INTENTIVE Insights – Salesforce User Guide

The INTENTIVE App for Salesforce makes buyer insights readily available for your sellers. Enable account prioritization, buyer discovery, and personalized outreach with first-party, buyer-level intent. There are two main ways you can view insights within Salesforce:

At the account level, you have full visibility into the insights for up to three Explorers.
At the summary reporting level, you have four custom dashboards that are available for one Explorer.

NetLine recommends connecting a Discovery Explorer (to uncover known and unknown accounts and buyers) to Salesforce as your primary Explorer. This will provide the most intent signals to your team, while still allowing the detailed views for reps at the account level.

If you haven’t already installed the app, please see How to Connect INTENTIVE Insights to Salesforce to get started. Once completed, this document will guide you through the different views and insights available.

Open the INTENTIVE Insights Lightning App from the Salesforce App Launcher to get started!

Salesforce Intentive Insights app navigation

The Home tab shows a summary of Intentive Companies with linked Salesforce Accounts, Account Score, Account Owners, Open Pipeline, and other key information. When you clicked into a linked account in SF, you’ll see a holistic view of the Buyer Journey for that account.

INTENTIVE Insights Account Rollup Views

Please note these out-of-the-box account rollup views are only available at this time for one Explorer within your INTENTIVE account. NetLine recommends connecting a Discovery Explorer to populate these views to have the most data to work with. You can always create your own custom reports in Salesforce and apply additional filters to hone in on what’s most important for your team.
The Accounts to Display dropdown provides the following options:

Option	Description	Permission Set Required
My Accounts	INTENTIVE Companies that have a linked Salesforce Account, where the Account Owner is the currently logged in user.	Intentive Sales User or Intentive Sales Manager
My Team’s Accounts	INTENTIVE Companies that have a linked Salesforce Account, where the Account Owner is the currently logged in user or is subordinate to the currently logged in user in the Salesforce Role Hierarchy.	Intentive Sales Manager
Unworked Accounts	INTENTIVE Companies without a linked Salesforce Account.	Intentive Sales Manager
All Accounts	All INTENTIVE Companies for the selected Explorer.	Intentive Sales Manager

The Intentive Explorer dropdown shows the Explorer that has been synced from NetLine to Salesforce.

The first four columns display INTENTIVE data from NetLine:

Company Name: Name of the Company in NetLine.
Account Score: Account Intent Score for this Company, for the selected Explorer.
Contributing Factors: Account Activity that determines the Account Intent Scores.
Trending Topics: Topics that buyers are engaging with in that account.

The next five columns display Salesforce data:

Linked SF Account: Salesforce Account linked to this INTENTIVE Company record. This linkage is automatically set during the sync process based on Account Website match. Users with the Intentive Sales Manager Permission Set have the ability to link and unlink Accounts from this table (see Action section below).
Account Owner: Owner of the linked Salesforce Account.
Website: Website of the linked Salesforce Account.
Open Pipeline Value: Sum of Opportunity Amount of Opportunities related to the linked Salesforce Account, that are not Closed. Clicking on the Open Pipeline Value amount in a row will open a modal displaying the Opportunities.
SF Last Activity: Last Activity Date of the linked Salesforce Account. This uses the standard Salesforce “LastActivityDate” field.

The Action column is visible to Users with the Intentive Sales Manager Permission Set.

Clicking Unlink will remove the association between the INTENTIVE Company and the Salesforce Account. This can be useful if you would like to manually override the link, allowing you to set a new linked Account (see below).
Clicking Link will open a Modal to search for an existing Account or create a new Account, then link the Account to the INTENTIVE Company.

Link Existing Account:

Search for an Account using the search bar and click Enter to see search results.
Select exactly 1 Account to link using the checkbox.
Click on Link Account.

Link New Account: Alternatively, you can select Create Account to create a New Salesforce Account. The newly created Account will be added to the search results table. Select this account and click on Link Account.

INTENTIVE Account Activity View

The INTENTIVE Account Activity View provides a full view of the buyer’s journey for a specific account. To access this, open an Account record where the INTENTIVE Canvas App is deployed.

Salesforce Intentive Account Insights Colgate example

Additionally, your Salesforce Administrator has the option of deploying the INTENTIVE Lightning Web Components to other Lightning Pages. If your Salesforce Administrator has done so, please work with them on the correct access locations.

INTENTIVE Data Sync

Once INTENTIVE data sync is activated for an INTENTIVE Explorer, buyer activity from the last 90 days will be synced to Salesforce daily. The daily sync will include:

All INTENTIVE Companies that are part of the synced Explorer.
INTENTIVE Buyer Activities from the last 90 days. Note that previously synced Buyer Activities from INTENTIVE will not be removed from Salesforce.