This section allows you to configure optional, but nice-to-have, settings related to some key Lead, Contact, and Opportunity fields.
There are three standard object settings in this tab:
Permissions
Before you get started, ensure you have the required permissions.
Lead/Contact Reactivation Status
When dormant Leads/Contacts reengage, that triggers a new Activation Engagement. This is considered a ‘reactivation’. That Activation Engagement represents a new sales process. It means a rep needs to re-work that Lead/Contact, which will in turn be recorded on the new Activation Engagement.
In order to signal to the Sales team that a new sales process is required, we’ve added a setting that, when enabled, moves Lead/Contact Status back to a status that should indicate they need to be worked again (e.g. ‘open’, ‘routed’, etc.).
This is important because a reactivated Lead/Contact counts as a ‘Lead’ in reporting, so if there isn’t a corresponding sales process for every lead, our funnel isn’t performing optimally.
This is not strictly a requirement in the system, but we do recommend a process that ensures all Activations, including Reactivations, are visible on sales’ radar for reworking. This feature allows a simple solution, but if you choose not to use this feature, then we recommend setting up list views, reports, notifications, tasks, etc. to accomplish the same objective.
Hypothetical Example:
Let’s say BDRs work all Leads with a Lead Status of ‘Open’
We decide to use this feature so we set the Reactivation Lead Status to ‘Open’ per the instructions below
A Lead that had a status of ‘No Response’ re-engages, triggering a Reactivation
That reactivation counts as a new sales process in reporting, so we need to make sure a BDR follows up with them
Since this feature is enabled, the system updates their Lead Status from ‘No Response’ to ‘Open’
Thus, they show up on the BDR list of leads to work or re-work
Note: This only applies to Activation Engagements, not Influencing Engagements
When this feature is enabled, it does not update Lead/Contact Status for each new Engagement record. It only updates Lead/Contact Status for Activation Engagements (when a dormant Lead/Contact re-engages, causing a new attribution event and new sales process).
To Configure the Lead/Contact Status upon Reactivation Feature
Navigate to Integrous Admin Settings > Standard Object Field Settings
In the Lead/Contact Status Settings section:
Select a value in the "Lead Reactivation Status" dropdown
Select a value in the "Contact Reactivation Status" dropdown
Optionally, define criteria to control which Leads/Contacts should have their status updated:
Click "Add Criteria" under the Lead or Contact section
Select fields, operators, and values to create your conditions
Validate and save your criteria
Enable the "Lead/Contact Reactivation Status Fill" toggle
Click Save
Note: If a Status value configured for reactivation is deactivated or deleted, the system will use the first value in the picklist as the Reactivation Status.
❗Contact Status Configuration
Unlike Lead Status, Contact Status is not a standard Salesforce field. If your organization uses a custom Contact Status field, you can incorporate it into the system:
Navigate to Integrous Admin Settings > Standard Object Field Settings
In the Lead/Contact Status Settings section, select your field from the Status Field dropdown
Click Save
If your organization doesn't have this field, create one before proceeding with configuration.
Opportunity Amount Configuration
Some organizations are constrained by the limitations of the standard Opportunity Amount field so they create a custom Amount field.
To ensure Integrous reporting reflects the correct Opportunity Amount without having to update all our reporting, we’ve provided the ability for customers to designate which of their Opportunity fields our reporting should use for determining Opportunity Amount.
If your organization uses a custom Amount field for Opportunities:
Navigate to Integrous Admin Settings > Standard Object Field Settings > Opportunity Amount
Select your field from the "Opportunity Amount Field" dropdown
Click Save and confirm the change
To update existing Opportunities:
Click the "Update Amount" button
Confirm the process
Note: The system supports formula fields as the Opportunity Amount source, provided the formula only references fields within the Opportunity object.
Lead Source Mirroring the Current Activation Engagement Type
While the Integrous system provides advanced attribution models, many users in Salesforce reflexively use the Lead Source field in reporting, even though we recommend against this.
This can cause friction when it outputs a different value than the Integrous system.
To address this issue, we’ve added a feature that updates Lead Source when Leads and Contacts reactivate, which is when their Current Activation, and thus their Attribution, changes. It is updated with the value in the Current Actvation ‘Engagement Type’.
Hypothetical Example
Let’s say a lead was created from a Sales list import so they have a Lead Source of “Sales - List Import”, but they’ve been dormant for several years
Today, they come to the website from Paid Search and submit the Demo Form on the website
That will trigger a new ‘reactivation’ type Activation Engagement for the Lead, which will have an Engagement Type value of Demo Form
If this feature hadn’t been enabled, the Lead would have a Lead Source of “Sales - List Import”, but a Current Activation with an Engagement Type of “Demo Form”
Some people in the organization would call this a sales-generated Lead, and some would say it was from marketing, leading to friction
However, since this feature is enabled, the system automatically updates the Lead Source to the “Demo Form” when it creates the reactivation Engagement, which is a more relevant current source than the years-old sales list import, and more importantly, it ensures that everyone agrees what the current source is, even if they’re using the legacy Lead Source field
Note: This only applies to Activation Engagements, not Influencing Engagements
When this feature is enabled, it does not update Lead Source for each new Engagement record. It only updates Lead Source for Activation Engagements (when a dormant Lead/Contact re-engages, causing a new attribution event and new sales process).
To enable Lead Source Mirroring the Current Activation Engagement Type
This is an optional feature, but we recommend enabling it if possible.
This feature ensures alignment between Lead Source values and Engagement attribution:
Navigate to Integrous Admin Settings > Lead Source tab
Slide the "Lead/Contact Lead Source Override" toggle to Active
Click Save and confirm the change
To apply this configuration to existing records (proceed with caution):
Click the "Update Lead Source" button next to the toggle
Confirm the update