Qualified Target Account lists allow you to create lists based on your high-value Accounts or Opportunities in Salesforce to trigger specific experiences, offers, and targeted alerts for the visitors that belong to these Accounts and Opportunities as soon as they hit your site.
Getting started
- Log in to your Qualified admin account.
- Go to Settings → Integrations → Salesforce → Target Accounts.
- Click the + Create new target account list button.
- Enter a name for the list.
- Add the criteria using the Salesforce Account or Opportunity fields.
You can build lists from most Salesforce Account and Opportunity fields. That includes custom fields such as "Tier" and standard fields such as account owner or type. Some field types can't be used, or come with limits. See List criteria limitations. We recommend also creating a few lists for your open opportunities, allowing you to alert your sales team when one of their open opportunities is on the site.
Some common Target Account lists include open opportunities, ABM accounts, and current customers.
List criteria limitations
Qualified turns each list’s criteria into a query that it runs against Salesforce. Salesforce limits which fields that query can filter on.
Long text and rich text fields
Long text and rich text fields can’t be used as list criteria. If the information you want to filter on is stored in a long or rich text field, use a different field that holds the same information, such as a picklist, checkbox, or number field.
Multi-select picklist fields
You can filter on multi-select picklist fields on Accounts and Opportunities, with two caveats:
- If the filter produces a query that’s too complex for Salesforce, the list can fail to save with the error “Salesforce error: SOQL query too complicated.”
- A list that saves can still stop syncing later if more values are added to the picklist in Salesforce.
As a best practice, create a formula field in Salesforce that’s based on the multi-select picklist. Then filter your list on the formula field instead of the picklist.
Viewing your list details
To see the list, you’ll use the tab on the same page called Accounts where we'll show all Salesforce Accounts matching your list criteria. Click on this tab to see your accounts start to load onto the page.
Please note there is a limit of 50,000 accounts that can be on any list at one time. If your list is over 50,000 add more filter criteria to narrow it down.
Populating your list might take some time to load as we sync over your account information and pull data from your Salesforce Instance.
It’s important to note that the domain names given here must be correct in order for us to match website visitors to your Target Accounts. If no domain name is provided here for your accounts, we’ll not be able to match visitors correctly and any experiences you’ve created specifically for these Accounts will not fire properly.
You can use any website address format that is valid, such as:
- http://qualified.com
- www.qualified.com
- qualified.com
- https://qualified.com
- https://www.qualified.com
- http://www.qualified.com
Duplicate Accounts in lists
When creating your Target Account lists, Qualified will pull in information directly from your Salesforce instance based on the criteria that you’ve selected.
If there are duplicate accounts, we’ll show them all in your list. For example, you’ll see in our example list below that our Salesforce instance has two Accounts named “Voolith” that fit the criteria we’ve filtered on. Both accounts are shown in the Target List.
When a visitor comes to the site from a company with a duplicate Account in Salesforce (like our Voolith Account above), we’ll do our best to match the visitor with the correct account in your Salesforce instance in the following priority order:
1. Account with the most Opportunities
2. Account with the most Contacts
3. Most recently modified Account
Syncing from Salesforce
We'll sync your information from Salesforce every day at 12:00 am according to the time zone of Salesforce instance.
How Qualified matches visitors to Salesforce Accounts
Fuzzy matching
By default, Qualified connects visitors to Salesforce accounts by a shared domain, using a process called fuzzy matching. It works through these checks in order:
- If Qualified has the visitor's email address and you have a data enrichment integration, such as Demandbase, Qualified uses the company website your enrichment integration returns.
- If you don't have a data enrichment integration, Qualified matches the domain of the visitor's email address to the website domain on the account.
- If Qualified doesn't have the visitor's email address, it uses the company website that your reverse IP integration, such as Demandbase or 6sense, returns for the visitor's IP address.
When more than one account shares a domain, Qualified chooses between them using the priority order in Duplicate Accounts in lists.
When an account is a fuzzy match, the Visitor 360 highlights it:
If duplicate Salesforce accounts are found, Qualified follows logic to update only one account.
Strict account matching
When several Salesforce accounts share a domain, strict account matching lets you set rules that decide which account a lead matches. Without it, Qualified picks the account with the most opportunities. See Strict account matching for how to set up the rules.
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