Lead Conversions
What is a lead?
In Salesforce, a lead is an individual or company that might be interested in buying from your company.
A contact is a lead that has been qualified as a potential buyer.
How does Lead Conversion work in Clari?
In some cases, a person captured from sales activity data may not match an existing contact in your CRM. But instead, the person matches an existing lead. A common problem in B2B sales is that there are often lots of people involved in a deal. So, it can be difficult to properly capture all of the details about each person—their position in the company, their involvement in the deal, etc. This is where Clari's Capture Module can help.
If a contact captured by Clari does not match an existing CRM contact, Capture will also look for an existing lead record with a matching email address. If a matching lead is found, Capture looks for matching accounts or opportunities with the same domain. If Capture finds a matching account or opportunity, it converts the lead to a contact and associates it with that account or opportunity.
Note: Clari does not convert a lead to a contact until an account or opportunity with the same domain is added to Salesforce. If your company uses a 3rd party vendor to do lead-to-account matching, we have the ability to respect the account already specified for the lead. If not, we will apply the account-matching criteria listed in the section above.
To enable lead conversion, you will be required to confirm that you have already set up the Apex Trigger needed to support lead conversion in Salesforce. You can find more information about adding an Apex Class on the Salesforce helpsite here. This APEX document has more Clari-specific details on how to make those updates.
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Navigate to Studio and select Capture Configuration from the top-left menu
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Select Contact Sync > Advanced Contact Sync Settings
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In Advance Contact Sync Settings, enable Convert Leads to Contacts. Then confirm with the check box. (See above for more information about the Apex Trigger).
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Finally, Save.
These are additional configuration options that aren't required but might suit your needs:
1. If there is an account field on the lead, that field can be loaded in the Account Field on Lead drop-down by selecting the APR Field Name.
Note: This is helpful if you use a 3rd party vendor to do lead-to-account matching, because Clari can follow the account already specified for the lead by configuring the field under Account Field on Lead.
2. If you'd like to include or exclude converting leads based on a Salesforce Field value, the use the Convert Leads Based on Salesforce Values option. You'll need the field name and value (see below).
