Activity Lead Association

Overview

Activity Lead Association enhances the standard contact association methods by allowing the Capture Module to associate leads to activities. This enables tracking and analysis of events that generate leads and allows you to track rep engagement with leads. 

 

Use Cases

 

• As a sales rep that has run a trade show event, I want to automate the capture of activities that I have with my leads on existing accounts.
•  If my company hosts a webinar event, I want to automate the capture of activities and associate them with leads on net new accounts.
• If I meet with a lead, I want to capture the activities that I have with this lead even though I don’t own the account—to show that I’m hitting my engagement targets.

 

How does the Lead Association feature work?

If Lead Association is enabled in Activity Logging Settings, then when processing the activity, Autocapture will first check the external participants to see if any of them are existing leads. Here's the gist: 

 

 

• In scenarios where Autocapture located both a lead and a contact in the external participants, priority is given to the lead for association and not contact.

• If there is one existing lead, Autocpature will associate that lead with the activity. In doing this, the activity will also only be associated with the lead and no other objects, such as contacts, accounts, or opportunities.

• In case of multiple leads, Lead Association supports tie-breaker configuration where Autocapture will use the LastActivityDate field to narrow down to a single lead. If Autocapture still can’t narrow down to a single lead,  then it will pick the lead with the most recent LastModifiedDate, which is the final tie-breaker.

• When a lead is converted to a contact, all activity is also converted with the lead.

 

How does Capture determine activity ownership in Lead Association?

• If the activity is outbound, then we choose the sender as the owner of the activity.

• If the activity is inbound, we choose the lead owner as the activity owner if the lead owner is an internal participant of the activity or else we choose an internal participant at random.

• If there are no external participants that are leads, then the Activity Logging flow will proceed as usual.

 

How to set up Lead Association 

For a refresher on Activity Logging settings, see this article. Otherwise, follow these steps.

 

1. Navigate to Clari Studio

2. Select Capture Configuration from the top left drop down. 

3. In the Capture Configuration, select Activity Logging

4. Find the Logging Settings tab on the left side and select.

5. In Logging Settings locate Lead Association Config.

6. Switch Lead Association Config to Enable.  Like this: