How to Configure Last Touch Sequence Attribution Automation in Salesforce (No Contact Role)

Objective

Last-Touch Sequence Attribution works by identifying the last Sequence the prospect was in before they were converted to an Opportunity in Salesforce, helping connect sequences to opportunities and ultimately revenue as they convert. This gives sales leaders newfound insights into the relationship between each Sequence and the resulting opportunities and revenue.

Outreach has created an unmanaged package in Salesforce to easily install fields, automation, and reports for Last Touch Sequence Attribution. This document walks through the automation installed in the package for customers looking to build this themselves or updating the automation from previous packages.

Applies To

• Outreach & SFDC Admins

Procedure

Last-Touch Sequence Attribution works by identifying the last Sequence the prospect was in before they were converted to an Opportunity in Salesforce, helping connect sequences to opportunities and ultimately revenue as they convert. This gives sales leaders newfound insights into the relationship between each Sequence and the resulting opportunities and revenue.

Outreach has created an unmanaged package in Salesforce to easily install fields, automation, and reports for Last Touch Sequence Attribution. This document walks through the automation installed in the package for customers looking to build this themselves or updating the automation from previous packages. 

Update Last Touch + Finished Sequence Fields (No Contact Role)

This flow runs when a user associates a  contact to an Opportunity via the Last Touch Contact field. Upon this action, Last Touch Sequence Attribution will transfer the value from the current sequence name field, and a comprehensive list of all sequences the contact has been in to fields on the Opportunity record. 

Below are the details to configure the above flow to best practice:

1. Navigate to Salesforce Setup and Select Flows.
2. Create a new flow and select “Record-Triggered Flow”
3. Configure Start.
4. Configure Element. 

5. Connect flow elements. Drag and drop from one flow element to the next (screen recording).

6. Click Save. 
7. Click Activate.

Considerations:

• This automation will only run in the event a user manually populates the Last Touch Contact field. If duplicate contacts exist in your Salesforce, ensure the user is selecting the contact that Outreach is connected to
• This logic ensures the sequence fields on the opportunity are not overwritten in the event a new contact is assigned. The reason for this is to ensure the appropriate sequences are attributed at the appropriate time
• The data points that are passed to the opportunity are Finished Sequences and Current Sequences from the contact record. If additional sequence data points are desired, additional opportunity fields will need to be created to match the data being passed from the contact. Add additional values in the “Set Field Values” portion of the flow.
• Salesforce Tip: This next step is much easier in Salesforce’s “Freeform” layout rather than “Auto” layout. Here is the click path to change this.

Object: Opportunity Trigger the Flow When: A record is created or updated Conditions Requirements: All Conditions are Met (AND) Condition 1: Field: Outreach Last Touch Sequence Operator: Is Null Value: True Condition 2: (AND) Field: Outreach Last Touch Contact Operator: Is Null  Value: False When to Run: Only when a record is updated to meet the condition requirements Optimize the Flow for: Fast Field Updates

Additional Information

• Reporting Outreach Data in Salesforce
• Outreach Knowledge Base: Last Touch Sequence Attribution FAQ
• Outreach Knowledge Base: Last Touch Sequence Attribution Package Guide
• Setting Up Debugging Logs in Salesforce