PathFactory for Sales is an extension of PathFactory within Salesforce that gives the sales development and sales teams a direct view into content and lead insights, and allow them to select content tracks to send to prospects.
PathFactory for Sales enables you to quickly search your accounts in Salesforce to locate accounts with specific attributes. You can save these search parameters to easily repeat the search in the future.
There are 2 types of Account Searches:
How to create: Shared Search (PF admins only)
Shared Searches can be seen by all users, but can only be created by PathFactory administrator users.
Shared Searchesbox is selected, and click
How to create: My Search
Content Activation tab in the PathFactory for Sales app in Salesforce to share content asset links.
PathFactory for Sales
Email Trackingdrop down, select
Outreach Email Template/Snippet.
Filter by Track Labelsor
Filter by Content Topicsto quickly find content you'd like to share. Use search for content and tracks using the search bar next to the filter fields. You can also look through the available content tracks located under the
GitLab Content Tracksfolder.
Trackspane, select the content track you want to view by clicking
View Content Assets. You can use the sort functionality on this pane to search by
Content Assetspane, you can select the specific asset you'd like to share. You can choose to
Previewthe asset inside the content track and sort by
Copy Link. A dialogue box will pop up with the following information:
You can use this same process to share content from the lead, contact, account, and opportunity.
Important: You must use the Outreach option to share links to properly track activity and associate it back to the person you sent it to. If you don't follow this process, the person you send it to may or may not be served a form if they are
unknown within PathFactory.
A fast-moving buyer alert or FMB alert is an email alert set up in Marketo to send a lead’s details to the lead owner. The alert is triggered when a lead spends at least 90 seconds and views at least 3 assets in a PathFactory experience. Below is an example of what the FMB alert looks like:
The links in the alert will direct you to the lead or contact record in Salesforce where you can navigate to the PathFactory for Sales section to dive deeper into their content consumption journey.
The fast-moving buyer alert also triggers a global interesting moment from Marketo.
Why do some of my accounts, leads, and contacts have no PathFactory engagement data in Salesforce?
Sometimes campaigns are run on channels that target an unknown audience (social, display). Some visitors will be anonymous until they are identieifed by a cookie or form fill. To help mitigate this, apply UTM paramters to track the channels the content link track is used on.
I want to have better conversations with my prospects via Marketing-approved PathFactory Content and track their real engagement. How do I ensure that their content engagement appears within Salesforce?
The email must be sent via Marketo or Outreach.
Will anonymous visitors be displayed?
Yes, anonymous visitors will appear within an account’s engagement summary and will be marked as
Are the dashboards visible to all Salesforce users?
All reports are visible to all users who have access to the account, opportunity, lead, or contact pages.
Can I export or download this data?
Engagement data is only available for download from within PathFactory Analytics, and not via Salesforce.
Does a content track have to be activated for PathFactory for Sales in order for data to flow through to PathFactory for Sales analytics?
All content track analytics will appear in PathFactory for Sales even if it is not activated for PathFactory for Sales.