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Full Circle Insights

Creating New Opportunities Through the Salesforce UI

Background

Full Circle customers that use the Response Management application achieve higher quality data in their Salesforce org, resulting in better insights which are crucial to making better decisions. A critical part of this is consistently relating data between Leads/Contacts, Campaigns, Campaign Member responses, and Opportunities. This is done by putting some restrictions in place around how opportunities are created in Salesforce using Response Management. This article will discuss the benefits of using this process, when to use it, and how to configure your org to use it. 

Benefits

When you restrict how opportunities are created in your org with Response Management, there are a number of features that you can potentially benefit from. Note that each of the features below require some additional configuration, which is discussed later in this article. 

Active Mode Restrictions

If your org is configured to be running Response Management in active or hybrid mode, users can only create an opportunity for a lead/contact that has an active Campaign Member response associated to it. By doing so, a consistent linkage is maintained between the most important campaign touch, the lead/contact, and the opportunity, allowing marketers to tie marketing spend to various types of revenue. 

Opportunity Gating

When this setting is enabled, active mode users must create opportunities from a contact or through lead conversion. By doing so, you are able to map fields from the contact to the opportunity, and Response Management will automatically copy the values to the opportunity when it is created (see Opportunity Creation Query String). 

Opportunity Naming Convention

When this setting is enabled and an opportunity is created from a contact record, the opportunity name field will be pre-populated with the account name followed by a dash. 

Opportunity Creation Query String

This setting allows you to map fields from the contact to the opportunity. When the opportunity is created, the application will copy the values from the contact to the opportunity. 

When to Use

Restricting opportunity creation should be used in orgs that are running in active or hybrid mode. Passive mode orgs do not need to restrict opportunity creation.

How to Configure

NOTE: Be sure to check with your Full Circle account manager to ensure all the various settings in Response Management are configured properly to meet your business requirements. This article is limited in scope and only covers how to configure the application for creating new opportunities via the Salesforce UI as well as some related features that are referenced above.

New Opportunity Button Override

When to use: All orgs running in active or hybrid mode must override the "New" opportunity button in order to restrict opportunity creation. These instructions cover both Lightning and Classic.

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

Configuration consists of THREE steps:

  • First, the standard button/action needs to be overridden.
  • Second (and third), there is a supporting Lightning component that needs to be placed on the Contact and Account Lightning Record Pages in the org. This component is required in order for the override component to function correctly. It informs the other component whether the user is currently on a Contact detail page or some other page within the org.

Step 1: Override the Opportunity "New" Button

You can override a standard button in both Salesforce Classic and Lightning Experience. While the destination is the same, the navigation paths are different.

Lightning Experience

  1. From Setup, enter the object in the Quick Find box.
  2. Select Object Manager.
  3. Click the name of the object for which you want to override a standard action.
  4. Select Buttons, Links, and Actions.

Salesforce Classic

  1. From Setup, navigate to the object for which you want to override a standard action.
  2. For standard objects, navigate to Build | Customize, and find the object.
  3. For custom objects, navigate to Build | Create | Objects, and find the object.
  4. Click the name of the object.
  5. Scroll to the Buttons, Links, and Actions section.

Once you’re viewing the object’s Buttons, Links, and Actions list, select Edit for the action you want to override. From here, the steps are the same.

  1. For Salesforce Classic Override, select Visualforce page FCR_NewOpportunityButton.
  2. For Lightning Experience Override AND Mobile Override, select Lightning Component FCRM:FCROppNew.
  3. Do not check "Skip record type selection page"
  4. Click Save.

Note: Users won’t see changes to action overrides until they reload Lightning Experience or Salesforce Mobile. On Windows use CTRL+F5. On Mac use Command+R.

Step 2: Edit the Contact Lightning Record Page(s)

Lightning Experience

  1. From Setup, enter object in the Quick Find box.
  2. Select Object Manager.
  3. Click the Contact object.
  4. Select Lightning Record Pages.
  5. Edit each page, placing the component named FCROppNewLocationSupport at the very top of the page. This component has no UI elements and will not be visible on the page, but must be placed on the page in order for the FCROppNew component to function properly.
  6. Save the page.

Step 3: Edit the Account Lightning Record Page(s)

Lightning Experience

  1. Repeat Step 2 (above) for the Account Lightning Record Pages.

FCR-NewOppOverride.png

 

New Opportunity Quick Action

When to use: The New Opportunity Quick Action is an optional configuration that provides users with a convenient button in the top/right area of a contact lightning record page. This is only available in Lightning.

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

Add Button to Layouts

  1. Go to Lightning Experience
  2. Setup | Object Manager | Contact
  3. Page Layouts
  4. Click the layout you want to add the Action to
  5. Click "Mobile & Lightning Actions"
  6. Add "New Opportunity" (FCR_OppCreateAction) to the "Salesforce1 and Lightning Experience Actions" section
  7. Save the layout

Configuring page layout:

quick-action-pagelayout.png

 

Quick action on contact lightning record page:

quick-action-oncontact.png

 

Opportunity Creation Query String

When to use: If you are creating opportunities from the contact and want field values copied from contact to opportunity. Compatible with Classic and Lightning.

Prerequisite: You must override the "New" Opportunity Button, as described above, in order for this feature to work.

Configure "Opportunity Creation Query String"

  1. Go to Setup | Installed Packages | Full Circle Response Management | Configure | General
  2. In "Opportunity Creation Query String" setting, enter pairs of values to specify contact/opportunity field mapping. See below for examples.
  3. Click "Save and Return to Main"

Field Pairs

A pair of fields consists of an opportunity field on the left side of the "=" and a contact field on the right. Multiple field pairs are separated by the "&" symbol.

For example:

oppField=contactField&oppField2=contactField2

Salesforce Classic

In Classic, you are able to reference opportunity field codes (e.g. oppXX) that are often used to pre-populate fields in the UI when creating a new opportunity. 

For example:

opp6=LeadSource

Lightning Experience

If you are using Lightning Experience, field pairs are defined using field API names from the opportunity and contact. 

For example:

LeadSource=LeadSource

My_Custom_Opp_Field__c=LeadSource

My_Custom_Opp_Field__c=My_Custom_Contact_Field__c

Configuring for Both Classic and Lightning

If you need to configure for both Classic and Lightning, you would separate field pairs using the "&" symbol.

In the following example, the first field pair is for Classic and the second and third are for Lightning:

opp6=LeadSource&LeadSource=LeadSource&My_Custom_Opp_Field__c=My_Custom_Contact_Field__c

Extending Opportunity Query String (Lightning Only) 

If you need to populate opportunity fields with custom values when a user clicks the "New" opportunity override button, that is possible but does require some coding. See this page

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