Pipeline Preview (Manual CRM Upload)

Owned by Robert Van Brunt
Last updated: Mar 11, 2024
8 min read

What is it?

It’s a tool that allows Madison Logic clients to benefit from a secondary, streamlined option to connect their CRM data with the ML Platform, giving immediate visibility into the power of a full CRM integration. Pipeline Preview is a process for allowing a manual CRM file upload (such as a CSV file) securely into the ML Platform to see pipeline and revenue impact.

 

Who is it for?

This feature is only available for clients who do not have an active CRM integration.

 

What fields are required, and what is their purpose?

Field Name​

Required?​

Description / Purpose​

Account Name​

Yes​

Provides a user-friendly way to present and view the data on ML Platform​

Opportunity ID​

Yes​

Allows Madison Logic to track the individual opportunity across multiple updates/uploads​

Domain, Website, or Email​

One of these is required​

Allows Madison Logic to perform account to domain matching from your system to the ML Platform, to ensure accurate and complete reporting across systems​

Opportunity Name​

Yes​

Provides a user-friendly way to present and view the data on ML Platform​

Opportunity Stage​

Yes​

Allows Madison Logic to track the opportunity's progress through your pipeline, and identify ML-influenced opportunities, as well as calculate Deal Volume for Closed-Won opportunities.​

Probability​

Yes​

Allows Madison Logic to project Deal Value based on likelihood of an opportunity closing​; Also allows for Madison Logic to sort pipeline view.

Opportunity Created Date​

Yes​

Allows Madison Logic to determine Deal Velocity​

Field must be in MM/DD/YYYY format.

Account ID​

Optional​

Allows Madison Logic to associate opportunities with relevant Accounts. If Account ID is not included, Madison Logic will attempt to match on Account Name and Domain/Website/Email​

Opportunity Value​

Optional​

Allows Madison Logic to calculate Deal Value. If Opportunity Value is not included, Volume and Velocity can still be represented. Value must be in USD.​

Last Updated Date​

Optional​

Allows Madison Logic to track Deal Velocity. If Last Updated Date is not included, Velocity will be calculated from the Opportunity Created Date and the date of the file upload.

Field must be in MM/DD/YYYY format​

 

What is the high-level process?

  1. The client will generate a report that contains the necessary fields from their source of truth (such as Salesforce).

  2. The client will log into ML Platform and securely upload the file.

  3. The client will perform any necessary mapping between their source of truth and the ML Platform (note that any fields with matching names will automatically be mapped).

  4. Your Madison Logic team (CSM, ECSM, Sales, Solutions Consultants, etc) will review the data and schedule a call to discuss pipeline insights and opportunities.

 

How do I use it?

  1. Off-platform, create an Opportunity report from your source of truth. The format should be .csv, .xls or .xlsx. See here for Salesforce help.

  2. The file should be uploaded to the ML Platform

    1. Clients must upload the file themselves, either from the Pipeline page or from the Setup tab

    2. Clients will need to upload this themselves, rather than sending a file to ML. This is to ensure that we do not receive or process any sensitive data.

  3. Identify if the upload is an “overwrite” or “append” upload

    1. “Overwrite existing records” will wipe all previous records.

      1. It is the default setting the first time an upload is performed for a client

      2. It is also the recommended option if the client wants/needs to wipe all previous records

      3. Opportunities and deals that were already on the ML Platform will be removed

    2. “Append previous records” will provide an update to existing data

      1. This is only an option if a previous file has been uploaded

      2. No records will be removed or deleted

      3. Matching accounts and opportunities will be updated

      4. New Accounts and Opportunities in the file will be added

      5. Accounts and Opportunities not in the file, but already on ML Platform, will remain

  4. Perform mapping of the file to the required fields.

    1. Any file headers that are exact matches to the required fields will be mapped automatically (the user will still have the option to change it)

    2. On incremental uploads, previous mappings will be remembered (again, the user will still have the option to change it)

  5. Complete the mapping and resolve any errors

    1. Users can filter down to only see “rejected rows” in order to make it easier to find patterns in their data (this will make it easier to make bulk changes in their file before attempting another upload)

    2. Note that rejected rows will be skipped over, but all “successful” rows will still be uploaded!

  6. The Madison Logic account team will receive an automated email to let them know a client has uploaded a file - this will serve as a trigger to an internal workflow for review, insights, and call prep

  7. It will take approximately 24 hours for the information to be available on the ML Platform. This includes the Pipeline view and the Performance Summary page

 

FAQ

  • Can Madison Logic upload the file on my behalf?

    • No. The clients will need to upload the file themselves. This ensures that the ML team does not receive or download any PII or sensitive data.

  • What file types are supported?

    • .csv, .xlsx, and .xls files are supported

  • What information is required from my system?

    • Since a client can configure and customize their CRM, we don’t have specific field names that are required.

    • The tool allows a user to select the fields from the uploaded file and map them to the required fields listed above.

  • Can I upload a file more than once?

    • Yes, the tool will support multiple uploads. This is similar to Madison Logic getting a periodic update from Salesforce via an Integration. It’s important to keep Account and Opportunity status up to date in the ML Platform, to ensure accurate ROI reporting.

  • How often should I upload a file to ensure fresh reporting?

    • Depending on the speed of your pipeline, we expect an upload to happen once every ~2-4 weeks in order to keep data relatively fresh, without taxing individuals on the client or ML teams with repeated downloads/uploads.

    • We understand that performing uploads more frequently will show little change, and that waiting too long makes the data we present stale.

  • Can I create a scheduled export and email it to Madison Logic?

    • No, the file must be uploaded by the client to ensure data privacy.

  • What is the difference between an “overwrite” and “append” upload? And when to use each?

    • An Overwrite will wipe all previous records and ONLY display information for the Accounts and Opportunities that are included in the current upload file. All previous information is removed, and the only information that is displayed is that which is included in the current file.

      • By default, the first upload is always considered a “clean” upload.

      • If an Account/Opportunity were included in a previous upload, but not in a “clean” upload, that Account/Opportunity will not remain on the Pipeline page.

      • A clean upload should be used if the client wants to start from scratch when viewing Pipeline data.

    • Appending will provide updates to the records that are in the file.

      • This upload should be used when a client already has uploaded a file, and is only sharing a file that has changes.

      • If an Account/Opportunity were included in a previous upload, but not in an “incremental” upload, that Account/Opportunity WILL remain on the Pipeline page.

  • What if I made a mistake with the file that was uploaded?

    • If you made a mistake uploading a file, the best course of action to take is to start over with an “overwrite” upload of a full dataset. This will remove all previous upload records from displaying on the Pipeline page (though the records will still be accessible through the saved files from previous uploads).

  • Why do I have to wait 24 hours? Why isn’t the data available immediately in Pipeline view?

    • After upload, the data must pass through the same processing flow as our CRM integration. This includes resolving Account and Domain mappings, which can take up to 24 hours.

  • I’m seeing some errors in the file I’m trying to upload, what are some of the common issues?

  • Does it have to come from a CRM? And does it have to be Salesforce?

    • No, the data does not have to come from a CRM system. Any system that the client uses that contains the relevant information (a different CRM like Microsoft Dynamics, or a MAP like Eloqua, Hubspot, Marketo, etc.) can be used.

    • The object names that our tool uses are aligned with Salesforce object names, as this is the most popular tool among our target audience.

  • I use a CRM or MAP that doesn’t have a supported integration?

    • Any system that can generate a file with the required fields can be used. The specific field names that Madison Logic uses are tied to Salesforce (which is the most common CRM platform used by our customers).

    • Any other CRM or MAP system (as well as a customized Salesforce instance) can be used to generate a report, but will require the user to understand the mapping from their system to the ML Platform.

    • The ML Product team is continuing to expand our integration capabilities that align with the most common platforms our clients use. We continue to identify CRM or MAP tools that are used by customers that are willing to integrate, they will be added to the roadmap.

  • How is this different than a full integration?

    • This upload provides a snapshot view into the client’s Pipeline and the impact Madison Logic has on their target accounts. Over time, this view becomes stale or outdated, and needs to be manually refreshed periodically. A Salesforce integration provides continuous updates regarding the client’s accounts and pipeline.

    • A Salesforce integration also enables enhanced targeting capabilities in ML Builder. Clients can use any of the fields they choose to include from Accounts, Contacts and Opportunities when building Target Account Lists in MLB.

    • Lastly, a full integration allows for Madison Logic to pass insights back to the client’s Salesforce system via ABM Signals. This upload does not allow for ML to pass any information back to the client.