Skip to main content
Full Circle Insights

Release Notes 1.22

Release Schedule

Name Description Date
Sandbox Upgrade All Response Management installs in Sandbox orgs will receive the update automatically 08/08/2017
Production Upgrade All Response Management installs in production orgs will receive the update automatically 08/13 - 17/2017

Users will receive this release as a push upgrade.  Please note that automatic release updates will not effect existing Response Management functionality; opt in and configuration are required before features are enabled. 

 

Release at a Glance

New Feature Automatically visible to all users Requires administrator setup Contact Customer Success to Enable
Configure funnels in administration console   Customer orgs running Response Management 1.21 and prior require customer success input
Enhancements Automatically visible to all users Requires administrator setup Contact Customer Success to Enable
Managed Package Funnel Field Label Updates X - Orgs where translation workbench was used to modify FCI standard field labels will not be affected    
Disable First Owner Setting X X X
Multi Currency Advanced Configuration Solution X   X
Custom Setting to Hide the Deal Explorer Visualization Tab   X  
Create Opportunity from Contact in Lightning Experience    X Orgs running Response Management 1.21 and earlier requires administrator setup

New Feature

Funnel

Response Management creates a measurable funnel using a combination of funnel stages, stage attainment dates, reportable dimensions and calculations on the campaign member object.  In previous versions of Response Management, the configuration of funnel stage fields, attainment dates and additional custom fields to support reporting were delivered using a combination of managed package fields, custom workflows, processes and, in some cases, triggers.  With this release, system administrators can now customize funnel names, configure standard funnel stages, add custom stages, define triggering events, fields to populate upon funnel stage attainment and define user fields to be populated as stages progress, all from within the Response Management administration console.  This feature greatly simplifies implementation and maintenance by providing a wizard-like interface to set up and update funnels, funnel-related fields and settings. 

For new customers deploying Response Management, the new Funnel feature will be enabled by default and will be used to customize the solution.  Existing customers will not be affected by this change.  The application will be updated but this functionality will be disabled.  There is no requirement to migrate to the new functionality and a switch will require a review and potential re-vamp of business processes.  However if an existing customers chooses to migrate to the new feature please contact your Customer Success contact to discuss.  

Draft, Active and Archived Funnel Configuration

Response Management now maintains funnels in draft, active and archived configuration sets.  When the application is first installed, two draft funnels are made available:  Marketing and Sales.  All funnels are defined by the "Campaign Sourced By" field on the Campaign object.  You can activate one or both and create additional funnels, ensuring that the Campaign Sourced By field on the Campaign is populated with the relevant value.  For example, to create a funnel to measure Partner-sourced, add "Partner" to the list of values in the picklist.  In Funnel configuration, add a new funnel and select "Partner".  

Administrators will activate a funnel once the necessary business processes are defined.  When a funnel is activated it may not be modified.  The user must clone the active funnel configuration, which creates a clone in draft mode, make changes to the funnel and then activate it.  The application automatically archives the previous version of the newly activated funnel.  This provides security so that users do not accidentally change active funnels on the fly and also allows administrators to audit when funnels were in place for data audit purposes.  

Funnel Stages

Funnel stages capture sequential milestones in a buyer’s journey or engagement with your company. Full Circle delivers a standard set of funnel stages that meet the needs of most companies. Once you have selected the "Campaign Sourced By" value in the first step, you can customize the standard stages and/or create new funnel stages to meet business requirements.  The funnels and definitions delivered with the package are described below.  Funnel stage order is important because stages cannot be skipped; prior stages are back-populated.  For example, if a user performs an action that sets MQL prior to attainment of Inquiry, the application will set the funnel stage and time stamp field for Inquiry.  Administrators can drag and drop the stages to set their order in the funnel.

Funnel Stage Definition
Inquiry Any campaign member response inserted to Salesforce; the related lead/contact has raised hand
MQL Marketing Qualified: response meets qualification threshold, usually a score evaluated by the application; the related lead/contact is qualified.
SAL Sales Accepted: response that progresses to a working status; the related lead or contact is engaged by the sales team
SQL Sales Qualified: opportunity created, related contact is associated to a new opportunity
Won Closed Won opportunity, sales engagement with related contact is complete

There are 3 elements that comprise a funnel stage:

1. Define the type of triggering event
2. Select campaign member funnel fields to be populated upon stage attainment
3. Select campaign member user-related fields to be populated upon stage attainment

Triggering Events

Administrators can now define the triggering events or conditions that cause a funnel stage to be attained.  The types of events that can trigger funnel stage attainment are:

  • Field Update on the Campaign Member or Opportunity
  • Opportunity Association
  • Lead Conversion
  • Insertion of a new Active Response
  • Insertion of a New Response

Once the triggering event is defined, you can optionally define Campaign Member Filter Criteria or conditions that should be met in order for the stage to be attained.  

If you select Field Update as the triggering event the application will prompt you to select either the Opportunity or the Campaign Member object where the field update occurs to be evaluated in setting the stage.

Fields to Populate

Funnel stage attainment is tracked on the campaign member using a combination of a checkbox, a date and a date/time field.  By default, date and date/time fields will be populated with the date and time of the triggering event.  Alternatively, you can populate the date and date/time fields using a source field that you can define.

When using the Source Field, write the campaign member field API (e.g. FCRM__FCR_Response_Date__c). Or to use a field from another object, write the object and field API (e.g. FCRM__FCR_Opportunity__r.CreatedDate).

User Tracking

It is now possible to configure user-related fields to be populated on the campaign member upon stage attainment.  Once enabled, this feature allows administrators to define User, Role or Profile information from a running user or record owner.  This information will be tracked on a campaign member field.  

An example of how this might be used is if an administrator wants to track which user profile first engaged with the related lead or contact. 

Milestones

In addition to tracking funnel stage and attainment dates, many companies want to track non-funnel milestones in the buyer journey in order to develop more granular reports.  For example, many companies track reporting dimensions like when a sales user rejected a lead.  Response Management can track a field and date stamp labeled "SRL" that can be used to report on when this milestone was reached. 

The difference between milestones and funnel stages is that milestones are independent of each other, whereas funnel stages are sequentially related. With funnel stages, if a user performs an action that sets MQL prior to attainment of Inquiry, the application will set the funnel stage and time stamp field for both MQL and Inquiry.  Milestones are attained independently.

Administrators can now define the milestone events, or conditions under which a milestone is reached, from within application configuration. There are 3 elements that comprise a milestone event:

1. Define the type of triggering event
2. Select campaign member fields to be populated upon milestone attainment
3. Select campaign member user-related fields to be populated upon milestone attainment

Triggering Events

The types of events that can trigger milestone attainment are:

  • Field Update on the Campaign Member or Opportunity
  • Opportunity Association
  • Lead Conversion
  • Insertion of a new Active Response or
  • Insertion of a New Response

Once the milestone is defined, you can optionally define Campaign Member Filter Criteria or conditions that should be met in order for the milestone to be attained.

If you select Field Update as the triggering event the application will prompt you to select either the Opportunity or the Campaign Member object where the field update occurs to be evaluated in setting the milestone.

Fields to Populate

Milestone attainment is tracked on the campaign member using a combination of checkbox, a date and a date/time field.  By default, date and date/time fields will be populated with the date and time of the triggering event.  Alternatively, you can populate the date and date/time fields using a source field that you can define.

When using the Source Field, write the campaign member field API (e.g. FCRM__FCR_Response_Date__c). Or to use a field from another object, write the object and field API (e.g. FCRM__FCR_Opportunity__r.CreatedDate).

User Tracking

It is now possible to configure user-related fields to be populated on the campaign member upon milestone attainment.  Once enabled, this feature allows administrators to define User, Role or Profile information from a running user or record owner.  This information will be tracked on a campaign member field.  

An example of how this might be used is if an administrator wants to track which user profile was engaged with the related lead or contact when the engagement was dispositioned (e.g. SRL - sales rejected lead). 

Enhancements

Managed Package Funnel Field Label Updates

The managed package field labels for funnel stages have been updated to reflect industry standards.  Most existing customers have used the Translation Workbench to apply custom labels to funnel stage fields in their orgs, and will not be affected by these changes. 

Disable First Owner Setting

Prior to version 1.22, Response Management tracked several user-related fields (First Owner Type, First Owner Assigned, First Queue Assigned and First Owner Worked) when specific stages and dimensions were attained.

With the new custom funnel framework, the ability to configure user tracking fields to be set when a certain stage is attained has been added to the administration console.  User tracking fields can also be set when milestones are attained.  

To disable First Owner User Tracking, navigate to Advanced Configuration and select Disable First Owner Setting.  We recommend doing this only if enabling the version 1.22 Funnel feature.

Multi Currency Advanced Configuration Solution

In orgs where multi currency and advanced currency management are enabled, some calculation ratios in the Deal Explorer were inverted.  Full Circle has developed a custom setting that corrects this issue, which can only be enabled by FCI.

The workaround we are have developed is a custom setting called "Force Standard Multi-currency", which can only be enabled by Full Circle Insights via LMA access. When enabled, Response Management will force the standard multi-currency conversion rate in the Deal Explorer view.

If you are running multi currency and advanced currency management  in your org, please log a case with Full Circle Insights Customer Success.

Custom Setting to Hide the Deal Explorer Visualization Tab

Most customers do not use the Deal Explorer Visualization tab.  This checkbox will hide the tab.  In Advanced Configuration settings, we have added a checkbox labeled Disable Deal Explorer Visualization Tab where you can choose to hide this tab.

Create Opportunity from Contact in Lightning Experience

In orgs where the Salesforce Lightning Experience is enabled, when an end user creates an opportunity from the contact object, Salesforce does not create a contact role for the related contact, therefore Campaign Member data is not associated with the Opportunity, resulting in data loss.

Version 1.22 of Response Management includes a Lightning Action called “New Opportunity” (API name: FCR_OppCreateAction). After being added to the Contact page layout(s), when an Opportunity is created using this Action, Response Management now behaves as expected.

Pre-requisite: Lightning components require My Domain, and Domain Deployed to Users. For more information go to Salesforce Setup | Domain Management | My Domain.

To Configure:

1.    Add button to layout(s)

a.    Go to Lightning Experience

b.    Setup | Object Manager | Contact

c.    Page Layouts

d.    Click the layout you want to add the Action to

e.    Click "Salesforce1 & Lightning Actions"

f.    Add "New Opportunity" (FCR_OppCreateAction) to the "Salesforce1 and Lightning Experience Actions" section

g.    Save the layout

2.    Disable the Salesforce Opportunity 'New' button.  Please note that this will also remove the standard New Opportunity button from the Opportunities related list for users operating in Salesforce Classic.

a.    Go to Setup | Customize | Contacts | Page Layout

b.    On the Opportunity Related List, click the wrench

c.    Click the + next Buttons d.    Uncheck “New”

e.    Save the layout

 

 

  • Was this article helpful?