Activity Signals Overview

Overview

Modern sales cycles are complex—it's not all emails and meetings. Sales stacks have lots of tools with lots of data points about customer interactions. 

Clari brings in all those data points and displays them alongside email and calendar data in the Opportunity Insights panel.

All that data in one place enables better pipeline review conversations. It also helps you get more out of your investments in these partner products—since the data is front and center in key sales conversations. 🔑 

Clari can track Salesforce tasks and events in Opportunities. And can track Salesforce tasks in the Accounts Module.

Activity Signals Supported

Our list of partners is constantly growing, but for now, we have officially partnered with some best-in-class companies:
 

• Sales Acceleration: Outreach, SalesLoft, Yesware
• Marketing Automation: Marketo, Oracle Marketing Cloud (Eloqua), Hubspot
• Telephony/VOIP: RingCentral, Dialpad
• Conversation Intelligence: Gong, Chorus
• Conversational Marketing & Sales Tools: Drift, Intercom
• Sales Enablement: Highspot, Seismic, Showpad
• Direct Marketing: Sendoso, PFL

Additional Signals

In addition to the official partner integrations above, Clari can also pull in any activities that are consistently logged as tasks or events in Salesforce (i.e., LinkedIn, task/events logged directly in Salesforce, etc.).
 

• Clari can track both Salesforce tasks and events in Opportunities. 
• Only Salesforce tasks are tracked in Account Engagement. 

Here's what Account Engagement activity (Salesforce tasks) looks like in the grid: 


 

How It Works

Task Data in Salesforce

Currently, all our signal integrations leverage the fact that these companies have their own integrations that push data into Salesforce tasks/events. Like this one from Marketo:
 

Our task-integration capabilities mean we can pull in tasks or events related to opportunities/accounts and display them at the opportunity or account level. There are 2 key components of this setup:

1. Finding tasks/events associated with a specific opportunity/account, and then—
2. Classifying the tasks/events as a specific type, like Marketo or RingCentral.
 

Associating Tasks and Events With Opportunities

Tasks and events are associated with opportunities in 2 ways at a high level:
 

1. Tasks or events are associated directly with the opportunities/accounts using whatId.

2. Tasks or events are associated with leads and contacts using whoId, then we find tasks/events associated with people related to the deal.

For contacts, we do this by looking at contacts on the account associated with the opportunity.

For leads, we can do this with a domain match on the lead’s email address (similar to what we do for email/calendar data) or by specifying a custom field in the lead that associates leads with accounts.

 
Classifying Task and Event Types

Tasks and events can be classified as a specific activity type in several ways. The way a task/event is classified depends on how the partner company built its integration with SFDC. Our task/event integration supports the most common patterns in these integrations.

1. Based on a string pattern in the task or event subject. Like these:
 

• Outreach starts all of their task subjects with “[Outreach]...”
• Marketo syncs a specific set of activities with subjects starting with the activity type, e.g., “Filled out the form” or “Clicked link in email.”

2. Based on a picklist field value. Like these:
 

• Highspot syncs tasks with Type = Highspot Link Pitch, Highspot Email Pitch, etc.
• Yesware syncs tasks with Type = Email Open 

3. Based on a checkbox being checked.

These classifications allow Clari to define rules that dictate which activity types are shown in the Insights Panel and which rows they appear in.
 

Configuration

These additional signals can be configured by Clari and will show up in the Insights Panel along with email, calendar, and file data.

Any official partner signal will use the partner's brand color. Other non-branded or customer signals will use our standard array of chart colors. There's no strict limit on the number of signals you can add, but certainly, more isn't always better. 😃
 

In addition to configuring rules for classifying each activity type, we also can configure which fields from the task are displayed in the hover tip.
 

Want to set up new signals? 

Open a support/configuration case, and our team will help set this up for you! Be sure to provide the following information in your case:

1. Screenshot(s) of the task/events you are wanting to add to the insights panel in Clari where labels Name and Related To are visible

2. Designate which modules you would like the signal to be added to in the Insights Panel — Opportunities and/or Accounts (note: we only support tasks in Accounts and not events at this time).

3. Provide whether the tasks are being logged to the opportunity, account, or contact/lead

4. Provide the criteria to determine which tasks/events should be pulled in for this signal based on a field on the record (Ex. Subject starts with  “[Outreach]...”, Type = Demo, etc.)

Also ensure that the task/event has an owner and is mapped to a specific account/opportunity/contact/lead. This is important if the setup needs to be tested and if you are providing test tasks/events created in CRM.

There are some instances in which an organization might want to pull in any tasks/events that are not automatically logged back to CRM through Clari or another vendor. If that’s the case, there would need to be a field on the record that identifies these tasks/events so the signal can be configured. 

• An example might be you want to display all manually logged tasks/events in Salesforce as a signal in the Clari Insights Panel.

• To accomplish this, we would need a way to identify all of these tasks/events using a field on the record.

• A potential solution could be to create a checkbox field on the record that denotes when a manual task/event is created. This field can then be used in the criteria to configure this in Clari. You can also use an existing field and add a new value to it in the event a new field cannot be created.