Qualified ROI Unmanaged Package

Showcase the value of Qualified quickly within your Salesforce reports and dashboards. The Qualified ROI unmanaged package includes custom fields, reports, flows, and a dashboard so you can analyze your data, your way.

Overview

Within Salesforce Qualified conversations and meetings are associated with contacts and leads, not opportunities. This package associates them with applicable opportunities and answers these questions via Salesforce reporting: 

• How many open opportunities have had a Qualified conversation and/or meeting? 
• How many Qualified conversations and meetings does it take to help create an opportunity? 
• How many Qualified conversations and meetings does it take to help win an opportunity? 
• How much pipeline has Qualified sourced and/or influenced? 
• How much revenue has Qualified sourced and/or influenced? 

If you have questions or feedback on how to refine the components for your specific needs, contact your Qualified Success Architect.

How to Install

The Qualified ROI unmanaged package is installed like other Salesforce packages. Here’s how:

1. Go to the Qualified ROI package’s installation page.
2. Enter your username and password for your Salesforce organization and click Log In. The installation page will appear.
3. Select Rename conflicting components in package. 
4. Select Install for All Users, which specifies the following settings on all internal custom profiles.
   • Object permissions: Read, Create, Edit, and Delete enabled
   • Field-level security: set to visible and editable for all fields
   • Apex classes: enabled
   • Visualforce pages: enabled
   • App settings: enabled
   • Tab settings: enabled
   • Page layout settings: enabled
   • Record Type settings: copied from admin profile
5. Click Install.
6. Click Done.
7. Log in to your Qualified admin account and click Update Fields.

Included Components

The Qualified ROI unmanaged package includes fields, reports, flow definitions, and a dashboard.

Fields

• LastModifiedDate = Yesterday (added to the Opportunity object)
• Qualified Convo or Meeting? (added to the Activity object)

Reports

• Qualified | Sourced Pipeline
• Qualified | Sourced Revenue
• Qualified | Influenced Pipeline
• Qualified | Influenced Revenue
• All Qualified Conversations & Meetings

Dashboard

• Qualfiied.com ROI Attribution/Influence Dashboard

Flow Definitions

• Relate_New_Opps_to_Qualified_Events
• Relate_New_Qualified_Events_to_Open_Opp

Understanding & Customizing the Flow Definitions

The Qualified ROI package’s flow definitions determine how the reports associate Qualified events to open or new opportunities. Both flows run daily at 2:15 am local time.

You can edit the flows to better meet your team’s needs. For example, you could shorten the 90-day timeframe between the event’s Start Date and the opportunity’s Created Date. If you customize pushed Salesforce events from Qualified, then update the Subject field condition.

Relate New Opps to Qualified Events

This flow identifies new or updated events related to Qualified that influenced opportunities. It queries events where:

• The event’s Subject field contains “Qualified.”
• The event’s Related To field is null.
• The event’s WhoId field contains a Contact ID.
• The event’s WhatId field is null.

The flow then searches for relevant open opportunities. Opportunities where all of the following are true are pulled:

• The contact, identified by the event’s WhoId, is associated with an account.
• The associated account has at least one opportunity where the Stage field is not closed.
• The opportunity’s Created Date is equal to or up to 90 days after the event’s Start Date.

When an event and opportunity are identified and they meet all of these criteria, the Opportunity ID is entered in the event’s Related To field.

Relate New Qualified Events to Open Opp

This flow queries for open or won opportunities that were modified the previous day and then searches for events where:

• The event’s Subject field contains “Qualified.”
• The event’s Account ID is equal to the opportunity’s Account ID.
• The event’s Related To field is null.
• The event’s Start Date field is equal to or up to 90 days before the opportunity’s Created Date.

When an event is identified that meets all of these criteria, the Opportunity ID is entered in the event’s Related To field.

If an account has more than one open opportunity, the flow selects the opportunity furthest along in the sales process. By default, the Opportunity Probability field is checked to compare the opportunities’ progression. If your team doesn’t use that field, however, update the flow to measure the opportunities with a different field, like Last Stage Change Date or Close Date.

To select a different field:

1. Log in to your Salesforce admin account.
2. Click Setup.
3. Using the Quick Find search, click Flows.
4. Click on the flow you want to update, Relate New Qualified Events to Open Opp.
5. Double-click Get Records:
   
6. Enter your preferred field’s name in the Sort By textbox:
   
7. Click Done.
8. Click Save.
9. (Optional) Click Debug to test the flow.
10. Click Activate.