Ebsta Team Release: Company Network, Out-of-Office Alerts & Engagement Scoring

We’re incredibly excited to announce the latest update to Ebsta Team that’s jam-packed with new features. They’ll help you and your team:

  • Boost Salesforce data quality
  • Drive effective account based selling tactics
  • Develop better relationships with prospects and customers
  • Improve forecasting and reporting in Salesforce

What are the highlights? 👇

  • Identify and report on Missing Records and Out-of-Date Records in Salesforce.
  • Identify and report on Contacts or Leads that are Out-of-Office or have Left the Business in Salesforce.
  • Measure Engagement Scoring at an individual Rep level in Salesforce.

Register for our Product Release Webinar

Join Daniel Remedios and Eleni Nicolaidis for a live walkthrough of the latest features included in this Team Release.

👉 Sign-up to the webinar here.

How to get the latest version?

If you’re currently an Ebsta Team customer, you’ll need to upgrade your Salesforce Managed Package to the latest version, 1.106.

You can do this by going to our AppExchange Listing and clicking “Get It Now”.

Ebsta’s Company Network

Ebsta automatically connects to employee mailboxes to identify everyone the business has every interacted with.

A “person” record is created and enriched with up-to-date contact information parsed from email signatures, including job titles, phone numbers, mobile numbers and social profiles.

Ebsta cross-references information passing through mailboxes in real-time with Salesforce to alert you to missing records (Contacts and Leads), out-of-date information (e.g. a new phone number found), out-of-office notifications and hard bounces (indiciation the person has left the business).

Reps are able to cross-reference their Company Network as they browse related Leads, Contacts, Opportunities, Accounts and Custom Object records in Salesforce.

The Company Network will highlight all information held on a “person”, including name, job title, phone numbers and social profiles. The Ebsta Engagement Score will also indicate who has the best relationship with each “person”, ensuring Reps are able to effectively collaborate together (Account Based Marketing/Selling, improved customer service and economies of scale for bigger, more complex organisations).

Report on Missing and Out-of-Date Records in Salesforce

Missing Contacts in Salesforce

Ebsta will automatically update custom Account fields with the total number of missing Contacts  (“Missing Contacts”) and when the most recent Contact was found (“Missing Contact Found”).

Reps and Management can then run reports for Missing Contacts related to specific Accounts.

Report on Missing Records in Salesforce

Out-of-Date Leads and Contacts in Salesforce

Ebsta will automatically update custom Contact and Lead fields with the total number of new information alerts (“Update Alerts”), when the most recent alert was found (“Alert Found”), if they are Out-of-Office (a date for “Out of office until”) and if the have left the business (a date for “Left Business”).

Reps and Management can then run reports for Leads and Contacts that have new information, are currently out-of-the-office or have left the business.

Report on Out-of-Date Leads and Contacts in Salesforce

Want to find out more? Request a demo or contact your dedicated Customer Success Manager.

Out-of-Office and Left Business Alerts

Ebsta intelligently identifies when anyone in your business receives an out-of-office alert or a hard bounce indicating the Contact or Lead has left the business.

We’ll then update a custom DateTime field against your related record in Salesforce so you can track whether a key Contact has left the business (perhaps prompting a sales rep to reach out and establish a new opportunity or a customer success to re-establish a relationship at the account) or is currently out-of-office (perhaps prompting a sales person to review the Close Date for a related Opportunity).

Here’s a Knowledge Base on how to enable Out-of-Office and Left Business alerts.

Example Use Cases

There are infinite workflows and processes that can be started once you understand someone is out-of-office or left the business.

However, a few examples for consideration:

  • A key influencer has left a key customer account therefore  Identify new sales opportunity/establish a new relationship with customer
  • A key influencer has left a key prospect therefore identify new sales opportunity/establish a new relationship with customer
  • A key influencer is out-of-office therefore review Opportunity Close Date
Out-of-Office and Left Business Alerts in Salesforce

Want to find out more? Request a demo or contact your dedicated Customer Success Manager.

Report on Data Quality in Salesforce

Ebsta will now update a series of custom fields in Salesforce to give you the ability to create reports and dashboards highlighting:

  • Missing Contacts
  • Out-of-Date Contacts or Leads
  • Contacts or Leads currently Out-of-Office
  • Contacts or Leads who have Left the Business
Data Quality Reporting in Salesforce

Want to find out more? Request a demo or contact your dedicated Customer Success Manager.

Have you registered for the Product Release Webinar?

Join Daniel Remedios and Eleni Nicolaidis for a live walkthrough of the latest features included in this Team Release.

👉 Sign-up to the webinar here.

Create and Update Salesforce Records

Ebsta now includes an updated Alerts Tab that gives Reps the ability to quickly create new Contact or Lead records and update records when a new phone number or job title is found.

Create and Update Salesforce Records

Identify the Strongest Relationships in Salesforce with Individual Engagement Scoring

Ebsta Score can now report on every relationship between each user and each object – whether it be a Contact, Lead, Account, Opportunity or Custom Object in Salesforce.

Screen_Shot_2019-04-29_at_20.29.19.png
Score Individual Engagement in Salesforce

Here’s a Knowledge Base article on how to enable Ebsta Score reporting for individuals.

Account-Based Selling

Ebsta helps teams work more collaboratively on Accounts by highlighting every activity and every relationship across the business.

Identify the Best Relationships in Salesforce

Uniquely scoring each individual relationship now helps Reps effectively understand:

  • Who has the best relationship with an Account?
  • Is the most engaged Rep the Account owner or does the Accoutn need re-assigning?

When going outbound a warm introduction is extremely important. Companies can now see all the relationships at an account directly on the record solving a very real account based selling challenge and stopping the need to email all staff asking for an intro.

Examples of Ebsta Score Reporting

Ebsta Score brings Salesforce reporting to life with insight into the level of engagement each Rep has with every record.

Build Salesforce reports to answer questions throughout the sales cycle and track performance with individual Reps.

Salesforce Health Check

  • Are you engaging with all records in Salesforce?
  • Is it the record owner who has the best relationship?

Leads

  • Are the hottest Leads being followed up with?
  • Are there any Leads that aren’t being followed up with?
Lead Engagement Scoring in Salesforce

Opportunities & Pipeline Management

  • Are we engaged with our biggest Opportunities?
  • Are there Opportunities at risk because of a lack of engagement?
  • Have any Opportunities stalled?
Opportunity Engagement Scoring in Salesforce
Pipeline Forecasting in Salesforce

Customer Retention

  • Are we engaged with our biggest Accounts?
  • Are there Accounts with little engagement?
Customer Account Engagement in Salesforce

Ready to find out more?

Join Daniel Remedios and Eleni Nicolaidis for a live walkthrough of the latest features included in this Team Release.

👉Sign-up to the webinar here.