High Priority Accounts, Salesforce Analytics Sync, and more!

High Priority Target Companies

First, we’ve launched a new feature that allows both Requesters and Account Admins to mark target companies as “High Priority.”  This feature helps Connectors quickly see in their dashboard which accounts are most important based on specific criteria your team has chosen. These can include competitive deals, at-risk accounts, large transactions that are further down the pipeline, etc. and need better visibility. Because this is dynamic, it replaces a static spreadsheet and provides context to the Connectors as to why the account has been chosen as “High Priority”.  Users can add or update these High Priority accounts directly from the “Target Companies” tab located under “Prospects” in the header in our platform. With this new feature, our Relationship AI will also look at additional clues such as work history and location to identify potential paths from Connectors across the business.  

Salesforce Analytics Sync

Next, we’re excited to announce the Salesforce Analytics Sync, which syncs new valuable relationship data from SmallWorld directly into Salesforce, enhancing your ability to track and analyze this data from within Salesforce. When enabled, you’ll see the following values stored on the Account object:

1. Total Relationship Count at a Given Account: View the total count of relationships (of any strength rating) you have at a given account to identify all the potential paths of engagement into that account.
2. Total Relationship Lead Count: See how many of your relationships at a given account are rated as “Strong" or “Very Strong” so you can prioritize these relationships and have greater predictability of a successful introduction.
3. Total Number of Introductions per Account: Track the total number of introductions per account to inform org chart mapping and account planning.
4. Number of Saved Relationship Leads: See all saved relationships to help build deal teams and enlist exec connectivity at the right time.

These metrics, stored on the account object, allow you to filter Salesforce dashboards and reports based on relationships or introductions in SmallWorld, adding a valuable layer of insight for leveraging your network. To opt-in and start using Salesforce Analytics Sync, simply visit this URL and toggle the “Analytics Sync” on.

Expanded Intent Integration

Lastly, we wanted to update you on the expansion of our intent integration module. SmallWorld helps companies maximize the value of their 3rd party intent data by combining it with our relationship strength data to make it more actionable and valuable for sales teams. Not only does it help identify the best path into a prioritized account, but it informs the context of the request and makes it more relevant for the Connector. With this new feature, we can integrate 6sense data seamlessly into our platform and within Salesforce where it’s visible alongside rated relationships.  By combining this intent data with relationship intelligence, sales teams can craft introduction requests into target prospects with more credibility and engage senior-level decision makers at accounts already in buying mode.