Configuration Decisions

Overview

Your Integrous Analytics system can be configured to match your business processes, terminology, and sales methodology. These configuration decisions ensure your dashboards and reports use your language, track your stages, and measure what matters most to your business.

The options below include recommended defaults that work well for most organizations. You can start with our suggestions and refine them later as needed.

This Doc will cover:

• Refresher of Key System Concepts

• Integrous Admin Console Configuration Decisions

• Salesforce Updates Outside of Admin Console

Please also review the Customer System Prerequisites article, which covers configuration outside of the Integrous system that ensures our system is as effective as possible.

Key System Concepts

We recommend all users read the Quick-Start Guide for a thorough introduction to the system

If you just need a quick refresher, see the Core System Mechanics TL;DR.

Why This Matters

The decisions you make below directly affect how data is collected, which impacts all reporting from this system.

Integrous Admin Console Configuration Decisions

The Integrous Analytics package includes an Admin Console where users can configure key system logic and settings.

Sales Stage Definitions

What This Is: Our system tracks six sales stages that capture date stamps and owner information for each milestone in your sales process. Stages 1 and 4 are automatic (Activation Engagement creation and Opportunity creation), while stages 2, 3, 5, and 6 are configurable to match your processes.

Why It Matters: These stages enable conversion rate analysis by rep, team, and source, plus timing metrics for sales performance optimization. They bridge the gap between marketing Attribution and sales outcomes.

How It Works: When Leads, Contacts, and Opportunities meet your stage criteria, the system automatically stamps the date and owner information, creating a complete timeline of each Sales Journey.

📖 Learn More: Sales Progression Measurement and Sales Stage Configuration

Define criteria for the configurable stages:

Key Questions:

• What Lead/Contact Status values indicate routing to a rep? (Stage 2)

• What Status values indicate a rep has accepted the lead? (Stage 3)

• How do you define a qualified opportunity? (Stage 5)

• How do you define a won opportunity? (Stage 6)

Sales Journey Completion Criteria

What This Is: Sales Journey Completion determines when a sales process is completed, making the Lead/Contact eligible for Reactivation if they engage again in the future.

Why It Matters: This is critical for accurate attribution - without it, old interactions would continue to get credit for new opportunities. When a Lead/Contact completes their sales journey (by being disqualified, going dormant, or generating a won/lost opportunity), their next Engagement is created as an "Activation". Activations represent a new sales process and are what constitute ‘leads’ in Integrous reporting.

How It Works: When Leads, Contacts, and Opportunities meet your dispositioning criteria, the system sets a "Sales Journey Completion Date" and "Outcome" on their Current Activation Engagement, making them eligible for reactivation upon their next Engagement.

📖 Learn More: Reactivation Eligibility and Sales Journey Completion

Define criteria and outcomes for when Lead, Contact, and Opportunity sales journeys end (making Leads/Contacts eligible for reactivation) - you may create multiple criteria/outcome pairs for each object:

For Lead Dispositioning:

• Criteria 1: If Status = "Disqualified" → Outcome: "Lead - Disqualified"

• Criteria 2: If Status = "No Response" → Outcome: "Lead - No Response"

• Your criteria/outcomes: __________

For Contact Dispositioning:

• Criteria 1: If Status = "Disqualified" → Outcome: "Contact - Disqualified"

• Criteria 2: If Status = "No Response" → Outcome: "Contact - No Response"

• Your criteria/outcomes: __________

For Opportunity Dispositioning:

• Criteria 1: If Won = TRUE → Outcome: "Won Opportunity"

• Criteria 2: If IsClosed = TRUE AND Won ≠ TRUE → Outcome: "Lost Opportunity"

• Your criteria/outcomes: __________

Auto-dispositioning: By default, the system will automatically close Activations after 90 days of inactivity (no new Engagements during the period, no Stage Date updates during the period, not associated with an Opportunity) with an outcome of “Lead Dormancy” or “Contact Dormancy” to ensure attribution is always recent and relevant, but let us know if you prefer a different number of days.

Task-Based Engagement Tracking

What This Is: The ability to create Engagement records from Task objects that represent meaningful sales interactions with Leads and Contacts.

Why It Matters: This captures the complete story of sales interactions in Multi-Touch Attribution reporting, shows sales' impact on reactivating dormant prospects, properly attributes opportunities generated from sales-driven reactivations, and ensures the system isn’t biased towards Marketing interactions.

How It Works: When Tasks meet your configured criteria, the system automatically creates Engagement records with the attribution values you specify.

📖 Learn More: Creating Engagements from Tasks

Important: Only configure Tasks that represent meaningful Lead/Contact engagement equivalent to form submissions.

✅ Examples You Might Include:

• Completed calls with positive outcomes

• Product demos

• Customer-requested trials

• Meaningful meetings with decision-makers

❌ Examples You Shouldn’t Include:

• Outbound voicemails

• Routine email follow-ups

• Administrative tasks

Define the criteria for Tasks that represent meaningful Lead/Contact interaction, and for each, what attribution info to use (you can set up multiple criteria/attribution sets for Tasks) - ensure these conform to your UTM Taxonomy and are configured in the picklists.

• Task Criteria:

  • If Task fields __________, then create an Engagement with the following attribution values…

• Engagement Medium value: __________ (e.g., "Sales Outbound", "Demo")

• Engagement Type value: __________ (e.g., "Sales Call with Positive Outcome")

Example Task criteria and Attribution:

• Criteria: If Task Type = "Demo", then…

• Engagement Medium: "Sales Demo"

• Engagement Type: "Product Demo"

Task suppression: By default, the system suppresses Engagements from Tasks for 30 days for the same Lead/Contact to mitigate diluting the data with Engagements from Tasks, but let us know if you’d like a different number of days.

Standard Object Field Configuration

What This Is: Configuration of standard Salesforce fields that Integrous Analytics references.

📖 Learn More: Standard Object Field Settings

Contact Status Field

Since Contact Status isn't standard in Salesforce, identify your custom field:

• Contact Status Field: __________

Custom Opportunity Amount Field

If you use a custom Amount field instead of standard Opportunity Amount (more info):

• Opportunity Amount Field: __________ (or use standard Amount)

Lead/Contact Reactivation Status

When dormant Leads/Contacts reactivate, we can automatically update their Status - this ensures they show up on the radar to be re-worked (more info):

• Reactivation Status for Leads: __________ (e.g., "Open", "New")

• Reactivation Status for Contacts: __________

Lead Source Mirroring

• Lead Source updates: This is enabled by default; let us know if you’d like to discuss (more info)

  • This feature automatically keeps Lead Source (on Leads and Contacts) in sync with Current Activation ‘Engagement Type’, preventing friction between teams using the Integrous system vs. the legacy Lead Source field

Fields from Related Objects (Optional)

What This Is: The ability to pull up to 3 fields from a related object (like Leads, Contacts, and Opportunities) onto Engagement records to be available as dimensions in BI reporting.

📖 Learn More: Fields from Related Objects

Common Examples:

• Lead/Contact: Industry, Region

• Opportunity: Product Interest

If you’d like to use this feature, let us know the following:

• Lead/Contact values → Lead/Contact Custom Field 1-3

• Opportunity values → Opportunity Custom Field 1-3

• Values from related object of your choosing → Related Object Field 1-3

Salesforce Updates Outside of Admin Console

Deployment Process

Our Standard Process: Sandbox deployment → Testing → Issue resolution → Production deployment → Configuration → Final testing

Action Required: Inform us of any deployment review/approval processes we must follow, including any admins we should coordinate with for reviews or approvals.

User Permissions

Our package includes two permission sets:

• Integrous Admin: Provides full access to configure and modify the data in our system.

• Integrous User: Ability to view and report on data in our system.

Action Required: Identify any users who should NOT have access to view the data in our system, or if you’d like to discuss Permission Set assignment. (more info)

Record Page Updates

We plan to update the following record pages with Integrous fields and Related Lists:

• Lead pages: Attribution Info, Sales Journey sections, and Engagement Related Lists

• Contact pages: Attribution Info, Sales Journey sections, and Engagement Related Lists

• Opportunity pages: Attribution Info and Sales Journey sections

• Campaign pages: Engagement Info sections

Action Required: Let us know if you have concerns or specific processes we should follow for page layout updates. (more info)

Picklist Value Configuration

We'll need to configure picklist values for:

• Sales Activity Config object: Engagement Medium and Engagement Type fields (more info)

• Campaign object: Engagement Medium and Engagement Type fields (more info)

Action Required: Let us know what values you’d like to use in these picklists, and if you have a process we should follow to update them, or if you’d like to update these yourself.

Handling Validation Rule Conflicts

What This Is: Your existing Salesforce validation rules may prevent Integrous Analytics from updating attribution and sales journey data. We resolve this by adding bypass conditions to conflicting validation rules.

Why It Matters: Validation conflicts break attribution tracking. Every record needs complete attribution data for accurate reporting, regardless of other business requirements.

How It Works: We add bypass conditions that allow our system to update attribution fields while preserving your business rules for manual users.

📖 Learn More: Handling Validation Rule Conflicts

Action required: Please let us know how you’d like us to proceed to with this feature.

• Pre-approved: You approve us to update validation rules as needed during implementation

• Case-by-case: You want to review each validation rule update individually (please specify your preferred process)

• You handle: You prefer to make validation rule updates yourself

Field Label Customization

What This Is: The Integrous Analytics system tracks sales progression using Stage 1–6 Date and Owner fields, which appear on Leads, Contacts, Engagements, and Opportunities. (For more on how these fields are populated, see Sales Progression Measurement.) These field labels are generic by default but can be relabeled to reflect your internal terminology (e.g., MQL, SAL, SQL).

Why It Matters: Relabeling fields improves clarity for end users, aligns the system with your business language, and supports broader adoption—especially when sales stages are already well-defined in your organization. These changes are purely cosmetic and do not affect API names, logic, or reporting behavior.

How It Works: Salesforce’s Translation Workbench allows you to override field labels for each object and language. To apply consistent naming across the UI, you'll need to relabel all 12 stage fields on all four related objects (48 labels total).

📖 Learn More: Customizing Field Labels

Decision to Make: Do you want to relabel the Stage 1–6 field names to reflect your internal terminology?

If so, decide:

• What terminology you'd like to use for each stage:

  • Stage 1 Date: _____________

  • Stage 1 Owner: _____________

  • Stage 2 Date: _____________

  • Stage 2 Owner: _____________

  • Stage 3 Date: _____________

  • Stage 3 Owner: _____________

  • Stage 4 Date: _____________

  • Stage 4 Owner: _____________

  • Stage 5 Date: _____________

  • Stage 5 Owner: _____________

  • Stage 6 Date: _____________

  • Stage 6 Owner: _____________

• Whether your team or Integrous will implement the updates using Translation Workbench

  • All 12 fields will need to be updated on Leads, Contacts, Opportunities, and Engagements

Resources

• Quick-Start Guide - System concepts and functionality overview

• Customer System Prerequisites - Requirements for your existing systems

• Admin Configuration Guide - Detailed configuration instructions

• SFDC Installation and Initial Configuration - Information related to system config outside of the Admin Console