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Configuration

Configure field mappings and templates to automate your co-sell flow.


Overview

Once you have completed integrations with your CRM and the cloud partners, you will need to configure the field mappings, templates, and other options before starting making referrals.

  • Visit Integration to find supported partners.
  • Configurations affect both Suger Console and Suger Connector on Salesforce.

Create a new configuration

  1. Go to Suger Settings
  2. Click on the "cosell" tab, and click Create button.
  1. Choose the CRM partner and Cloud Partner to proceed.

Salesforce <> AWS

The configuration includes 5 sections:

  • Opportunity
  • Account
  • Contact
  • Field Mapping
  • Template
  • We provide a default minimal configuration to start with.
  • You don't need to complete all boxes, but the more you do, the better we automate.

Opportunity

In the "Opportunity" tab, you can configure:

  1. Stage Sync Mode: how would you sync stage between Salesforce and AWS.
    • Inbound: when AWS stage changes, also make changes in Salesforce.
    • Outbound: when Salesforce stage changes, ask AWS to change as well.
    • Bidirectional: changes on either side will trigger an update on the other side.
  2. Stage mappings.
    • Inbound: when accepting an incoming referral from AWS, how would you map the AWS stage to your Salesforce stage.
    • Outbound: when sharing with AWS, how would you map your Salesforce stage with an AWS stage.
  3. Amount Ratio: how to transform between your Salesforce opportunity amount and AWS Expected Monthly Revenue.
    For outbound referrals, your Salesforce opportunity amount will be multiplied by this value. For inbound ones from AWS, the Expected Monthly Revenue will be divided by this factor.

Account

In the "Account" tab, you can configure:

  1. Industry mapping.
    Similar to stage mappings. In the case you have a large number of industries, you can map the most common ones only.
  2. Address type - choose shipping vs billing.

Contact

When sharing with AWS, we only use the opportunity's primary contact. When accepting referrals from AWS, you can toggle if you want to set the contact as primary or not.

For now we don't support accepting it as an arbitrary Contact Role or as a certain Record Type.

  • We recommend you always set the Sync Mode to Inbound to ensure the incoming referral's contact is created successfully.

Field Mapping

This section lists how fields are mapped between Salesforce and AWS.

  • Remove anything that you don't want Suger to auto-populate.
  • Change the Sync Mode according to your need.
  • You can add more field mappings by clicking Add field mapping at the bottom.

Template

Most probably there are required AWS fields which do not have an exact counterpart in your Salesforce, and vice versa. In this case, you can specify default values so Suger auto-populates the referral forms.

When creating the configuration, Suger presents a list of template items that are found common among our customers. You can edit, delete, or add new templates by clicking the ➕ button at the bottom.

For field mappings, the default setup should be able to cover most cases, and we recommend review the following:

  1. Inbound Stage Mapping
    This determines which stage we should use to pre-populate the form when accepting an inbound referral from AWS. You can always change it in the acceptance dialog.
  2. Outbound Industry Mapping
    By default we use the Industry field of the standard Account object, but if you use a custom field, please change it.
    If you have too many industry values, mapping all of them can be tedious. In that case, you can map the top 10 most frequent industries, and also set the Default Industry value. If we didn't find a corresponding one from the picklist mapping, we would back off to use the default value instead.
  3. Review the field mappings and make sure it's not mapping anything confidential
    If you believe a field should not be mapped, and even should not be exposed to anyone outside of your organization, it's advised to configure the permission set settings and disable the Suger integrator user's access to that field.

For templates, we recommend you to review the following items:

Field NameDescriptionSuggested Value
Opportunity TypeSpecify if this is for net new business or renewal/expansionNet New Business
Delivery ModelIndicate one or more of the most applicable deployment or consumption model for your solution or service
Solution OfferedChoose the partner solution you offered to the end-customer
Partner Primary Need from AWSShare the opportunity with AWS to receive deal assistance and support, or for visibility only
Use CaseEnd customer usecase that the opportunity is solving for
Sales ActivitiesChoose sales activities that have happened with the end-customer
Customer Business ProblemProvide a clear description of the customer's business problem/pain point you are trying to addressA common description that fits most opportunities
Is Opportunity from Marketing Activity?Indicate whether this opportunity was sourced from a marketing activityNo

If you set Is Opportunity from Marketing Activity? to Yes, the following fields become mandatory:

Field NameDescription
Marketing CampaignConsult your PDM to get the code.
Marketing development fundsWhether marketing development funds (MDF) were used for this opportunity.
Marketing Activity Use-CaseSpecifies the specific use case or purpose of the marketing activity that led to the creation of the opportunity or contact. This field captures the context or intention behind the marketing activity's execution and its direct correlation to the generated opportunity or contact.
Marketing Activity ChannelSpecifies the channel through which the marketing activity associated with the opportunity or contact was conducted. This field provides information about the specific marketing channel that contributed to the generation of the lead or contact.
  • Note
    • Solution Offered
      If you selected "Other", remove all other selections, and also add the default value for Other Solution Offered.
    • Partner Primary Need from AWS
      If you selected "Do Not Need Support from AWS Sales Rep", remove all other selections.