Compass
How to map your custom Salesforce fields into the Champify UI
We encourage revenue teams to map their key fields into the Champify experience to build alignment across marketing targeted accounts and sales engagement. This will impact the fields available in the sales rep UI, the recommendations surfaced to sales reps, and the data points available in the manager reporting module.
We’ve separated this into categories by account, person and opportunity, specifically:
- Who is on the account team?
- What defines a good account?
- Customer Health
- How are you engaging with prospects?
- Product usage data
- Who is responsible for an opportunity?
- Opportunity details
How do we use this data?
In Champify Explorer, the account summaries page provides an overview of a Salesforce account.
Account score: The top-level account summary includes the intent score, profile fit and account tier.
Account history: The account summary also includes an “account history” section that pulls in the past opportunities and lost reasons.
Manager reporting: The reporting module looks at the mapped ARR field as the source of truth when determining pipeline created and closed via the Champify channel (if ARR is not mapped, we will populate the reports with the standard “amount” field).
See examples of how account scores and account history are populated in the Account Blueprint summary when your Salesforce fields are mapped in.
Please find below the mapping between the Revenue Key fields and the Account Blueprint summary:
Account Blueprint UI | Revenue Key |
Account tier | “What field do you use to tier your accounts?” |
Profile fit | “How do you score profile/ICP fit?” |
Intent score | “What is the account’s intent score?” |
Account history opp details | “Why was this opportunity lost?”
”What are the loss reason details?” |
Account team | “Who is on the account team?” → 7 sub-questions |
Amount | “How much ARR is associated with this account?” |
Last Activity | “When was the last activity?” |
What fields should you map
We strongly recommend you map all fields that apply to your organization.
These fields will be the most impactful in the sales rep experience (account summaries and prospecting recommendations).
- Account tier
- Intent score
- ICP/profile fit
- NPS
- Contact/lead status
- Last activity
- Product last login data and product activity
- Revenue associated with an opportunity
- Opportunity loss reason and loss reason detail