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Home > DemandTools Modules > DemandTools Cleansing Modules > Lead2Account Deduplication

Lead2Account Deduplication

Capabilities & Features:

Identification and consolidation of Leads and Accounts that are duplicates of one another

Creation of new Contact based on the Lead record information

Ability to compare all Leads to all Accounts or only designated subsets of the records (ex: Only Leads in the US compared to only Accounts in the US)

Campaign and Activity preservation upon merger

Lead2Account uses the Lead Convert API call making the operation identical to the conversion of a Lead from within the Salesforce interface

Communication/Task option to keep team members up to date on data movement

Option to create an Opportunity upon the conversion/merger of the Lead into an Account

DeDuplication Best Practices & Guidelines:

Run the Lead2Contact Deduper prior to the Lead2Account Deduper

This approach will ensure that duplicate contacts are not created during the Lead to Account clean up

Run the SingleTableDedupe and clean up the Lead and Account Tables prior to running the Lead2Account module

It is important to not have any duplicate Leads or Accounts in Salesforce as they will add to the complexity of the Lead2Account clean up and increase the number of found matches.

Screen One:

Step 1. Determine the Leads and Accounts to compare

"Use All" radio button will include all Leads in the duplicate finding process

"Use Conditions" radio button allows the user to subset the Leads to only include some in the duplicate finding process

Using conditions can be done for many reasons, however users with large databases will more than likely opt to use conditions to ensure quicker processing and less dupes to sift through at one time
The grid may also take a long time to render if there are in excess of 500 matches found
Conditions do not have to be the same for Leads as they are for Accounts and vise versa; it is all very dependant upon what the user is searching for to merge

Adding Conditions and Using Expert Mode:

Conditions are used when subsetting which objects will be updated, exported, and/or searched, depending on the module. In most cases the option to use all objects or specify conditions on which object(s) to use will be available.

When "Use Conditions" is selected the conditions area is no longer greyed out and open for criteria specification.

Step 1. Select the Field on which to Base a Condition

Fields from the selected table will be listed on the left.

To access fields in a related table select the "+" to the left of the table name. This will display the fields from the related table. Multi-table joins are available for Parent tables only and based on foreign key relationships between tables. For example, you can access the Account table from within the Contact table, because the Account ID is physically stored on the Contact Table. You cannot access the Contact table from the Account table.

Step 2. Select the Operator

Available operators will change based on the type of field selected.
"!=" represents "not equal to".
When using dates, operators will include "Today", "Yesterday", etc.".

Step 3. Specify a Value(s)

Text Fields: Type in the value. Multiple values for the same field are to be separated by commas. DO NOT PUT A SPACE AFTER THE COMMA. Commas are translated as "or". For example, "ma,nh,me" will be translated to "ma or nh or me". Note: values entered are not case sensitive.
Picklists: Select the value from the specified list. Multiple values can be selected and will be translated as "or".
- Valid picklist values are shown (as defined in Salesforce.com). Right click on a list of picklist values to "Add a Value". This is used to add a value not currently in the picklist and make it available for use in the criteria. The value is added for the purpose of selection and will not be added to the actual picklist in Salesforce.
- Right click on a list of picklist values to "Filter List" to subset a long picklist based on a search string to quickly find a value(s).
Dates: The current date will default in the value window. Click the arrow on the right to access a calendar and select a specific date.
- To isolate a specific day, regardless of time, when dealing with a Date/Time field (i.e. created date), specify 2 conditions, greater than the day before and less than the day after. This is not necessary when using an operator such as "Today" or "Yesterday".

Step 4. Add Condition(s)

Select "Add Condition" to add the condition to the list of current conditions.
By default, all conditions are "and'd" together. To create "or" groups see Step 5.
To delete one condition from the list, click the box to the left to highlight the condition and press the delete key on the keyboard.

Step 5. Creating "OR Groups" (this option is not applicable to all modules)

To create "or" groups, check the "Expert Mode" checkbox.

Change the "OR Group" number for specific conditions (click on the number on the right and adjust up or down). All conditions WITHIN a group/have the same group number are and'd and BETWEEN groups/different group numbers are or'd. For example:

Reads as:

(MailingState=ma AND LeadSource=External Referral) OR (MailingState=ny AND LeadSource= Trade Show)

Unchecking the "Expert Mode" checkbox will cause all conditions to be and'd once again.

Screen Two:

Step 1. Mapping Lead to Account Fields

This is the most important part of the process as it is where the user dictates how Leads will match Accounts.

Depending on the data, several different combinations of field selections and mapping types will need to be tried in order to find the Leads that match existing Accounts.

Note that the complexity of the mapping will determine the number of found matches and the confidence level on the validity of the matches.
The Image below shows a match only using the Company/Account Name field and the Cleaned Account Name mapping type with the Fuzzy and Alpha Clean engine turned on

The image below shows another option of matching using more fields and specific mapping types (see below for mapping type definitions)

If a row/condition needs to be added, click the "Add Mapping Condition" button (on left of the screen)
If a single row/condition needs to be removed, click the box to the left of the criteria and click the "Delete" key on the keyboard

To clear out all mapping click the "Clear Mapping" button (on left of the screen)

To Learn More about Mapping Types and their definitions please click here.

Step 2. Selecting Fields to Display

Choose fields to display on the dupe grid by placing a check in the fields checkbox
Lead fields are selected in the left pane and Account fields are selected in the right pane
Be sure to select fields that will aid in recognizing duplicates that should/could be merged accurately
For comparison purposes, the grid is easier to read if the same fields have been selected for Leads and Contacts
To access joined table fields click on the plus sign next to the table of choice
The more fields that are selected, the longer the duplicate grid will take to process
Fields will be shown in the order they were selected, but can be rearranged on the dupe-grid
If the user forgets to select a field they will need to go back to Screen 2 to make the selection, this will result in a reprocessing of matches

Screen Three:

Step 1. Selecting the Leads to be Created as a Contact to an Existing Account

The status bar will indicate to the user the Lead and Account processing advancement

The processing is based on the criteria setup in Screens 1 and 2

The image below represent how the found matches will appear once processing is complete (see more images below for more detailed information and suggestions)

Select the "+" sign next to the Lead to view the found Account match(es)
To make viewing easier select the "Headers" checkbox on the bottom left of the screen

This will keep the yellow header present on all match groups, making it easier to identify a new match group
Clicking the "Expand/Collapse" button will expand (or click all plus signs) all duplicate groups, clicking it a second time will collapse all of the groups

NOTE: Checking the box in any yellow header will select a Lead and Account for every group, and unchecking any yellow header checkbox will deselect all Lead and Account selections
To make a selection for only one group at a time, select the Account or Lead record in that group

It is beneficial to arrange the Lead fields and Account fields in the same order on the found matches grid, as it makes the data comparison easier for the user

To rearrange the fields, drag a field to the desired location and when the red arrow appears drop the field to the new spot by releasing the mouse click

Details of the Lead and Account can be viewed by clicking on the icon button at the beginning of each row, for Lead detail and for Account detail

All checked Leads will be merged into the matching Account, creating a Contact from the Lead information
If more than one Account is matched to a Lead, the user will need to select the Account in which to merge the Lead

Step 2. Converting the Leads

Determine what will happened when the selected Leads are converted into new Contacts in the selected Accounts. The details of these settings are described below:
Lead Status - This will set the "Status" of the converted lead. When Leads are converted in Salesforce it is usually because they are a qualified lead being converted to a contact. In the case of Leads that already have a company inside of Salesforce you may want to setup a separate Lead status for Leads that where converted by this tool so that future analytical analysis will be able to separate the types
Create Opportunity - To create Opportunities for the newly formed Contacts select the "Create Opportunity" checkbox. The "Opportunity Name" text area becomes active and the user can Provide an Opportunity name or the Account name can be used as the name of the Opportunity.
Ownership - The new Contact ownership match the owner of it's parent account, be the same as the Lead owner or it can be a specific owner. If you use "Lead Owner" and the Lead is owned by a queue the Contact will be assigned to the user that is running the tool
Notification - To create a task for the Contact owner, select the create task check box. The subject and description can be customized.

Step 3: Processing

To convert the Leads into new Contacts click the "Merge Checked" button

Once the process is complete a dialog box will appear indicating the success of the task as well as providing a link to the log file