Buyer Discovery for Salesforce install guide

The Buyer Discovery for Salesforce App brings Buyer Discovery intent signals to your Salesforce Org. Here are the steps for installing the Managed package application for Buyer Discovery in your Salesforce Org.

Note: Integration User Recommended

● If the admin user/installer of the Buyer Discovery for Salesforce app leaves their company and is inactivated, all of their related Apex jobs will be impacted, interfering with the Buyer Discovery data imports.

● For this reason, we recommend all clients to set up a dedicated Integration User and run all the App configuration and initial setup using this user.

● If Buyer Discovery needs to be moved from an account to a different Integration User account, this can be done by first re-authorizing the Buyer Discovery app with a new system admin user, and then making the previous user inactive.

Note: Non-Buyer Discovery Default Account Record Type Recommended

● All Buyer Discovery-related Account records are created as a “Gartner Buyer Discovery” Account record type. This record type contains a common page layout, as well as the Buyer Discovery Accounts Visualforce Page. If no other default is selected, the "Gartner Buyer Discovery" Account record type becomes the default for all new account creation.

● Depending on your organization’s needs and Salesforce environment, you may choose to use a different Account record type for default Account creation. If so, please follow the instructions in the Record Types section in Step 3 below.

Step 1: Setting a segment to start the Salesforce integration

To start the Buyer Discovery for Salesforce integration, the first step is to create a segment to set a company filter on the Data Insights web app. 

Based on this filter, the companies that make it through this filter will be sent to your Salesforce org for matching. 

Prerequisites

1. An active Buyer Discovery subscription credentials

2. Salesforce Admin permission sets

Configure Prospect Segment

1. Log on to the Data Insights web app, https://datainsights.gartner.com/

2. Click on the Segments Tab

3. Select the correct product in the Product field.  Select Add. 

 Note: 

"B2B Intent" is seen below as an example product. 

4. Select the filters to decide which type of company prospects to match between Buyer Discovery prospects with Accounts in your Salesforce org.  Once all filters are checked select Create Segment.  Name this segment with Salesforce in the title so you know what segment to select in Step 1.5. 

Tip: 

The companies that pass through these filters are compared with your full list of Salesforce Accounts and matched by domain (website) and/or Account name .  This will not auto-create any net-new accounts in SFDC.  It is simply looking for which companies are matches and which are not matches.

We recommend leaving these filters as wide as possible, in order to discover the most Account matches. If your Ideal Customer Profile has specific characteristics, and therefore companies you must exclude, you can opt to set narrow filters.

5. Navigate to the Exports List tab.  Select Add.  Select Salesforce.  Select your newly created Salesforce Segment from the 'Select a segment' dropdown list.  Select Save.

Note: If you need to update your Salesforce filters in the future you will need to return to your Salesforce segment in the Segments tab, select your updated filters, select Save Segment.  The next time your Buyer Discovery app syncs, it will pass over company prospects reflective of your updated filter.

Step 2: Installing the app

Prerequisites

To install the buyer intent managed package to your Salesforce organization, you will need to have the following prerequisites in place:

1. A Salesforce production or sandbox organization: This is the environment where you want to install the managed package. Make sure you are logged in to the correct organization.

2. A Managed Package URL and API credentials: These details will be provided in an onboarding letter sent to your admin. The Managed Package URL will look something like this: /packaging/installPackage.apexp?p0=xyzabc12345 and the API credentials will include a Client ID and Client Secret. Keep these handy, as you will need them in the next step.

Setup steps

Now that you have the necessary prerequisites, you can begin the installation process. Follow these steps to load the buyer intent managed package into your Salesforce organization:

1. In your web browser's address bar, enter the URL of your Salesforce environment, followed by the Managed Package URL that was provided to you. For example: https://yourenvironment.lightning.force.com/packaging/installPackage.apexp?p0=04t6h100008BygL

2. Once you have entered the correct URL, you will be taken to the package installation page. From here, select the option to "Install for All Users".

3. After selecting this option, you will be presented with an acknowledgement page. Read through the information provided, and if you agree to the terms, click the "I Acknowledge" button.

4. Next, click the "Install" button to begin the installation process.

You may be prompted with a security warning at this point. If so, click "Yes" to proceed with the installation.

5. After clicking "Yes", you will be taken to a page with a "Continue" button. Click this button to begin the actual installation process.

6. The installation may take a few minutes to complete. While you wait, you may see a message stating that the app is taking a long time to install. If you see this message, simply click "Done" and the installation will continue in the background.

Once the installation is complete, you will receive a notification indicating that the package has been successfully installed.

Congratulations! You have now successfully installed the buyer intent managed package to your Salesforce organization. You should now be able to access the new features and functionality provided by the package.

Step 3: Making sure Account Record Types and Email Deliverability continue working as expected

Check Email Deliverability

1. Click on the gear icon on the top right corner of the page and then click on the  “Setup” option.

2. In the “Quick Find” box in the upper right of the screen type “Deliverability”. 

3. Click  “Deliverability” in the result pane when the choice appears. The “Deliverability” configuration page will appear. 

4. Select “All Emails” in the “Access level” field and click on “Save”

Verify Account Record Type

In order to make the Buyer Discovery Account unique, this application associates the company prospects converted into an account with a  Gartner Buyer Discovery record type. If this is not needed, the System Administrator can create a custom record type and make this newly created record type as default for all Account records before installing this application.

To create a custom record type, the user can follow the steps described below:

1. Click on the gear icon on the top right corner of the page and then click on the  “Setup” option.

2. In the “Quick Find” box in the upper right of the screen type “Object Manager”. 

3. Click  “Object Manager” in the result pane when the choice appears. The “Account” object will appear on the top of the list. Click on the “Account”.

4. On the left side pane “Record Types” will appear and click on it.

5. “Gartner Buyer Discovery” record will appear in the list. Now, click on the “New” button.

6. Create a new Record Type. Also mark this Record Type as Master.

7. In the “Profile” section, check “Enable for Profile” and “Make Default” checkboxes for the System Administrator profile & for profile/s to whom we are going to assign the Buyer Discovery Permission set. Click on the “Next” button.

8. Assign Account Page Layout to this record type. Save the record type. 

Step 4: Assign Permission Sets

Permissions need to be assigned for all users, including the admin, to get access to Buyer Discovery for Salesforce.  Three types of permissions sets can be assigned to users:

• Buyer Discovery App System Admin

• Buyer Discovery App Functional Admin 

• Buyer Discovery App End User.

To assign permission sets in bulk for users follow the steps described below:

1. Click on the gear icon on the top right corner of the page and then click on the  “Setup” option. 

2. In the “Quick Find” box in the upper right of the screen type “Permission Sets”.

3. Click  “Permission Sets” in the result pane when the choice appears. The “Permission Sets” configuration page will appear. 

4. Click on “Buyer Discovery App System Admin”.   A new screen appears with the title “Permission Sets - Buyer Discovery App System Admin.”.

5. Click on the “Manage Assignments” button on the top of the screen.  The ”Assigned Users” page will appear. 

6. Click on “Add Assignments” to display a list of users.  

7. Select the users for which you want the permission set assigned and then click “Assign”.

8. Repeat steps 3 through 7 for the “Buyer Discovery App System Functional Admin” and “Buyer Discovery App System End User” permission sets to assign additional types of app users.

Add the Account Inline Page to Layouts

The Salesforce system administrator must modify account Page Layouts in order to view the Account Inline Page. 

The Account Inline Page contains intent signal and session data displayed in the Account Details of matched accounts.

The instructions below are one example of how to add this page to account details.  Each Salesforce org will likely have customized page layouts by role and record type.  Therefore, the Salesforce admin may select alternative methods to add this “BDAppAccountInlinePage”  VisualForce page to the desired Page Layouts.

Follow the steps below to see one example of how to view the Account Inline Page in the Account Details section of  an Account:

1. Click on the gear icon on the top right corner of the page and then click on the  “Setup” option. 

2. In the “Quick Find” box in the upper right of the screen type “Object Manager”. 

3. Click  “Object Manager” in the result pane when the choice appears. The “Object Manager” configuration page will appear.

4. Click on “Account”.  The “Account” configuration page will appear.

5. In the “Account” page, click on the “Page Layouts”  option.  The “Page Layouts” configuration page will appear.

6. Click on “Account Layout”.  The configuration page for the layout will open.  If your organization uses other page layouts where you want to see the Account Inline View you can select those instead.

7. Scroll down to the bottom and click on “Visualforce Pages”.

8. Click on “Section” and drag down to the location where you want to see the Account Inline Page in the Layout.  The long bright green line indicates where the section will be placed.

9. The Section Properties screen appears:  

• Type “Gartner Buyer Discovery” for the “Section Name”

• Choose “Detail Page” in “Display Section Header On”

• Choose “1-column” for the “Layout”

• Click “OK”

10. Click on “‘BdAppAccountInlinePage” and drag down to just below the title of the new section created in the step above.

11. The “BdAppAccountInlinePage” will appear in the section.

12. Click on the tool icon in the upper right of the “BdAppAccountInlinePage”.  

13. The “Page Properties” screen appears” 

1. Enter 100% for ‘Width”

2. Enter 800 for “Height”.

3. Click on “OK”  

14. Click on “Save” in the upper left corner.

15. Repeat steps 6 through 12 for each Layout to which the Account Inline Page will be added.

Add the Lead Inline Page to Layouts

1. From the Setup page, locate the Object Manager and select the ‘Lead’ object. Click ‘Page Layouts’ and select the layout you wish to add the Visualforce page to.

2. In the selected page layout within the ‘Fields’ section, drag and drop a new ‘Section’  into the desired area of the page layout where you would like the Buyer Discovery Intent Signals to reside. Name this section and choose the 1-column layout (visual reference next page).

3. In the top left section under the ‘Save’ button, scroll down to select the ‘Visualforce Pages’ section. From there, drag and drop the ‘BDAppLeadInlinePage’ to the new section that was just created. Clicking the wrench icon in the upper right corner of this new page will enable you to edit the width and height. We recommend keeping the default width settings and customizing the height to 800 pixels.

4. Click ‘Save’ in the upper left corner of the page layout.

5. Existing leads that have been matched to Buyer Discovery Company Prospects will display the company-level intent signals on the Visualforce page under the ‘Details’ tab of the respective lead record.

Step 6: Check Account creation Validation Rules

Buyer Discovery for Salesforce includes the capability to create accounts directly from imported company prospect data. This function will not work if Validation Rules are configured in the Salesforce environment preventing the app from creating accounts.  

To check if problematic Validation Rules are configured in Salesforce, manually create a new account with the Gartner Buyer Discovery record type by doing the following: 

1. Click on the Salesforce “Accounts” tab.

2. Select “New” to create a new account

3. Select the “Gartner Buyer Discovery” radio button

4. Click on “Next” 

5. Enter test account data, example data is shown in the pictures

6. Click on “Save”

If an account is created then there are no account Validation Rules blocking Buyer Discovery for Salesforce from creating accounts.  Proceed to the next section.

If an account is not created and an error appears similar to the picture to the right, a system admin needs to reconfigure the account Validation Rules which are blocking account creation. 

For example the account Validation Rule on the right is intended for the specific record type of “Zendesk” but is generically being applied to all record types including “Gartner Buyer Discovery”. 

When the rule is rewritten to conditionally apply to the “Zendesk Org” record type then accounts with the “Gartner Buyer Discovery” record type can be created.

The above is one example of a validation rule that can interfere with Buyer Discovery for Salesforce creating accounts. 

Repeat steps one through six until all validation rules and triggers are remediated to allow accounts of record type Gartner Buyer Discovery to be created.

Step 7: Access the App

1. Click on the App Launcher which is the matrix of three dots in the upper left.

2. Type  “Buyer Discovery” and the Buyer Discovery app icon will appear. Click on it.  The Buyer Discovery app  tabs will appear.

3. Click on the “Buyer Discovery” tab.

Authorize to Import Company Prospects

1. In the “Setup” tab enter your “Client ID” and “Client Secret”, hint: see pre-requisites at the beginning of this guide to obtain.  

2. An “Authorization Successful” message will appear. 

3. The “Subscribed Product” pane and “Schedule Import” pane will now appear beneath the “Authorize Pane”.

4. Click “Save” and “Continue” in the “Schedule Import” pane. 

5. You will now see the “Matching and Mapping” tab.

Matching and Mapping

1. The app has “Domain” and “Company” auto-match options.  This feature identifies existing accounts in Salesforce which have the same root domain or same Company name as an imported company prospect and automatically creates an association.

2. Select “Auto Create Accounts” if you want unmatched company prospects to be created as net-new accounts in bulk. This is not an option until both Domain and Company auto-match is selected. This ensures all your existing accounts are checked for viable matches prior to creating new accounts. 

3. Lead Matching scans Buyer Discovery company prospects and identifies if any existing Leads in the user’s Salesforce environment share the same domain with these companies. If so, a match is created between the Buyer Discovery company and Lead, and a new custom object named ‘Lead Match’ is created to store this association. A Visualforce page is provided which can be added to the Lead page layout - identical to the page at the Account level. This page displays the Buyer Discovery intent signals and session details of the company-level prospect.

4. By default, a selection of field mappings is auto-populated.  These mappings control which Buyer Discovery fields are populated into an account, when a new account is created.  If you prefer other fields to be mapped use the drop downs to make a different selection.  Mapped fields must have the same data type or they won’t be validated.

5. Click on “Save” and “Continue”.  The “Company Prospect” tab is now displayed. 

Buyer Discovery for Salesforce is now set-up and will begin to populate company prospects immediately while running several processes including download of the company prospects, and identifying automatch and probable match candidates. 

Initially, this can take 15 - 60 minutes depending on the number of company prospects needing to be processed. Incremental updates will take from 5 to 30 minutes to fully process.