Embedded Files
Setup and Delivery
Setup and Delivery
The steps that need to be taken to set up, start and complete a leads program are as follows:
Create Campaign
Add the campaign number to Salesforce
Email CSM for more information
Create an integration
Activate the campaign
Complete the program
Before setting anything up, when a Customer Win comes in, look at the opportunity and read all of the notes from the salesperson. Make sure that anything mentioned regarding the program is noted and implemented:
Campaign Creation:
Campaigns are created automatically, once a Customer Win has come in.
The campaign is usually created a couple of hours after the program is sold. One campaign is created per leads line item (opp product).
Once the campaign is created, the Salesforce case is populated with the case ID as well as the case link.
The campaign itself has the following fields populated, the rest should be manually updated by the delivery manager:
Campaign name
Vendor
Offering
Includes smarter leads- default setting
Excludes intent leads- default setting
Start date
End date
Salesforce Opportunity Product ID
Salesforce Case ID
Manager (CSM)
The following information needs to be filled out manually:
Categories- Which categories should be added to the campaign?
Geos- Which geos should be added to the campaign?
Company size- Which company sizes are relevant and should be added to the campaign?
Quantity- What is the lead quantity for this campaign?
Smarter leads/smarter intent leads program (Tier 1 Strategic programs only)- Which smarter questions would they like for their program?
Intent leads program- Which job titles would the customer like the leads to have?
All of this info should have been added to the SF opp (and contract) before it was marked as Closed-Won.
Standard leads- Watch the following video to learn how to create a standard leads campaign on the site:
Smarter leads (Tier 1 Strategic programs only)- Watch the following video to understand how to create a smarter leads campaign on the site:
Intent/smarter intent leads- Watch the following video to learn how to create an intent leads campaign on the site:
Adding Standard Leads to Intent Leads Campaigns
Every intent leads program should be set up to include standard leads.
Smarter intent leads programs should be set up to include organic smarter leads (activate the questions on the category). Indicate in the Field Symbol that the questions can be removed, should a new (organic) smarter program be sold and their questions need to be added to the category. Since we can only activate 4 questions per category, we need to ensure that organic smarter programs have priority over smarter intent programs for their questions to be live on the LP.
The exceptions to this rule are as follows:
A standard leads program was sold to the same customer with the overlapping filters.
The intent leads program is a smarter intent leads program and a smarter leads program was sold to the same vendor with overlapping filters.
For organic leads that are being delivered to the intent programs we do not filter by job title.
NOTE
For intent leads only- we need to add an “Intent Lead Code Filter” to each campaign.
The code will always start with INT-FFA
Infuse- INT-FFA-ESF-(campaign ID #)
Technology Advice- INT-FFA-AT-(campaign ID #)
Eg. INT-FFA-ESF-2270
ABM/Suppression lists:
For all campaigns which have lists that are "approved" (ABM list), upload the list to the campaign and tick the "Include alternate domains" box.
The logic is as follows:
If ‘Domain list type' = approved, include any lead from a company associated with the approved domain (find the company of the domain on the approved list, then approve all domains of the company). Ex: if the domain list contains "bankofamerica.com", approve bankofamerica.com, bofa.com and all other domains on the BOA company.
If 'Domain list type' = suppressed, only suppress the exact domains in the domain list.
The reasoning behind this logic is that if the customer provides us with domains to include (an ABM list), we want to maximize the # of leads that match. When they provide us with leads to exclude (suppression list), we want to minimize the number we exclude.
Uploading a suppression/ABM list to a campaign- Instructions:
Parent/Grandparent Categories and AI job title Filters on Campaigns
In a campaign, under "Product Categories", we now have the option to select either if we would like to include parent or grandparent categories to the campaign:
Every category on PeerSpot is associated with a parent category, and also a grandparent category. See this page.
Adding these categories will broaden the filters, and allow more leads to be delivered.
The filter was also added to the M&P leads page:
Having this function on the M&P leads page will allow us to supplement a program with a few leads from parent/grandparent categories without having to completely update the campaign, you can make the one-time change here.
Additionally, we have the ability to add a job title list to campaigns but in a new field called "AI job function list".
Doing so will enable AI to check any lead which fits the campaign's filters, and deem any lead with a variation of the listed job title as relevant and usable.
Please note:
The purpose of adding these filters is to supplement PeerIntent/Signal lead programs which don't have any custom questions or other special requirements.
Therefore, on a campaign level, if the program is sold with parent/grandparent categories, a job title list needs to be provided and added to the AI job function field as well.
Any campaign which has the AI job function field populated will need to be delivered manually for the time being.
If there is a premium site leads program that is being delivered manually due to them having a very specific job title list, add that list to the AI job function list field. This should allow us to deliver the program less manually as we won't need to check each lead against the job title list.
Parent/Grandparent Category Filter on Campaign
When setting up a campaign to deliver only parent or grandparent category leads, it's important to define this in the campaign settings using a category filter.
Purpose:
This filter ensures that only parent or grandparent category leads are delivered to the campaign.
How It Works:
By applying the category filter at the campaign level, the system knows to exclude child category leads from this campaign.
If there are other campaigns running simultaneously for the same vendor—such as one targeting child categories—the filter helps to properly route leads:
Child category campaigns receive child category leads.
Parent/Grandparent campaigns receive parent or grandparent leads.
Benefit:
This setup ensures leads are prioritized and distributed correctly based on campaign targeting, avoiding overlap and maximizing campaign relevance for the vendor.
Default Setting:
The default filter setting is "exclude", which means child categories are automatically excluded unless otherwise specified.
Smarter Questions Creation (Tier 1 Strategic only):
Additionally, we offer the option to create an open-text answer type for questions:
- To create an open text field -leave the Response Options blank.
- To create a dropdown list of answers as well as an open text field - add option ‘Other’ to the list of answers.
Note: There is a character limit of 150 characters for when creating smarter questions on the PS site.
Program Estimations:
In Salesforce, the Leads Monthly Estimate field in leads cases reflects the anticipated monthly lead count for a specific case.
An integration with the PeerSpot system automates the calculation and updates the field every 6 hours. This integration uses campaign details from PeerSpot to determine the estimated leads per month, which is then displayed in the Salesforce case.
In cases with multiple campaigns, the system aggregates the lead counts.
Users can manually recalculate the estimate from the PeerSpot campaign's frontend by clicking on the "Recalculate Estimate" button in the Estimated Count field. This provides an up-to-date estimate before the next automatic update in Salesforce.
In order to calculate an estimate manually, follow the instructions in the video below:
Integration Setup:
In order to create an integration between the PeerSpot system and the customer's to deliver the leads- See the "Campaign Integrations" section in the Knowledge Base and select the relevant option and follow the instructions listed on that page.
Sending test leads for leads programs:
All types of integrations require test leads to be sent, besides for CSV integrations because they just receive a CSV to their email so there is no actual integration happening.
Once the integration is all set up, it is important to send a test lead in order to ensure that the customer received it properly on their end.
Ideally, this will be done on a phone call with the customer to avoid too many back-and-forth emails if there is an issue with an integration which needs to be addressed.
Each Delivery Manager handles setting up integrations and sending test leads for the programs that they own.
The types of leads used as test leads are old (over 3 months) and fit the customer's criteria. For intent leads programs we send organic leads which fit their filters. We let the customer know that the leads are old but are still usable so they should reach out to them. But they will not be counted towards their program.
For smarter leads programs, usually there are no leads available to send since the smarter questions were only added recently, we usually just test using a standard lead and we let the customer know of this.
Campaign/Program Activation:
Campaign/Program Completion:
Cloning Salesforce cases
When to clone a case:
If the program requires multiple campaigns, there should be 1 case per campaign.
Example:
This Cisco program needed 2 campaigns, because Cisco asked that 80% of the leads come from North America and 20% come from the rest of the countries.
The two campaigns have been created:
Campaign 1- North America
https://www.peerspot.com/campaigns/4560
Campaign 2- ROW
In the screenshot above, both campaign URLs and campaign IDs have been added to 1 case.
This is incorrect- there should only be 1 campaign ID and URL per case.
The following should be done:
From the case, click on the "Clone" button on the upper right hand side:
2. Fill in the following details:
Subject
Status
PeerSpot Campaign IDs
Campaign URL
Any other fields that need to be filled out such as ABM list/Exclusion list- if there is a different one for this campaign.
3. Click "Save".
Once the new case is created, a new campaign is automatically created and synced with the case.
Manual Lead Delivery
Sometimes, it is necessary to deliver leads manually to a campaign.
Examples of times when doing so is necessary: W
When a program is running behind and aged leads are needed for supplementation.
The customer has very strict requirements which cannot be built into a campaign, such as site leads needing to have very specific job titles.
Instructions:
Open the Manage and Post Leads by Campaign page
Select the relevant campaign from the dropdown
For aged leads- tick the "Do not allow duplicate leads even older than 6 months" box.
Select the relevant dates:
For a program which doesn't need to be supplemented with aged leads- the default dates are between 1 week ago and the current date. Leave as is to deliver the most recent leads.
For aged leads- change the start date to the earliest timeframe necessary to deliver the leads from.
6. Click "Submit"
7. If there are any leads which fit the campaign's filters, were generated on the PeerSpot website within the selected timeframe and haven't yet been delivered to the selected campaign, they will show up either in green or blue.
Green= the lead has been delivered to a campaign (not the selected one, and most likely another vendor's campaign)
Blue= the lead is new and hasn't yet been delivered to any campaign.
8. Select the leads that should be sent to the campaign
9. Click "Deliver Leads, Assign to Campaign".
10. If you wish to only assign the leads to the campaign but not deliver them to the vendor via their integration, click "Assign to Campaign".
IMPORTANT NOTE: The system is built to not display any leads that have already been delivered to any campaign which is associated with the selected campaign (meaning, any campaign of that vendor's). This is true only between 6 months prior to the current date.
However, it's always good to check and make sure that we are not delivering any leads which we have already delivered to the customer. Therefore, we are able to see if any lead has already been delivered to the customer of the selected campaign via the "Used for Vendor column.
✔️= The lead has already been delivered to the vendor.
X= The lead has not been delivered to the vendor.
Filter Updates for Lead Programs
There can be cases when a customer asks us to update their filters post-sale, or to create a geo split by % (e.g. 80% NA and 20% ROW. Therefore, 2 campaigns need to be created, one for NA and the other for ROW).
Follow the steps below:
Open the relevant Salesforce case.
Scroll down to the Campaign Filters section
Edit the field which needs its filters updated
Add/remove the necessary filter value/s
Ensure that the values have the exact same values as they appear in the campaign. To make sure that this is done, utilize this list and copy the values from there.
Ensure that each value is separated by a semicolon ;
The campaign is synced with the cases and will be within the hour with the new or removed values.
Page updated
Report abuse