Well, all the buzz is now around the new features that are disclosed by Salesforce in the annual Dreamforce 2017. The wait is over as Salesforce is all set to roll out the Spring 18 version. Of course, it is quite thrilling to see so many features that are popping out of Salesforce’s magic hat.
We are sharing some of the features that will change your business using Salesforce. Hope this enlightens you. So are you ready? Here we go….!
The following are the noteworthy features that will be available in Spring 18 release
- Leads: LinkedIn Integration and Conversion Configurability
- Control How Lead Conversion Includes Opportunities
- Track Product and Inventory Returns with Return Orders
- More connectors and revised connectors limits
- Einstein Readiness Assessor
- Einstein Prediction and Better visibility of forecasts
- Set up Einstein Forecasting
- Einstein Insights: Access Account and Opportunity Insights from Your Mobile Device
Marketing Cloud (Pardot and Campaigns):
- Connect Your Pardot Campaigns to Salesforce Campaigns
- See How Prospects Are Engaging with Campaigns
- Customized Billing and Dynamic invoicing
- Payment Centre
- Lightning gets news tags and updated features to the existing tags.
Dreamforce 2017 key points
- Scratch Orgs
Leads: LinkedIn Integration and Conversion Configurability
The LinkedIn integration is here. This integration will allow us to generate leads from LinkedIn, which is mapped to Salesforce. This powerful tool will provide reps with a larger pool of potential customers.
Here is how you can achieve this:
Connect a LinkedIn account (1) to your Salesforce Org. From Setup, enter LinkedIn Lead Gen in the Quick Find box. Then click LinkedIn Accounts. Salesforce connects the ad accounts associated with this member account to your org (2). All the forms related to these ad accounts generate leads in Salesforce.
Set up default values for leads from LinkedIn. From Setup, enter LinkedIn Lead Gen in the Quick Find box. Then click Lead Gen Fields.
Map LinkedIn form metadata fields to lead fields. This metadata provides information about the form from where the leads come. Usually, you use custom lead fields for this data.
Map LinkedIn lead fields to Salesforce lead fields.
Set up more Salesforce leads fields to capture data from your LinkedIn custom form questions. Use a lead field for each question and another for the answer provided by the lead. This way you can report on questions and answers by filtering leads to questions asked.
Control How Lead Conversion Includes Opportunities
The conversion process just got streamlined. Now, the Sales teams can choose whether the conversion requires an Opportunity or hide the section altogether (only for the lightning experience).
Decide whether to hide the Opportunity section of the Convert Lead window (1).
Decide whether “don’t create opportunity” option is selected by default (2).
Track Product and Inventory Returns with Return Orders
Return of products just got simpler with the introduction of “Return Orders.” Got a defective product or the wrong quantity or anything else? Salesforce has got it covered.
This feature can also be used to track customer repairs and returns. Customers can initiate returns from communities too.
View and manage return orders from the Return Orders tab in Salesforce. Return orders can also be incorporated into multiple page layouts:
- The Return Orders related list is available for accounts, contacts, product requests, cases, orders, and locations.
- The Return Order Line Items related list is available for product items, return orders, locations, products, assets, order products, and product request line items.
- The Return Order and Return Order Line Item fields are available on the work order, work order line item, and product transfer page layouts.
More connectors and revised connectors limits:
Connectors play a vital role in moving data in and out of the Salesforce instance. It is high time that Salesforce introduces some new connectors and for that, they launched a spring bonanza by not only adding new connectors but also revamping the existing connector limits.
Remember this is available only for lightning.
This feature will be available for both Classic and lightning
These are the pre-requisites that the org must have:
- Collaborative Forecasting enabled
- Two years of opportunity history using the standard Opportunity object and the Amount and Close Date fields
- Forecasts set by month, not by quarter, using the Opportunities (Revenue) forecast type
- Standard fiscal year enabled, not a custom fiscal year.
Well follow the below steps and enable Salesforce Einstein:
- If you already use Sales Cloud Einstein, add the Einstein Forecasting app permission, available later in February 2018, to your Sales Cloud Einstein permission set.
- From Setup, enter Einstein Forecasting in the Quick Find box, and then select Einstein Forecasting.
- Click Enable.
- If you’ve customized your org’s Homepage, add the performance chart to the Home page manually.
This feature too will be in Pilot, but it is assured that it will be a permanent feature soon.
You need Sales Cloud Einstein licenses to view insights in the mobile app. Sharing actions, activity timeline details, and suggested contact insights are available in Lightning Experience only.
To access insights, tap into the left nav
Marketing Cloud (Pardot and Campaigns):
In Spring 18 rollout the Salesforce Campaigns can be connected with Pardot Campaigns allowing users to design engagement programs, track campaign influence and engagement history, and manage campaign members, all on the same record in Salesforce
Well, this change is also only for Lightning Experience and a beta feature.
Following are some considerations before connecting Salesforce and Pardot Campaigns:
Before enabling B2B Marketing and letting users connect to campaigns, note these points.
- To make use of B2B Marketing app, the Pardot users will need to login into Salesforce.
- After enabling Campaign Alignment, all the Pardot campaigns becomes read-only. Only the campaigns that are connected are used in Pardot. Therefore users can no longer create a campaign from Pardot. Users can Create campaigns from the Salesforce Campaigns tab which is available in the app B2B Marketing.
- The marketers need the Marketing User permission on their user profile, and B2B Marketing Automation App permission set license to connect to the campaigns.
- Marketers will be able to choose the specific Salesforce campaign record types to connect with the Pardot campaign. According to how your company uses record types, the marketing department can choose what not to connect.
- When a Salesforce campaign connects with a Pardot campaign, it will replace the values of those Pardot fields.
- Archive Date
- Created By
- Updated At
- Updated By
- All these actions cannot be undone.
- Connecting campaigns will let Pardot users access the Customizable Campaigns & track the opportunities that are generated by the campaigns.
- For connected campaigns, the Pardot engagement history data can be accessed.
- Users can try connecting campaigns in the Salesforce sandbox which is paired with the Pardot training environment. And if you would like to use a Pardot training environment, then contact Salesforce Support.
Enabling B2B Marketing Application
To allow the application in Salesforce, from Setup enter B2B Marketing Setup in the Quick Find box, and then click B2B Marketing Setup. Then click Turn B2B Marketing On/Off.
To enable Campaign Alignment in the B2B Marketing app, from the Admin tab, choose Account Settings. Then click Enable Campaign Alignment and choose the Salesforce campaign record types you want to allow your marketers to connect to Pardot campaigns. When you complete this action, your Pardot campaigns become read-only. To work with them, your marketing team must connect them to Salesforce campaigns.
The campaigns can be connected one at a time or in bulk, based upon the choice of the user
To connect to an individual campaign, from the B2B Marketing app (1), click on the tab Pardot Campaigns (2). To choose the Unconnected Campaigns view (3), Click on the Connect to CRM Campaign action (4) for selecting the campaign you want to connect.
To connect the campaigns in bulk, click on Download Mapping Workbook (5), Salesforce will export an Excel spreadsheet with separate tabs which list in your Pardot and Salesforce campaigns. Use the tab Connect Campaigns to create a connection list. When you are done, click on Upload Completed Workbook (6) and upload your spreadsheet.
The most important thing for any rep or team is to know how are their prospects doing on various Campaigns present in Salesforce, well if you are a lightning experience user then there is good news, all that needs to be done is add the “Engagement Metrics Component,” Fields history and Reports
The engagement fields available are:
a. Unique Email Opens in Campaign—updated each day
b. Unique Email Opens in Hierarchy—updated each day
c. Unique Email Clicks in Campaign—updated each day
d. Unique Email Clicks in Hierarchy—updated each day
e. Total Emails Delivered in Campaign—updated each hour
f. Total Emails Delivered in Hierarchy—updated each hour
g. Email Open Rate
h. Email Click-Through Rate
a. Total Form Submissions in Campaign—updated each hour
b. Total Form Submissions in Hierarchy—updated each hour
c. Total Form Views in Campaign—updated each hour
d. Total Form Views in Hierarchy—updated each hour
e. Form Submission Rate
a. Unique Marketing Link Clicks on Campaign—updated each day
b. Unique Marketing Link Clicks in Hierarchy—updated each day
Sounds interesting right? And it is interesting! Companies using CPQ have the option of personalized billing, in simple terms, it is nothing but partial payment like say 25% now and remaining paid at a later stage
This feature is available for both classic and lightning users.
A faster, smoother and Seamless are the words used by Salesforce to define their new Payment Centre feature in CPQ, provides the customer more flexibility for settling an Account like making a part payment or full payment and happily enveloped in a simple interface.
This feature is available in both classic and lightning
Well, it’s a new year, and everyone receives gifts! So did Salesforce Lightning as it received new tags and some fantastic features to the existing tags
Some of the new tags are:
- lightning: pillContainer
- lightning: treeGrid
Before the Dreamforce 2017 the word “scratch Orgs” was just a rumor, but after Dreamforce it became a reality! The scratch Orgs provides many features, and they are created from the dev hub, the hubs can be authorized using Salesforce CLI.
Well, this is a surprise and a good one in fact.
In simpler terms, an AI is powerful enough to predict the future!!!! Yes, its true MyEinstein allows users to create custom AI models to track and check customer potential and likelihood. All this information is derived just from Salesforce fields and also allows users to create Chat bots that can be custom trained & directly interact with the customer.
Salesforce just went to another level and introducing this feature will reduce manual errors and boost businesses.
Design a custom training plan for your employees and equip them with a unique set of skills, TrailMaker allows users to create customized training programs.
How many points did I earn? What are my skills? , just visit the Trail profile page to check the status and overall expertise and how many points you have received.
I want to train my employees with opportunity logging and reports at the same time. Can I do that? Yes, you surely can! Just mix these using the Trail Mix feature and create a secret blend of training path to upgrade your employees
Managers want to check how many employees have completed their courses, just use the Trail Tracker for this, it will allow you to track the current status and complete courses at the click of a button.
We have tried to be as exhaustive as possible in explaining these features to you. Hope you implement them and enjoy the benefits. Cheers!
Author: Deepesh Rao, PreludeSys Salesforce CoE