Attribution Definition

1. A contact must be found via the Champify play (satisfies A or B),
• A – Net new created by us: lead source = champify, created by champify = true
• B – Dormant – already existed, but is flagged “is a champify” (indicating former customer w/ new/current role), doesn’t have any recent or meaningful activity, and can’t have a lead source clearly from another channel (inbound, demo request, web form, etc).
• Context: while most Champify-flagged contacts were net new created, some pre-dated Champify but weren’t actually identified or engaged until we flagged the record.

2. Directly Sourced,
• Definition: Opp lead source = Champify
• Context: this should only apply to opps created from a contact that was net new created by Champify – since we don’t populate Champify as the lead source on contacts that already existed.

3. Direct & significant influence (A or B),
• A – Key Opp Role: opps where a Champify contact’s opp role is any of: primary, champion, eb, exec sponsor, or dm
• B – Significant Involvement: Joined 3+ meetings while the applicable NB or Expansion opp is/was open. This is typically rare and more applicable to customers with less mature activity capture.
• Context: Not all organizations systematically assign opportunity contacts. B will catch when a contact was a key stakeholder but not linked to the opportunity.

• Is Champify Opportunity
• Checked / true when Champify sourced or highly influenced a closed won opportunity.

• Champify Attribution Reason
• Indicates the reason why “Is Champify Opportunity” is true. Can be one of:
• LEAD_SOURCE
• PRIMARY_CONTACT
• KEY_CONTACT_ROLE
• MEETING_ATTENDANCE

Salesforce Implications

1. CloseDate must be after the estimated installation date of Champify
1. This is calculated as the earliest value for Job_Change_Detected_Date__c across both leads and contacts.

2. None of the following fields can contain the word “Renew”:
• Type
• Account.Name
• Name

3. One of the following must be true:
• LeadSource contains “Champify”
• The account has a contact that fits either the following criteria:
• LeadSource contains “Champify”
• Trigger Criteria: Created by Champify OR no activity in 6mo prior to surface date
• All of the following:
• Any of the following:
• Is a Champify
• Non-null past account
• Non-null past contact
• Opp Contact Criteria: An opportunity contact fits either of the following criteria:
• LeadSource contains “Champify” and does NOT contain Calendar
• All of the following:
• Surfaced at before the opportunity close date
• Trigger Criteria: Created by Champify OR no activity in 6mo prior to surface date
• Any of the following:
• Is a Champify
• Non-null past account
• Non-null past contact