Screen Recording 2026 01 14 at 11 01 11 AM

for the ones I missed.

>> Um,

but we can get started and see what it

is

that is most pertinent for you. So, I'm

not running this meeting into the

ground.

So um I believe in

um

the one of the first meetings uh you had

mentioned that the the

um

the stages and opportunity depend on

like some count from like the B uh BJM

BGM object.

Um and since the BGM object is not

present in the org and I think the last

message in a sauna um you had suggested

to use like the contact role instead of

the BGM object.

>> Yeah. So I just was um how is it how is

it going to work if they have like how

if you have like a different field

um how would I be able to then identify

which stage should it go in?

>> Yeah. So um

I'll kind of back up a little bit to

give a

see if this will make sense. So, we're

right now are we talking specifically

about stage progression or creation and

progression?

>> Yeah, both, I guess.

>> Okay.

>> So, um creation

should go off of essentially two things.

One, there's going to be like an account

score, which would be a an account fit.

That was the account score_c

custom object or custom field that we

would need to create. um that will be in

production by the time we launch and

then that would verify

whether or not it's the right fit. If it

qualifies then right there's additional

stuff that uh was in there like and

closed lost is not within x number of

days.

>> Mhm.

>> You know stuff of that nature. Then from

a movement perspective, the entry and

exit criteria is based off of not

necessarily the buying group member

object, but a culmination of their

lead scores, but they have to be buying

group members in order to be calculated.

So for instance, um I can I I like using

Coca-Cola as the example example. Yeah,

>> they have, you know, 100,000 plus

employees across, you know, the world.

>> Yeah.

>> So, we obviously don't want to count, we

would never get near 100,000, but we

don't want to count the truck drivers,

the marketing assoc, the sales reps,

right? We only want to count the buying

group members if they're interacting

with our brand.

>> So, their lead score

would only be calculated if they're a

buying group member. So that's what I

meant by uh BGM, not necessarily a

custom object, but

>> um it would look at all of the related

contacts and sum up the score only if

that contact

is buying group member. Yes.

>> Okay.

>> So we take all of those scores and based

on the sum of those scores, they would

fit into one of these four buckets.

>> Mhm. So if the sum of those scores is

zero, then they'd be in targeted. If

they're 1 to 50, they're would be in

detected. 50 to 99, they'd be engaged.

And then over 100, they would be in

prioritized.

>> Um there's more nuance there. if they've

completed a demo request or rather HQL

here. If any of the buying group members

are HQL um have that flag, then the

pre-opportunity would go to prioritize.

>> Mhm. Okay.

>> But where

>> does that does that help?

>> Where are the buying group members then?

>> Um I thought I created that logic.

Maybe got refreshed and maybe I did it a

while ago.

One time

number of times I have to sign into Octa

in a day is ridiculous. Yeah.

What the heck?

>> Just the

>> I think you Oh my gosh. I think you use

a different password

>> when you did the when you entered the

password. I think it was for something

else. It wasn't for octa.

>> Yeah.

There we go.

All right. So,

if it's not created, then I'll have to

Oops.

So, BGM eligible

is the field that will on a contact

object that dictates whether or not they

are

um

>> and then where are the MQL and HQL

values coming from?

So MQL and I'm building something I'm

building a custom object um by Friday to

talk about MQA, MQL and that type of

stuff. So the logic can change. Um what

I had designed it as would be

on the contact object if buying group

member eligible and MQL date is today

then that would be which we can still

use because it will still remain

relevant. So it would be a combination

of the two.

And then HQL would be uh demo uh recent

demo

date recent demo request date being

today

>> and BGM eligible equals true.

And that would get us to that would do

MQL and HQL for the prioritized

pre-opportunity.

>> Okay.

And then the final one meeting scheduled

would be

an event is created

>> and these are all these are all in

sandbox correct

>> the event is not that so we're doing

lean data book it for similar to like

chili piper and stuff right um

>> the automaticuler that is being released

into production next week. So that will

be

>> we're still going through all the event

calculation stuff and that's in partial

sandbox not my sandbox. So once it's in

partial I'm just going to copy it over

to u my sandbox so it's not like

duplicative or rather I don't need to

build it twice

>> um

>> because my sandbox doesn't have lean

data already in it so I just use the

partial sandbox. little messy, could

have done it better, but it's being

built somewhere to be able to be uh

filtered in.

>> Um but if we can at a minimum get these

stage advancements, that's that's huge.

And then the only thing here would be if

meeting scheduled um event occurs on any

of the

contact object or account. I haven't I

don't have an opinion on which is

better. Um, but maybe maybe you have,

you know, from a lookup perspective,

which would be a better um object to

look up to, you know, count versus

contact. But I don't want to say it's

irrelevant. Obviously, it's relevant,

but I'm just saying like I don't have a

preconceived notion on which one would

be better.

>> Okay, got it.

Um yeah, I think that

could be that. Um I'm currently working

on the account to preop

um creation flow.

Um

but in the doc I believe there were

fields mentioned but it's not present in

sandbug. So the So I was just looking at

the So

>> yeah and I mean the default would be not

everything is built. So if you have the

ability to build it obviously you can

still ask the question if it's like you

have like if it's relevant of course um

>> but like at the end of the day if you

just want to create the field um that

would that'd be fantastic. Um, if need

be, I can

try to

create a spreadsheet of the fields that

I've mentioned and just upload them on

the various objects, okay, for creation.

Um, not sure I'm based on my schedule,

I'm not sure if I'll be able to get to

it today. So, I don't want to be a

blocker,

>> okay,

>> um, by any means.

>> So, if that helped, if you can, if it's

quicker for you to just create them,

that would be fantastic. Um but some are

mentioned as like formula fields. So

like what would I do for those fields?

>> Any in particular that you're

referencing?

>> Um the um set auto create BGMs

C equals true and auto add contacts BGM

equals true.

>> Which one is that in? That's

>> is that in marketing operations?

>> I believe so.

>> Or if you could share your if you have

it up.

>> See if I can pull it up. I'm having some

issues with my Zoom to be honest. Um

I think it was

autocreate

BGMs.

Where is it?

Yeah, auto add contacts to PGMs.

Um,

pre-opportunity

full architect. So was

Where is that?

03

This one right here.

Create

contactless BGMs for those personas only

if auto create BGMs equals true.

All right. So when opportunity is

created,

system should create a set of buying

group members for the opportunity if the

opportunities auto create BGM is true.

At this point, it will be true. Um only

for pre- opportunities.

Key persona indicates personas for which

buying group members should be created.

The system should create a buying group

member for each persona specified.

>> Got it. All right. So, it's on Can I

share my screen?

>> Yep.

>> So,

this part here under the buying group

management design. Looks like you're in

um when it's created.

Um, and then we're going to be looking

at

so it becomes true.

>> Mhm.

>> When uh the key persona,

which I haven't built out the key

persona portion yet. Um,

I don't have information on that yet.

I'm have to redesign that because I

don't have

the information yet. Um,

this part I think is relevant actually.

I'll open up the field.

Yes. And then disable BGM C.

I think we can probably

for now

we can ignore this. So or rather we can

simplify the autocreate BGMs. So

for all pre-opportunities we want to

autocreate buying group members. We want

to be able to take anyone who is BGM

eligible is true.

>> Mhm.

>> And add them to a open opportunity as

long as it's a pre-opportunity.

>> Okay.

Um the contact role

for now can be blank until we get more

details on the persona because the the

true design that I've implemented in the

past is there's going to be let's say 10

personas.

So champion, executive sponsor, you

know, financial signature, stuff like

that. Yeah.

>> Um,

>> those have not been decided by the sales

or yet.

>> Yeah.

>> So,

>> I think that's a phase two operating

system where we can, you know, more

pointedly put them into the correct

buying or into the correct persona and

contact role. Mhm.

>> But we can just

again kind of ignore this when the

opportunity is created and just have um

auto create BGM always equal true.

>> Okay.

>> And then um if on the contact, right,

cuz we're looking up there, BGM eligible

is true.

>> Mhm.

add, you know, that should trigger

either the flow or Apex depending on how

you want to design it to grab that

person and add them as a contact role on

that pre-opportunity

um with maybe a contact role adjustment

needs to happen. Um

>> okay,

>> let's see here.

Let's default to other

and then I'll come up with personas that

fit here in a later phase for each of

the others.

>> Does that help?

>> Yep.

>> Okay.

>> Okay.

>> Um,

>> great. Any other lingering questions?

How will the account um convert to preop

and what would what else would happen in

the contact role um or like the BGM

side?

Um really the buying group member BGM

side is only to determine if that person

should be added to the opportunity. And

the reason why it's essential for that

type of person to be added to the

opportunity is so we can talk about

campaign influence.

>> Mhm.

>> Um tying contacts and their campaign

membership to an opportunity. So right

now one of our biggest issues is that's

a disconnect. We're not getting the

right people on the opportunity. So we

can't talk about ROI and and influence.

Um so that's really the main purpose for

buying group member is just to have a

one-stop shop. here's everyone that fits

the demographic makeup of someone that

we could sell to at this company.

>> Um, so that's really the only thing that

buying group members stand for. Um,

>> and obviously their score

>> leads to the automation, you know,

advancement of the pre-opportunity. Um,

just so

I know you said that you created a a

pre-opportunity

record type for opportunity. Are we able

to switch that back to

just the regular opportunity

record type? So, we don't have a

different record type.

>> Um, I have to check um

on

on how that would be

>> because it would be um essentially what

was decided was the record type for

preop was going to cause too much

additional issue.

>> So we were going to use the same new

business type of revenue funnel type on

the current

uh opportunity record type.

>> Mhm.

That way it can just be new stages added

to that opportunity. We don't have to

convert

um from a one record type and switch it

over to the new record type on uh when a

pre-opportunity turns into a sales

opportunity.

>> Mhm.

Got it. Okay.

And what is like the

like for the contact list like BGM? Um

what is like the persona attached to the

contact

if we were going to look at that? Um

um I don't think we need to look at the

personas right now. I think that will be

something for a a later phase. Um just

because personas in the future will map

to a specific contact role.

>> Okay.

>> Um right now we should just

ignore persona and

just auto add to the pre-opportunity

with a contact role of other.

>> Mhm.

>> Um

if BGM eligible equals true.

>> Okay.

>> And not and status is not disqualified.

Okay. Yeah, I just asked that because I

think it was mentioned in one of the

flow um flow charts or whatever uh for

the contact. So that's why

>> Okay. Okay.

>> Um

I think that's it for now.

>> Okay, great.

Um I'm around. I'm going to look at I

think you had some other Did I miss some

questions in other tabs? Probably

there's probably some other stuff, but

yeah, whenever you get a chance, just

take a look at those.

>> I will take a look. Was that in ASA or

were those embedded in docs?

>> Uh, I put it all in ASA.

>> Okay, cool. I will take a look then.

>> Yeah.

>> Sweet. All right. Well, let me know if

you have anything. Um, and I Are you

around Friday?

>> Yeah.

>> Cool. Um, you mind if I set up 30

minutes, same time, or would you rather

a different time? Uh, let me just check

what my day looks like on Friday, but it

should be fine. Um,

yeah. Um, like 10:30 or 11?

>> 10:30 works. Yeah, both work. Any

preference?

>> 10:30. Okay, let's do that. Cool. All

right, perfect. Thanks. Have a great

one. All right, you too. Bye.