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Revenue Attribution Eligibility Requirements for Salesforce CRM

Raven Deneau
Updated

To use Revenue Attribution in Outreach, there are specific configurations that are required for your organization. 

Prerequisites:

  1. Your SFDC CRM is integrated with Outreach
  2. Opportunities are syncing from the CRM to Outreach, and all minimum required fields are mapped
  3. Opportunity Contact Roles are syncing from the CRM to Outreach
  4. Opportunity Stages need to be mapped 1:1 in the Record Mappings section of the Opportunity Stage Object 

CRM Integration Configuration Guide:

Opportunity Object Configuration:

  • Polling set to Automatically
  • Set object syncing: Create & Update enabled to Sync into Outreach

Example Sync Configuration:

Ensure the following fields are mapped at a minimum within the Opportunity Object (Fields listed below are the native Outreach field labels):

SFDC Field (Labels may vary in your CRM) Outreach Field Field Type

Requires Advanced Field Settings? 
Name Name Text No
Amount Estimated Sales Amount Currency/Number No
Close Date Expected Close Date Date No
Opportunity Type Opportunity Type Picklist/Text No
Stage Stage Lookup Field Yes
Created Date External Created Date Date No

Example Configuration of Field Mappings:

**Field mappings that have a Gear Icon indicate there are Advanced Field settings needed  

Opportunity Contact Role Object Configuration:

  • Polling set to Automatically
  • Set object syncing: Create & Update enabled to Sync into Outreach

Example: 

Example Configuration of Field Mappings:

Opportunity Stage Object:

  • There should not be any sync toggles enabled on the object sync

Create your Opportunity Stages in the Outreach Opportunity Settings here:

Each Stage will have a Type assigned (Open, Closed Won, Closed Lost) and you can determine if the stage is Active or not. Example: 

Opportunity Stage Record Mappings:

  • Once all of your stages are configured in the Opportunity Settings in Outreach, it is important to map each one 1:1 in the Record Mapping section of the CRM integration:
    • Simply click "Add Mapping" on the top right to search the Salesforce & Outreach existing Opportunity Stages - Example:

Considerations:

  • The Opportunity Object & Opportunity Contact Role should have a Polling Frequency of once a day at a minimum (every 10 minutes is the default)
  • Advanced Setting on Opportunity Object: Create associated contacts when syncing into Outreach:
    • If the related Contact Role in SFDC is technically a duplicate record in SFDC and one of the duplicates with the same email address has already been created in Outreach as a prospect, this advanced object setting could potentially prevent the Opportunity record from being created as a whole because it can't create the duplicate Contact Role as a new prospect. 
    • The Opportunity Contact Role object being enabled to Poll automatically and create new contact roles will allow Outreach to pull in the related Contact roles independently when they are added to the Opportunity in SFDC as a contact role and/or modified. 
    • Example: 
  • We would strongly recommend that the Merge & Delete Opportunity setting is enabled which will ensure that when an Opportunity that has previously synced from SFDC to Outreach and is then deleted in SFDC, Outreach will delete the corresponding Opportunity to prevent confusion and siloed records. Merge & Delete:

Additional Resources:

Sales Execution Report Overview

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