types and Member Statuses, use the search bar in the upper right to quickly find specific items.

If your organization uses the Has Responded field on Campaign Member statuses, you can click the Select All 'Has Responded' Statuses button to automatically select all Campaign Types and Campaign Member Status values where Responded is True. This selection overrides your current choices.

Define Sales Signals

In the Sales Signals tab, you can configure which sales activities should count as signals in your Journey.

Task Types and Statuses

Select which Task Types and Task Statuses should be captured as signals. By default, all Task Types and Statuses are included. You can uncheck any Types or Statuses that should not count as relevant signals.

Event Types

Choose which Event Types should be considered as signals. Enable the Include Sales Events toggle to include sales events in signal tracking. When enabled, select specific Event Types that should generate signals.

Additional Filtering Criteria

In the Additional Filters tab, you can set extra filtering criteria to define which activities qualify as signals beyond what you have configured in other settings.

Select the target object for filtering using the Additional Filters dropdown.

After selecting the object, add conditions using the dropdown menus and combine multiple criteria using AND/OR logic. This allows you to filter based on fields and values from your selected object.

To add filters for more objects, select them from the Add Additional Filters dropdown.

To remove any filter, click the Remove Filter button.

 

Journey Configuration

In the Journeys tab, configure how Journeys are created and managed for this Segment.

Account Inclusion Criteria

Specify which Accounts can have Journeys created for this Segment. Choose from two options: All Accounts, or Accounts meeting the following conditions.

When using Accounts meeting the following conditions, build your criteria using the dropdown menus. Add more conditions with the Add Condition button and combine multiple criteria using AND/OR logic.

Journey Routing Triggers

Define when a Journey should be created and routed. Set conditions using the dropdown menus to specify trigger criteria. You can add multiple conditions and link them with AND/OR logic.

Only Journeys meeting these trigger conditions are routed through your Journey FlowBuilder configuration.

By default, there is a Number of Potential Members field where you can specify how many potential members must be identified on a Journey before it qualifies for routing.

Configure Ideal Roles

Set up the roles you expect to see in your Journeys. This helps track whether all necessary stakeholders are involved in the buying process, and it drives the Roles Filled metric your sellers see in the Journey List View and the Journey Tracker.

To add a new role:

1. Click the Add Role button.
2. Enter a role name.
3. Specify the ideal number of members for this role.
4. Click Done.

Manage existing roles using the following options:

• Edit role details by clicking the pencil icon.
• Remove roles using the trash can icon.

Journey Close

Specify how many consecutive days without a relevant signal must pass before a Journey in this Segment automatically closes. This setting only applies to Journeys not linked to an Opportunity. For Journeys linked to an Opportunity, closure only occurs when the linked Opportunity closes.

Users can also close a Journey manually from the Journey Record Page or from the Journey List View when a buying motion has ended. See LeanData Journeys - Journey Record Page and Tracker.

Reopening a Journey

Closing a Journey is not permanent. If a buying motion restarts, the Journey can be reopened and tracking resumes, and its history is retained rather than rebuilt. Members, Roles, and Signals captured before the close remain on the Journey, so reopening restores the full context instead of starting a new Journey for the same Account and Segment.

 

General Settings

Under Buying Groups > Settings, you can configure general Journeys settings including reprocessing options for Signals, Members, and Journeys. The Lead and Contact score field settings determine how aggregate scores appear on the Journey Tracker.

On the Custom Signals tab, you can configure LeanData to capture signals beyond campaign members and activities, from any custom object in Salesforce.

 

Reprocessing Options

In the General tab, the Reprocess Signals, Members, and Journeys section lets you trigger reprocessing of all these objects based on your current configuration settings.

Click Start Reprocessing to begin the process. LeanData searches for any potential buying group data from the past two years.

 

Lead and Contact Score Field Settings

If you would like to calculate scores for your Journeys, you can designate which Lead and Contact fields should be used to calculate aggregate scores for buying group members. The aggregate of these scores is displayed on the Journey Tracker to help assess the overall engagement level.

• Select the relevant Lead field from the Lead Score Field dropdown.
• Select the relevant Contact field from the Contact Score Field dropdown.

The system uses these fields to calculate and display aggregate scores for each member in the Journey, helping sales teams prioritize their engagement strategies.

 

Custom Signals

If you would like to capture intent data from sources beyond Campaign Members and Activities, such as G2 events, 6sense intent signals, or Clay events, click the Custom Signals tab. Here you can add these Custom Signals to your Segments to associate them with Journeys and Journey Members.

1. Click Add Signal.

2. Select the Object that contains the signal records you wish to add.

3. Select the Signal Type: Sales, Marketing, or Other.

   

4. Enter a Signal Name. This name is shown to users throughout LeanData, such as in the Journey Tracker, so it is important to have an identifiable and descriptive Signal Name. You can dynamically insert values into the signal name.

   

5. Under When do you want to create this Signal?, designate the conditions for when a record creates a signal in LeanData, either when the Record is created or when an existing Record is updated to meet the following conditions.

   

   • Record is created: Designate which records are eligible for signal creation. You can either choose All records, or add filtering criteria so that signals are only created if the created record meets certain criteria. You must also designate a date field on the object which is used as the Signal Date in LeanData.
   • Record is updated to meet the following conditions: Specify what conditions trigger the signal creation. You must also designate a date field on the record which is stamped with the Signal Date.

   

   

6. Select which object the custom signal is associated with, either a Lead, Contact, or Account. After selecting the object, specify which Lookup field contains the relationship.

   

7. Click Done at the top when you are finished configuring your signal.

You can configure additional custom signals as necessary.

 

Summary

Journeys settings control the whole model: Segments define your selling motions, Member settings decide who belongs in a buying group, Signal settings decide what engagement counts, and Journey settings decide when a Journey is created, routed, and closed. Configure your Segments first, then use the Journey List View article to put the results in front of your sales teams.

For questions or additional assistance, please contact LeanData Support.