Prospect Match

What is Prospect Match?

Setting up Prospect Match in Lightning

Setting up Prospect Match in Classic

 

 

What is Prospect Match?

Priority Engine Prospect Match allows sellers to see which Priority Engine prospects are new to them, enabling faster and more efficient prospecting in both Priority Engine and Salesforce.

Once activated, Prospect Match identifies when a Priority Engine prospect is already in their Salesforce instance. Sellers can be given the ability to add new contacts directly to Salesforce, enabling them to bring important new contacts into their CRM where they can track their engagements, move them through their pipeline, and kick off cadences from Salesforce or via integrated Sales Engagement Platforms. Please note that we use email addresses as a unique identifier, so if a prospect has a different email address in Salesforce, they will show up as "New to You" in Priority Engine.

The choice is yours: Priority Engine prospects can be added to Salesforce as leads or contacts to ensure the data enters your system on your terms. You can also choose to disable the Add to CRM feature if you do not want your sellers adding new contacts to Salesforce while still taking advantage of Prospect Match. 

Note: Your export cap is only affected by your weekly exporting settings, not by Prospect Match. If a prospect is synced via Prospect Match it will not count against your cap at that time.

ConnectedApp_Syncing.jpg

Prospect Match can also be combined with the Priority Engine Insights Tab to improve your Salesforce Account, Lead, and Contact intelligence and improve rep productivity without ever leaving Salesforce. With both activated, reps will be able to click on the Priority Engine Insights Tab and see which Priority Engine buying team members are already in Salesforce. When they find new important prospects to go after, they can add them to Salesforce with one click. 

SFDC_ConnectedApp_Sync.jpg

Setting up Prospect Match in Lightning

The Prospect Match feature requires a Salesforce Connected App that can be set up with a simple 4-step process

Salesforce Classic users: visit our page Setting up the Priority Engine Connected App in Classic.

Please note: You must be a Salesforce Admin and Priority Engine Admin to complete this process.

*If sandbox environment installation is required, please reach out to your Customer Success Manager*

Part 1 – Connected App Configuration – Salesforce

  1. Click here to Download the Digital Signature. This will be used later in the installation process.
  2. Click on the Setup gear icon at the top-right of your screen
  3. Click on Apps then App Manager on your left toolbar
  4. Click on New Connected App
  5. Input the following information into the form fields listed below:
    • Connected App Name: TechTarget Priority Engine App
    • API Name: [This field is system generated)
    • Contact email: pe_prod_support@techtarget.comConnAppLight-1.jpg
    • Enable OAuth Settings: Check this box
    • Callback URL: https://itda2.techtarget.com/itda/pe
    • Use Digital Signature: Check this box
    • Selected OAuth Scopes: Add the following Available OAuth Scopes to Selected OAuth Scopes by selecting them and clicking the Add button:
      • Access and manage your data (API)
      • Access your basic information (id, profile, email, address, phone)
      • Access custom permissions (custom_permissions)
      • Allow access to your unique identifier (openid)
      • Perform requests on your behalf at any time (refresh_token, offline_access)
  6. Require Secret for Web Server Flow: Uncheck this boxConnAppLight-2.jpg
  7. Click Save
  8. Salesforce will inform you it will take 2-10 minutes for this to complete. Click Continue to proceed

Part 2 – Connected App Policies – Salesforce

  1. Once installed click Manage
    1. If you have exited this screen, navigate to the App Manager, locate the Priority Engine App, and click Manage from the down arrow at the end of the row
  2. Click Edit Policies
    ConnAppLight-2.5.jpg
  3. Under Permitted Users select Admin approved users are pre-authorized from the dropdown menu. If a notification pops up, click Okay.
    ConnAppLight-3.jpg
  4. Click Save
  5. Click Manage Profiles
    ConnAppLight-4.jpg
  6. Check System Administrator and click SaveConnAppLight-5.jpg

Part 3 – Connected App Configuration – Priority Engine

To complete this section, you will need to retrieve your Salesforce Org IDClient ID, and Username from Salesforce. If you are unsure how to find these, follow these directions:

Finding your Salesforce Org ID

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find bar type Company Information
  4. Find and copy the Salesforce Organization ID. Retain this ID

Finding your Client ID (also called consumer key)

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find bar type App Manager
  4. Click the down arrow at the end of the row for the TechTarget Priority Engine App and click View
  5. Click the Copy button for the Consumer Key. Retain this key

Finding your Salesforce Username

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find type Users
  4. Click on Users
  5. Copy the Username of the Administrator profile. Retain this username

Configuring the App in Priority Engine

  1. Navigate to your Priority Engine Home Page
  2. Click on the Manage dropdown at the top of your screen and select Salesforce Connection
    ConnAppLight-6.jpg
  3. Paste your Salesforce Org ID
  4. Paste your Salesforce Client ID (Consumer Key)
  5. Paste your Salesforce Client Username
  6. Set the Enable the Salesforce Connected App toggle to Yes
  7. Click Save Salesforce Information
    ConnAppLight-7.jpg
  8. Ensure that the Lead & Contact Matching toggle is set to Yes
  9. Click Save Sync Settings
    ConnAppLight-8.jpg

You have now successfully set up the Salesforce Connected App self-install. Please work with your Customer Success Team to complete Part 4 of the Prospect Match integration during the onboarding process.

Part 4 - Data Field Mapping

You have now successfully set up the Prospect Match self-install. Next, we’ll focus on adding contacts/leads via the Add to CRM functionality. There are three steps to this process:

  1. Determine the type of objects you want to add to
  2. Determine what fields and mappings you want to pass over
  3. Document these decisions in this field and mapping document

Before you get started, download the field and mapping document here to be filled out in the following steps.

1. Determine “Add as Lead” or “Add as Contact” Preference

Priority Engine prospects can be added to Salesforce as leads or contacts to ensure the data enters your system on your terms.

  • Determine which is right for your process:
    • Add as Contact, back up as Lead
      • Priority Engine will look for a single account to match the Prospect to, based on their domain. If there are multiple accounts for the same domain a match will not be made.
      • If a domain match is made, prospects will be added to CRM as a Contact
      • If a domain match cannot be made, prospects will be added to CRM as a Lead
    • Add as Lead Only
      • Priority Engine will always add prospects to CRM as a Lead

2. Define Fields and Mappings

Standard Fields
We recommend, at a minimum, that you take the following prospect-level fields, which should be standard to your Salesforce instance

  • First Name, Last Name, Email, Company, Title, Phone, City, Postal Code
  • State, Country
  • Industry
  • Number of Employees

Some things to keep in mind:

  • You’ll want to make sure you are noting your specific API field names, data types, and specifications in the provided field and mapping document.
    • For instance, if you have a picklist for industry, you’ll want to map that to Priority Engine values.
    • Or if your system can only accept country codes and not the full country name, you’ll want to make sure that is noted.

Priority Engine Fields
Some of the most valuable data available to you in Priority Engine is the activity and intent insights for prospects actively researching enterprise tech purchases in your market. While there are many great data points you can choose to pull in via Add to CRM, below are the minimum recommended fields:

  • Prospect Entry Points
    • Definition: Detailed breakdown of each prospect's personal technology and vendor interests - all ranked in priority order
    • Benefits: Empower sales with prospect interests right where they work, enabling better conversations and personalization
    • Data Fields: Available as 10 individual Prospect Entry Point Fields or can be concatenated to your needs. For example - take the top 5 Prospect Entry Point fields concatenated into 1 field
  • Account Entry Points
    • Definition: Detailed breakdown of the buying team’s technology and vendor interests - all ranked in priority order.
    • Benefits: Separate from Prospect Entry Points, Account Entry points gives Sellers a comprehensive snapshot and roadmap on how to approach the overall buying team.
    • Data Fields: Available as 10 individual Account Entry Point Fields or can be concatenated to your needs. For example - take the top 5 Account Entry Point fields concatenated into 1 field
  • Prospect Priority Engine URL
    • Definition: Direct link to the prospect’s page in Priority Engine. Allows Sales to access Priority Engine from any Prospect or Account detail.
    • Benefit: Enable users to collaborate more effectively by quickly accessing and passing along access to full prospect-level details and intent insights in Priority Engine
    • Data Field: URL of 225 characters
  • Attribution Code
    • Definition: This is a static value used to indicate this Lead/Contact was added to Salesforce via an "Add to CRM" request.
    • Benefits: Differentiate “Add to CRM” contacts and leads from contacts and leads added via your bulk export to make it easier for reps to see the contacts they brought over and want to act on.
    • Data Field: Add to CRM
  • Prospect Type
    • Definition: Each Priority Engine prospect is labeled as a TechTarget Lead, Active Prospect, or Additional Contact
    • Benefit: Route leads/contacts to different areas of your stack based on the type
    • Data Type: Characters denoting “TechTarget Lead”, “Active Prospect”, or “Additional Contact”
  • TechTarget Source
    • Definition: Static value used to attribute the lead/contact to Priority Engine
    • Benefit: Improve your attribution and prove ROI by tracing pipeline and revenue back to your Priority Engine initiatives
    • Data Field: TechTarget Priority Engine
  • Other Fields
    • Please provide any additional Client Provided Constant/Static Fields needed

3. Field and Mapping Document

Now that you’ve determined the fields you’d like to pass via Add to CRM, you can fill out the Field and Mapping document. Once filled out, please return it to your Customer Success Manager and the TechTarget Integrations Team will start the set up on our side.

Setting up Prospect Match in Classic

The Prospect Match feature requires a Salesforce Connected App that can be set up with a simple 4-step process

Salesforce Lightning users: go to our page Setting up the Priority Engine Connected App in Lightning.

Please note: You must be a Salesforce Admin and Priority Engine Admin to complete this process.

*If sandbox environment installation is required, please reach out to your Customer Success Manager*

Part 1 – Connected App Configuration – Salesforce

  1. Download the Digital Signature by clicking here. This will be used later in the installation process.
  2. Click the Setup link at the top-right of your screen
  3. In the Quick Find bar type Apps
  4. Click on Apps under Build >> Create
    ConnAppClass_1.jpg
  5. In the Connected App section, click New
    ConnAppClass_2.jpg
  6. Input the following information into the form fields listed below:
    • Connected App Name: TechTarget Priority Engine App
    • API Name: [This field is system generated)
    • Contact email: pe_prod_support@techtarget.com
    • Enable OAuth Settings: Check this box
    • Callback URL: https://itda2.techtarget.com/itda/pe
    • Use Digital Signature: Check this box
    • Selected OAuth Scopes: Add the following Available OAuth Scopes to Selected OAuth Scopes by selecting them and clicking the Add button:
      • Access and manage your data (API)
      • Access your basic information (id, profile, email, address, phone)
      • Access custom permissions (custom_permissions)
      • Allow access to your unique identifier (openid)
      • Perform requests on your behalf at any time (refresh_token, offline_access)
    • Require Secret for Web Server Flow: Uncheck this box
  7. Click Save
    ConnAppClass_3.jpg
  8. Salesforce will inform you it will take 2-10 minutes for this to complete. Click Continue to proceed

Part 2 – Connected App Policies

  1. Once installed click Manage
    • If you have exited this screen, navigate to the Connected App section, locate the TechTarget Priority Engine App, and click the Manage link
  2. Click Edit Policies
    ConnAppClass_4.jpg
  3. Under OAuth Policies and Permitted Users select Admin approved users are pre-authorized from the dropdown menu. If a notification pops up, click Okay.
    ConnAppClass_5.jpg
  4. Click Save
  5. Click Manage Profiles
    ConnAppClass_6.jpg
  6. Check System Administrator, and click Save
    ConnAppClass_7.jpg

Part 3 – Connected App Configuration – Priority Engine

To complete this section, you will need to retrieve your Salesforce Org IDClient ID, and Username from Salesforce. If you are unsure how to find these, follow these directions:

Finding your Salesforce Org ID

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find bar type Company Information
  4. Find and copy the Salesforce Organization ID. Retain this ID

Finding your Client ID (also called consumer key)

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find bar type App Manager
  4. Click the down arrow at the end of the row for the TechTarget Priority Engine App and click View
  5. Click the Copy button for the Consumer Key. Retain this key

Finding your Salesforce Username

  1. Click the Gear icon in the upper right corner
  2. Click Setup
  3. In the Quick Find type Users
  4. Click on Users
  5. Copy the Username of the Administrator profile. Retain this username

Configure the App in Priority Engine

  1. Navigate to your Priority Engine Home Page
  2. Click on the Manage dropdown at the top of your screen and select Salesforce ConnectionConnAppLight-6__1_.jpg
  3. Paste your Salesforce Org ID
  4. Paste your Salesforce Client ID (Consumer Key)
  5. Paste your Salesforce Client Username
  6. Click Save Salesforce Information
    ConnAppLight-7__1_.jpg
  7. Set the Enable the Salesforce Connected App toggle to Yes
  8. Ensure that the Lead & Contact Matching toggle is set to Yes
  9. Click Save Sync Settings
    ConnAppLight-8__1_.jpg

You have now successfully set up the Salesforce Connected App self-install. Please work with your Customer Success Team to complete Part 4 of the Prospect Match integration during the onboarding process.

Part 4 - Data Field Mapping

You have now successfully set up the Prospect Match self-install. Next, we’ll focus on adding contacts/leads via the Add to CRM functionality. There are three steps to this process:

  1. Determine the type of objects you want to add to
  2. Determine what fields and mappings you want to pass over
  3. Document these decisions in this field and mapping document

Before you get started, download the field and mapping document here to be filled out in the following steps.

1. Determine “Add as Lead” or “Add as Contact” Preference

Priority Engine prospects can be added to Salesforce as leads or contacts to ensure the data enters your system on your terms.

  • Determine which is right for your process:
    • Add as Contact, back up as Lead
      • Priority Engine will look for a single account to match the Prospect to, based on their domain. If there are multiple accounts for the same domain a match will not be made.
      • If a domain match is made, prospects will be added to CRM as a Contact
      • If a domain match cannot be made, prospects will be added to CRM as a Lead
    • Add as Lead Only
      • Priority Engine will always add prospects to CRM as a Lead

2. Define Fields and Mappings

Standard Fields

We recommend, at a minimum, that you take the following prospect-level fields, which should be standard to your Salesforce instance

  • First Name, Last Name, Email, Company, Title, Phone, City, Postal Code
  • State, Country
  • Industry
  • Number of Employees

Some things to keep in mind:

  • You’ll want to make sure you are noting your specific API field names, data types, and specifications in the provided field and mapping document.
    • For instance, if you have a picklist for industry, you’ll want to map that to Priority Engine values.
    • Or if your system can only accept country codes and not the full country name, you’ll want to make sure that is noted.

Priority Engine Fields

Some of the most valuable data available to you in Priority Engine is the activity and intent insights for prospects actively researching enterprise tech purchases in your market. While there are many great data points you can choose to pull in via Add to CRM, below are the minimum recommended fields:

  • Prospect Entry Points
    • Definition: Detailed breakdown of each prospect's personal technology and vendor interests - all ranked in priority order
    • Benefits: Empower sales with prospect interests right where they work, enabling better conversations and personalization
    • Data Fields: Available as 10 individual Prospect Entry Point Fields or can be concatenated to your needs. For example - take the top 5 Prospect Entry Point fields concatenated into 1 field
  • Account Entry Points
    • Definition: Detailed breakdown of the buying team’s technology and vendor interests - all ranked in priority order.
    • Benefits: Separate from Prospect Entry Points, Account Entry points gives Sellers a comprehensive snapshot and roadmap on how to approach the overall buying team.
    • Data Fields: Available as 10 individual Account Entry Point Fields or can be concatenated to your needs. For example - take the top 5 Account Entry Point fields concatenated into 1 field
  • Prospect Priority Engine URL
    • Definition: Direct link to the prospect’s page in Priority Engine. Allows Sales to access Priority Engine from any Prospect or Account detail.
    • Benefit: Enable users to collaborate more effectively by quickly accessing and passing along access to full prospect-level details and intent insights in Priority Engine
    • Data Field: URL of 225 characters
  • Attribution Code
    • Definition: This is a static value used to indicate this Lead/Contact was added to Salesforce via an "Add to CRM" request.
    • Benefits: Differentiate “Add to CRM” contacts and leads from contacts and leads added via your bulk export to make it easier for reps to see the contacts they brought over and want to act on.
    • Data Field: Add to CRM
  • Prospect Type
    • Definition: Each Priority Engine prospect is labeled as a TechTarget Lead, Active Prospect, or Additional Contact
    • Benefit: Route leads/contacts to different areas of your stack based on the type
    • Data Type: Characters denoting “TechTarget Lead”, “Active Prospect”, or “Additional Contact”
  • TechTarget Source
    • Definition: Static value used to attribute the lead/contact to Priority Engine
    • Benefit: Improve your attribution and prove ROI by tracing pipeline and revenue back to your Priority Engine initiatives
    • Data Field: TechTarget Priority Engine
  • Other Fields
    • Please provide any additional Client Provided Constant/Static Fields needed

3. Field and Mapping Document

Now that you’ve determined the fields you’d like to pass via Add to CRM, you can fill out the Field and Mapping document. Once filled out, please return it to your Customer Success Manager and the TechTarget Integrations Team will start the setup on our side.

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