Beta Features

Beta Features

In the November 2023 release, Full Circle Insights released two new Beta features for the Account Based Model product.

Buying Groups (Beta)

Buyers often buy in groups instead of individuals. Therefore many processes are evolving away from focusing on individual contacts and toward buying groups. The ability to define multiple buying groups and whether a buying group is complete or not can be essential to any marketing solution. Full Circle Insights Account Based Marketing now includes the ability to configuring single or multiple buying groups and then targeting those buying groups and inform the decision to create opportunities as a key part of your strategy.

Configuring a Buying Group

Buying Groups can be enabled and configured on the "Buying Group Management" tab of the Full Circle Account Based Marketing configuration page. You may configure one buying group or multiple buying groups.

To configure, start by naming a Buying Group. Then, you can define roles within a buying group, and specify criteria like a role name, whether it's required or not, and how many roles are required to satisfy a Buying Group.

Below is an example of a configured buying group. In this example, there are three roles required to satisfy the Buying Group; two Business Users and one Decision Maker.

Buying Group Lightning Component

To get full use of the Buying Group feature, we recommend adding the "Buying Groups Panel" lightning component to your Account page layout. This component will show users at a glance whether their Buying Groups requirements have been met or not.

You can add roles to a contact using the " + Add Role" button on the right side of the lightning component. For example, if I add one Contact as a Decision Maker, I will see that one of the three criteria for roles is met.

Once all criteria is met, the "Roles Identified changes to "Buying Group Complete!"

Buying Groups is tracked by a custom object (called "Buying Groups"). This object that tracks information about an account's buying group, and the lightning component interacts with the data in that custom object.

Other Configuration Options

• Set Opportunity Contact Roles based on Buying Group Roles any time an Opportunity is created.
• After changing buying group configuration, run a batch process to update existing accounts and buying groups.

Intent Signal Tracking (Beta)

Intent Signal Tracking is designed to allow the tracking of intent data based on a simple configuration.

Intent Signal Configuration

On the Global Configuration tab of the Full Circle Account Based Marketing configuration page, you will see Intent Signal Configuration. There, you can configure an Account field to track intent using a custom object 'Account Intent Signals'. Adding the 'Account Intent Signals' to your page layout will allow users so follow Intent Signals in real time.