Contents:

• Overview
• Setting up LeanData-Salesloft Integration
• Prerequisites
• Steps to Implement
• Enabling Salesloft-Salesforce Sync
• Authorizing Access in LeanData
• Salesloft Cadence Setup
• Salesloft User Setup
• Add to Cadence Node in FlowBuilder
• Monitoring
• Appendix

 

Overview

Customers who utilize both LeanData and Salesloft can now initiate Salesloft actions directly from LeanData’s FlowBuilder.

 

Definitions

• Cadence
  • A set of scheduled and potentially automated sales activities in Salesloft
  • Cadence overview written by Salesloft can be found here
• People Cadence Rules
  • A Person can be a member of more than one Cadence
  • A Person cannot be added to the same Cadence again until removed
  • Cadence People Tab Actions written by Salesloft can be found here
  • People Page details written by Salesloft can be found here
• People
  • The Salesloft equivalent of Leads or Contacts in Salesforce

 

Setting up LeanData-Salesloft Integration

Prerequisites

• Joint Customer of LeanData and Salesloft
• Salesloft-Salesforce sync enabled

 

Steps to Implement

1. Enable Salesloft-Salesforce Sync
2. Authorize Salesloft with LeanData (Salesforce Admin must complete this step)
3. Add Node(s) to Graph
4. Review Edge Options

 

Enabling Salesloft-Salesforce Sync

The Salesloft-Salesforce Sync must be enabled in order for the integration to function.  In Salesloft, follow the steps below.

 

Part 1: Settings > Personal Settings > CRM

• Connect your Salesforce org to Salesloft
• Allow Salesloft to access your Salesforce data

 

Part 2: Settings > Data > Field Configuration

In Salesloft:

• Map Person Fields to Salesforce Leads and/or Salesforce Contacts by clicking “Edit Mappings”

• The sync will fail if required fields in Salesforce are not mapped
  • Map Names
  • Map Email Addresses
  • Map Company (for Lead)
• Select the preferred sync direction

 

Part 3: Settings > Data > Salesforce Connector

In Salesloft:

• Under the Sync tab, toggle “on” the Salesforce Sync
• Select a Sync frequency based on preferences
  • Remember the number of minutes for a later step

 

Part 4: Settings > Data > Automation

In Salesloft:

• Create Automation Rules for creating Salesloft People and/or Salesforce Leads/  Contacts as determined by your Admin (See this guide)

 

Part 5: Settings > Team > Users

• LeanData utilizes Salesforce email addresses to determine the corresponding user in Salesloft
• Ensure that the same email addresses are on the user in Salesloft and Salesforce

 

Notes:

• Salesloft does not create a new Person record if one already exists with the same email address
• Required fields in Salesforce must be mapped to Salesloft fields to create a Salesforce record (Salesloft -> Salesforce)
• If LeanData cannot find the selected assignee in Salesloft, Salesloft automatically defaults the assignee to the owner of the Cadence

 

Authorizing Access in LeanData

In order to enable this integration, the Salesforce Admin must authorize LeanData’s access to your Salesloft instance.  Please visit LeanData > Integrations > Routing Tab > Salesloft: Add/Remove from Cadence Tile > Get Started to view the authorization and set-up instructions.

 

To get your Application ID and Secret:

• Copy your Callback URL from the authorization instructions and visit https://accounts.Salesloft.com/oauth/applications/new
• In Salesloft, enter “LeanData - [name of your company]” into the Name field on the form
• Paste your Callback URL into the Redirect URI field on the form. This field is required. LeanData connects through the OAuth flow that requires an end user to authorize access, and the Redirect URI is what enables that flow. An application created without a Redirect URI uses the Client Credentials flow, which is built for server to server access and cannot be used for this integration.

• Application Type should be set to No, this will be a private team application
• Click Save to authorize LeanData access to Salesloft.
• Open the saved application and confirm the Callback URLs field displays the LeanData Callback URL. If Callback URLs is empty, the application was created with the Client Credentials flow. Delete it, then repeat these steps with the Redirect URI populated.
• Copy the Application ID and Secret Salesloft provides and return to the LeanData page
• In LeanData, Populate the Application ID and Secret on LeanData’s authorization form

• Enter the Retry Action time interval
  • This time interval determines when we will retry initiating qualifying actions in Salesloft after a failure.  You can change this value to as small as 1 minute.
  • Note that there is a limit of six retries. Once that limit is reached, the action will fail indefinitely.

 

Salesloft Cadence Setup

• To add a Person to a Cadence in LeanData FlowBuilder, “Cadence Type” must be set to “Team Cadence.”
  • Note: Before publicly sharing the Cadences, confirm there is no sensitive information being exposed to employees via Cadences.

 

Salesloft User Setup

• Ensure all Salesloft Users who will be assignees of Cadence Membership have the same email addresses in Salesforce.
  • If the assignee selected is not found in Salesloft, Salesloft defaults the assignee to the Cadence owner.

 

Add to Cadence Node in FlowBuilder

In LeanData FlowBuilder You can add an Add to Cadence Action from the Partner → Salesloft Section in the FlowBuilder interface.

 

Within the Add to Cadence Node, there are a few configurable options.

 

Cadence Assignment: You can select Team Cadences with steps here. (Cadences MUST have a step to be selected.) If you create Salesloft Cadences while you are in a LeanData session, you can refresh the Cadences available in the dropdown by clicking the refresh icon to the right.

Assignee Selection:  The Assignee is the rep accountable for running the email, call, or other steps associated to people in a cadence. In other words, whatever cadence step is due gets assigned to that rep. Automated emails will come from the assignee selected.

• Lead or Contact Owner: this will set the Salesforce record owner as the assignee.
  • V1 of this integration does not accommodate Queues as Salesforce record owners
• User Field on Lead or Contact: this will set the Salesforce user populated in the designated Salesforce User field as the assignee.
• Specific User: this will display a list of all Salesloft Users by email addresses for assignee selection
• If LeanData cannot find the selected assignee in Salesloft, Salesloft will default the assignee to the owner of the cadence

 

Notes:

• Convert Lead + “Add to Cadence” Behavior: When a Lead is successfully converted to a Contact (after entering the graph and prior to the callout), LeanData will add the related Contact to the designated Cadence.
• “Merge Dupe” + “Add to Cadence” Behavior: LeanData will NOT add the Person to a Cadence if a “Merge Dupe” node is in the same path as the “Add to Cadence” Node.

 

Edge Options

Edge Options: Users have the ability to choose the next node LeanData should move onto if there’s one of the below errors

• No User in Field: there is no User in the field designated for the Assignee
• Configuration Error: the authorization for Salesloft is invalid
• Queue Owner:  the record is Queue-owned and the assignee selected is the Lead / Contact Owner

 

Monitoring

Audit Logs

Salesloft actions are included in LeanData Audit Logs.

 

Audit Log Filters: LeanData introduced new Outcome filters in Audit Logs specifically for Salesloft - Success (Salesloft), Pending (Salesloft), Error (Salesloft). Note that the Error (Fallback) Outcome filter will not show any Salesloft Fallback errors at this time.

Pending (Salesloft): If LeanData cannot perform the requested action in Salesloft, we will try again after the amount of time set in your Partner App settings.  At that point of time, the record will be set to “Pending” in the Audit Logs.  Records will be in the “Pending” state until ultimate failure or success.

• A record is Pending as LeanData waits for the CRM ID to populate on the Salesloft record

Error (Salesloft): After six retries, LeanData will mark the records as an error for the Salesloft portion of the Path in the Audit Logs.

• Both Pending records and Error records will display the audit trail of each attempt to complete the action in the Outcome column.

 

Notes:

• If LeanData cannot perform the requested action because of misconfigured settings or unexpected issues, we will revert back any changes made on the record in the path.
• If LeanData cannot perform the requested action because of a callout error, only the action of adding a Person to a Cadence will fail.
• If LeanData follows an edge (ex: Queue Owner), it will mark the node in the Path as an Error and will not show an error message in the Outcome column

 

LeanData Partner Logs Report

Visit Reports > LeanData Reports > LeanData Partner Logs Report to view a summary of all callouts in a Salesforce report.

• Action Type: the type of Partner node used (Add to Cadence for this integration)
• Node Name: the customizable name on the Salesloft node
• Response Status Code: indicates callout status
  • 200: Callout succeeded
  • 0, 300, 400: Callout failed
  • Blank: Pending
• Target Object: the object acted upon
• Callout History: displays all responses from the callouts (includes success and failures)
• Callout Duration in milliseconds: Callout end - Callout start time
• Total Callout Duration in milliseconds: the entire length of time it took to process the request
• Failure Reasons: reason(s) the callout failed
  • Token is not valid
  • Partner not authorized
  • Object has been deleted
  • Object has been merged
  • Retry attempt exceeded
  • Log length hit

The “LD Read Only” Permission Set must be added to any users who would like to access this report.

 

Notes:

• Rate Limits are 600 requests per minute.  Salesforce has its own limits that may impact the Salesloft - Salesforce sync.
• Only fields mapped in the “fields” section of the Field Configurations will be pushed to / from Salesforce, depending on your settings

 

Appendix

FAQ

For a list of frequently asked questions, please see here.

 

LeanData Technical Overview:

• When a record meets the criteria defined and is a candidate for addition to a Cadence: LeanData will wait 30 seconds to accumulate callout records.
• If no other records enter the queue in that time frame, LeanData will run the callout batch every 30 seconds.
• On the callout object, LeanData tracks the readiness of the callout before initiating the callout batch.

 

For questions or additional assistance please contact LeanData Support.