Update your Salesforce Web-to-Lead forms by November 17, 2017

If your web site forms are posting Leads to Salesforce, and you are using the Salesforce-provided Web-to-Lead html code, you need to update your web site by November 17, 2017. If you do not, you will no longer receive new leads from Salesforce.

 

How do I know if I am using Salesforce’s Web-to-Lead code?

If you generated your form code by going to Setup | Build | Customize | Leads | Web-to-Lead | “Create Web-to-Lead”, or the existing forms on your web site begin with the following code:

<form action="https://www.salesforce.com/servlet/servlet.WebToLead?encoding=UTF-8" method="POST">

then you need to make this update.

If you have a custom-built form, ask your developer.

Form vendors such as Gravity Forms and Form Assembly should have made the changes to their systems to support the new endpoint already.

 

How do I update my web site?

  1. For any forms on your website that are Web-to-Lead forms, search the website HTML code for this code snippet:
https://www.salesforce.com/servlet/servlet.WebToLead

 

  1. Replace the “www” with “webto” so that the “form action” URLs in the Web-to-Lead HTML code display as such:
https://webto.salesforce.com/servlet/servlet.WebToLead

 

  1. Beyond just your “Contact Us” page or any inquiry forms, don’t forget to update landing page forms if you have them.

 

  1. TEST! Submit at least 1 test lead in every form, and check the results in Salesforce.

Only the web address to submit leads to is changing, so everything should continue working as before, but it is best to check in case a typo was made.

 

Why do I need to do this?

Salesforce will no longer be redirecting API calls to its www.salesforce.com endpoint, since this is used for its main web site. The new endpoint URL (webto.salesforce.com)  is already available, so updating as soon as possible is recommended to improve the performance and avoid the chances of losing any precious leads.

Note that if you have test forms that are pointing to Salesforce Sandboxes, no changes need to be made to those.

For more information, you can see Salesforce’s documentation on the web-to-lead changes.

 

Questions about Salesforce leads, forms, etc.?

Post any questions in the comments below and we’d be glad to help. Salesforce lead tracking is what CloudAmp is all about.

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How to Automatically Assign Salesforce Leads to Campaigns

Salesforce’s Web-to-Lead functionality is a great way to get leads directly into Salesforce. And Salesforce Campaigns provide useful data on what happened to the leads and contacts produced from various marketing activities.

Besides making sure inquiries don’t fall through the cracks by using web-to-lead functionality with Salesforce, any additional data you can add to your web site forms can help your business. Source and keyword data can be added in through an app like our Campaign Tracker, and there are a number of other things that can be added to the form through hidden fields.

One easy addition is to hard-code a particular Salesforce Campaign value in your web-to-lead forms.

This is especially useful if you have many landing pages that are specific to certain advertising campaigns, but you can even do it with your standard “Contact Us” form. Here’s how to do it:

 

  1. Create a Campaign in Salesforce (or go to an existing Campaign)

  2. Copy the ID of the Campaign from your web browser’s address bar

  3. Have your web designer add the following hidden field to your web-to-lead forms, replacing the value with the ID you copied earlier.
    <input type="hidden" name="Campaign_ID" value="7010V000001ufMI">
    
    
    
  4. That’s it! (But run a couple of test leads!)

 

These instructions assume you are using the HTML Salesforce provides in its Web-to-Lead form builder, but it should work (with some degree of modifications) on any form that posts leads into Salesforce.

You can also automatically assign a Lead Source to a particular form, in much the same way.

Be careful of doing this if you are getting the lead source from somewhere else, such as a picklist field on the form that the user fills out, or tracking software. You don’t want to overwrite any other data.

(The CloudAmp apps use their own lead source fields (First UTM Source, Last UTM Source, Lead Source Type, etc. and so will never put data in the standard Salesforce Lead Source field).

<input type=hidden id="lead_source" name="lead_source" value="Contact Us Form">

If you use these tricks, let me know your tips and tricks in the comments below, or hit me up with questions there as well.

Happy Campaigning.

How to Track Multi-touch Attribution in Salesforce

One of the most important aspects of marketing online is understanding the effectiveness of your different channels. Google Adwords, organic search / SEO, blog posts, webinars, email newsletters, and many more — all of these can be tracked if you are using the right tools, but your leads are not just coming in via one channel.

Frequently your prospects have interacted with multiple channels online before submitting a form and becoming a lead in Salesforce. These days most buyers are able to do fairly detailed research on their own before ever making contact and identifying themselves, so this trend is only intensifying.

Therefore, at a minimum you will see many leads who originally found you from Google Adwords or another advertisement, and sometime later remembered your company or ran across some of your great content and found you via an organic search, before becoming a lead in Salesforce.

Multi-touch attribution is the term for allocating credit across your marketing channels, to help estimate the impact each different channel had in delivering a lead, rather than just giving a single source all the credit. There are a number of different ways of doing attribution, from relatively straightforward to formulas and algorithms so complicated you’ll need to retake algebra. But most of them are better than single-touch attribution, meaning allocating 100% of the credit to a single way that a prospect came to your web site, when they really visited your site multiple times from different sources.

CloudAmp’s Campaign Tracker, a Salesforce app which helps marketers track sources, keywords and campaign effectiveness, is proud to introduce multi-touch attribution in our new Version 2.4. Now you can know both the First Touch (original source of how they found you) and Last Touch (final source that brought them to your site when they submitted a form) on all Leads that go into Salesforce via your web forms, in addition to the other data such as which pages a lead viewed on your site.

Having both First Touch and Last Touch data on all of your Salesforce leads is a straightforward and uncomplicated way to handle multi-touch attribution, yet for most customers provides a very effective way of allocating and understanding marketing effectiveness across your various campaigns and channels.

firstlasttouchleadsource

And once the First and Last Touch tracking data is part of a lead in Salesforce, the attribution data moves through Salesforce’s conversion process to the Account / Contact / Opportunity. So your multi-touch attribution data survives to the converted lead, pipeline, and closed won opportunity to directly relate to revenue.

Find out more by contacting us, or sign up for a 15 day free trial of the Campaign Tracker on the Salesforce AppExchange.

How to See What Web Pages a Lead Visited

When new leads come into Salesforce from the forms on your web site, do you wish you could know more about them than just the data they volunteered? Not only where they came from and how they found you, but maybe some hints about which of your products or services they are most interested in, and what parts of your web site they spent the most time on?

In this post we show how to use the Campaign Tracker, a Salesforce app available on the AppExchange, to quickly and easily show you which pages on your web site a lead visited before they submitted that contact us form.

VisitorSessionsEditSmallest

Why Track Pages Visited?

In Campaign Tracker 2.0, CloudAmp introduced a new feature called Visitor Sessions, which shows you how many times a lead visited your site, which pages they viewed, and when.

The capability was not driven by a desire to be “big brother” or collect data for data’s sake. Instead it was requested by many of our customers, who wanted to be able to better engage with their prospects, and get a bit of a head start in serving the leads who came in to Salesforce.

LeadPageLayout2withVisitorSessions

Campaign Tracker already provided the initial source, keywords, and campaign information about how a lead found a web site, but our customers wanted to answer questions such as:

  • How many times did a lead come to the site before submitting a form?
  • How many pages on the web site did the lead look at?
  • What product(s) was the lead interested in?
  • Did the lead consume a lot of content, or did they just quickly click the contact form?
  • Is this lead in the early research phase, just viewing a few high-level pages?
  • Is this lead in a later buying stage, looking at documentation and other specialized pages?
  • Is this lead unqualified (eg. only looked at jobs page)?
  • What else can we infer from the pages this lead visited on the site, before we call or email to follow up with the lead?

VisitorSessionsAppFrontier

How to Track a Lead’s Web Page Visits

Getting started recording which pages a lead visited on your web site is pretty straightforward. The Campaign Tracker has a free 15 day trial, after which it is available month to month for a low subscription cost (annual plans available for a discount). Install the Campaign Tracker from the AppExchange into Salesforce and configure a few things, then add some tracking code to the bottom of the pages of your web site, and you’ll be collecting data.

When a lead submits a form on your web site that goes into Salesforce (Salesforce web-to-lead or other form technology), along with the original source tracking data (keywords, referrer, etc.) a list of the pages, URLs, and timestamps of pages on your web site will also be submitted in the background, and inserted into the correct fields in Salesforce.

 

Using Visitor Sessions in Salesforce

Each Visitor Session record that the Campaign Tracker saves into Salesforce shows the details of a particular page that the lead visited on your web site. It shows the Page Title, Page URL, Session Number (was this the lead’s first or second visit, etc.), and a date / time stamp of when they landed on that web page. Viewing these records in the related list on the Lead page, you can get a general understanding of the following:

  • the path the lead took through your web site
  • which pages the lead visited
  • what pages the lead spent the most time on
  • what products / services the lead might be interested in
  • what concerns the lead might have (price, security, customer reviews, etc.)
  • what the lead looked at on repeat visits (if they returned more than once before submitting a form into Salesforce)

VisitorSessionsRecord

You can also retain this data as you move the lead through the sales process. When you convert a lead to an Account in Salesforce (with related Contact and Opportunity), the Visitor Sessions stay with the Contact, so you retain the record of which pages on your web site the Salesforce contact visited before they filled out your form.

In addition, you can get some aggregate data about the most popular pages on your web site, at least as far as those who become leads in Salesforce. It is a limited but potentially important metric, and one more more data point to add to what you learn from Google Analytics or other web analytics tools you may use.


Questions about getting page view data into Salesforce? Is there other data you would like to see in your Salesforce leads? Please let me know in the comments below.

Campaign Tracker 2.0 Now Live

CloudAmp is pleased to announce the release of Campaign Tracker 2.0, the Salesforce app which lets you track Google Adwords, keywords, and other source data into your Salesforce leads. Campaign Tracker has always been the simplest and best way of tracking your advertising ROI and marketing analytics in Salesforce, and now with the release of version 2.0 it is even better.

 VisitorSessionsRelatedListEdit

Visitor Sessions

New in Campaign Tracker 2.0 is the ability to see which pages on your web site a lead visited before they submitted a lead form. Called Visitor Sessions, this new feature is available right in individual leads and contacts within Salesforce for easy reference during the sales process.

See the page titles and URLs in Salesforce of the entire path that a prospect took on your web site. Session numbers even show repeat visits, so your sales and marketing teams can see at a glance what parts of your web site a lead looked at, plus when and where they returned each time they visited your site before they became a lead in Salesforce.

Now with Campaign Tracker 2.0, you can identify which products a lead might be interested in, and understand potential lead value ahead of time — all based on which pages they viewed on your web site.

 CampaignTracker2_Dashboard_SearchEnginesKeywords

Better Tracking Technology

Campaign Tracker 2.0 was completely rebuilt from the ground up to make it easier to implement and provide more reliable data collection.

Version 2.0 no longer relies on cookies or data from Google Analytics, so it provides an independent way of verifying lead sources and other information. Plus we’ve simplified the installation process to support pretty much any web site form you might have.


For a FREE 15 day trial, including email and phone support to help you get the Campaign Tracker set up and tested, please sign up on the AppExchange.

5 Big Ways to Maximize Your Salesforce Dashboards (Guest post on the Salesforce blog)

Today we published a guest post on the Salesforce blog titled “5 Big Ways to Maximize Your Salesforce Dashboards”. The post details a number of high level steps you can take to really make the most of Salesforce dashboards, including links to a number of free dashboard packages on the AppExchange and other resources.

So much of our critical data is stored in Salesforce, and dashboards provide an easy visualization tool that automatically refreshes with the latest data, no spreadsheet updates required. If you are a Salesforce user and you are not using Salesforce dashboards, check out the post and then get started!

The 5 topic areas covered, that will help you make optimal use of Salesforce dashboards, are the following:

  1. Agree on Metrics
  2. Start with Existing Templates
  3. Have Main KPI / Executive Dashboards
  4. Bring other data into Salesforce
  5. Email Your Dashboards

Check out the guest post now on the Salesforce blog.


 

Other resources mentioned in the article:

If you are new to Saleforce dashboards, check out our other recent post on How to Customize Salesforce Dashboards.

April 2 Salesforce Data Analytics Meetup: DxContinuum & GoodData

Thank you to DxContinuum and GoodData for sponsoring and providing the food and drinks, as well as demos of two very interesting data analytics platform for Salesforce.

DxContinuum is an early-stage startup gaining significant traction with Fortune 1000 clients due to their predictive analytics capabilities around which leads and opportunities in Salesforce will close. GoodData showed off their embedded business intelligence and analytics tools for Salesforce, with some great looking data visualizations that are setting the standard for the next generation of BI.

Meetup04-02-14

The videos below are by Aline. For all your video blog needs contact her at 415 377 0245

Next Meetup is June 4, 2014 – register here free.

Satish Kumar, DxContinuum

Satish Kumar is the Director of Product Management at DxContinuum. He has been in Software Product Management for the last 12+ years, with rich experience in CRM, Enterprise Big Data, and Analytics. Satish is passionate about driving business value using analytics. His experience in analytics ranges from  statistical analysis based reporting, scorecard applications, dashboard / visualizations, through predictive modeling & optimization. Prior to DxContinuum, Satish had been in Risk Management Solution (RMS) and Automatic Data Processing (ADP). Satish has a degree in Engineering from Annamalai University (India) and an MBA from the Indian Institute of Management, Bangalore.

Product / Demo brief

What if you can predict which leads and opportunities will become wins with 85%+ accuracy, with existing data in Salesforce? What if you can focus on the right leads & opportunities, enhance conversions & win rates, and increase revenues by 25%, with the same resources? We shall look at how to leverage predictive analytics to accomplish these business goals and answer questions such as:

1. What leads should be prioritized for a call right away?  What leads should be nurtured over time?

2. What is the quality of opportunities in the pipeline? What proportion of active opportunities are likely to be won?

3. Will quota be met? If not, what is the expected shortfall, and what can be done to reduce it?

 

Kyle Pistor, GoodData


Kyle Pistor is a Senior Solutions Engineer at GoodData. He is responsible for the presales technical evaluation, building proof of concept projects, as well as architecting the appropriate solutions for clients as they move from evaluation to implementation. Kyle has been with GoodData for two years, and has seen many clients – large and small – use GoodData to quickly go from messy, disparate data to clean automated data, reports, and dashboards. Prior to GoodData, Kyle worked at pre-IPO SolarCity, as well as a smaller solar company that collected and monitored massive data sets on large photovoltaic systems.  Kyle has a B.S. and a M.S in Engineering from Santa Clara University.

Kyle demoed GoodData’s Salesforce Sales Analytics capabilities, which deliver more relevant sales analytics, cross-object reporting, historical trending and beautiful, easy-to-use dashboards.

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