Salesforce Integration Guide

  • Updated

Act-On’s seamless integration with Salesforce makes it easier for marketing to deliver more highly qualified, sales-ready leads to the sales team.

Marketing can create lead-management programs that update fields, create tasks, assign owners, and convert leads directly in Salesforce.

Sales never have to leave Salesforce to get real-time information, including prioritized hot leads and complete activity history for leads and contacts, or even to send Act-On email.

Read on to learn how to integrate Act-On with Salesforce.


Connect to Salesforce

Prior to integrating, the accounts must be connected. Follow our guide for setting up your connection between Act-On and Salesforce.

How to Connect to Salesforce

Synchronize Salesforce Data with Act-On

Now that you are connected, there are several steps to complete so that you can synchronize data fields, import marketing lists, generate reports based on CRM data, and send personalized emails on behalf of your sales team.

Prepare Custom fields for Act-On

Prior to syncing, we recommend setting up two custom fields. These fields will enable Lead Score visibility in Salesforce, and sender personalization (so you may send emails on behalf of your sales team).

To set up these two fields in Salesforce, provide this article to your Salesforce Administrator:

How to Configure Behavior Score and Owner ID in Salesforce

Data Management

The Data Management page is where you set up the pulling the schema from Salesforce, which details the Salesforce objects (such as Leads and Contacts) and their associated data fields.

A recurring synchronization is required for the following features:

This setup may be completed by an Act-On administrator or marketing user:

CRM Data Management Setup

If you have IP restrictions in Salesforce, allow the IP range listed here to receive data.

Import Salesforce Lead and Contact Lists

You can now import your Leads and Contacts from Salesforce. This will create a new marketing list of Act-On contacts which you can create segments and send emails to. This article also applies to importing Salesforce Campaigns and Reports.

Act-On marketing and administrative users can import lists.

Import and sync Salesforce lists

Synchronize data fields

These data fields need specific setup to synchronize with Salesforce:

Sync Opt-Outs with Salesforce

Sync Lead Scores with Salesforce

Sync Hard Bounces with Salesforce

Standard Field Names

Configuring Standard Field Names in Act-On to match your Salesforce fields will prevent data management issues.

Act-On marketing and administrative users can complete this step.

Set up Standard Field Names

Import Sales Users

For your Salesforce Users to have access to features provided by the Act-On package and the Act-On Anywhere plugins (Chrome, Outlook), you can import them to Act-On as a Sales user.

Have your Act-On administrator complete this setup.

Import Sales Users from Salesforce

Set Up the Act-On Package in Salesforce

Install the Package

The Act-On package in Salesforce will allow your users to utilize Act-On features directly from Salesforce.

You will need to work in conjunction with your Salesforce Administrator to install this tool.

Install the Act-On Package

Important! If you have previously installed an Act-On package in your Salesforce account and need to upgrade, please see How to Upgrade your Salesforce Package for further instructions.

Install Act-On components

Act-On has several features that you can add to your Salesforce account, described here: Act-On Components for Salesforce

Provide your Salesforce Administrator the instructions for each component you wish to install:

The Act-On Tab

Send Act-On Emails

Contact Report

Account Report

Send Emails to a Report

Add a Salesforce Campaign to Marketing Lists

Hot Prospects Setup

The Hot Prospects dashboard identifies the most active and engaged leads or contacts based on scoring rules defined in Act-On. Sales users will see their personal top 20 Hot Prospects in the Act-On Tab in Salesforce.

This setup requires user privileges to create a custom Salesforce report, as well as Act-On marketing or administrative user privileges.

Set up Hot Prospects


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