Siebel Marketing User Guide > List Management > Promoting Prospects >

Promoting a Prospect to a Contact

When a prospect satisfies a set of screening criteria, he or she can be promoted to become a contact. The new contact record contains the same name and address information as the prospect record. The additional attribute data associated with the prospect is automatically promoted to categories and category values for the new contact.

NOTE:  You can have duplicate contacts in the same account. For example, duplicate contacts from different companies might belong to the same account.

When a prospect is promoted, the application checks for the following items:

• List Management confirms whether Data Quality deduplication is enabled. If so, the promotion will match the prospect against all existing contacts. If a match is found, a pop-up window appears showing all the matching contacts. The user can then pick or ignore the matches and proceed with the promotion.
  • If the user chooses an existing contact from the pop-up window, the prospect record will be removed and its associations with any campaigns, lists, or responses will be linked to the selected contact.
  • If the user ignores all the matches in the Pop-up Window, the promotion continues as if no match was detected.
• If Data Quality finds no matching contact or Data Quality is not enabled, the promotion checks whether the combination of the Account Name and Account site fields matches an existing account record.
• If the combination of the Account Name and Account Site fields match an existing account record, one of the following occurs:
  • If the account name is empty but an account site is specified, an account will be created using the prospects last name as the Account Name value.
  • If the account name exists but the account site is empty, the promotion compares with existing accounts that have the same Account Name and Account Site. If an identical account exists, the promotion will link the contact to the existing account. For the prospect address fields, either an update or an insert on the Account Address will be performed, based on the Address Name (the user key for Business Address). If there is not a match with an existing account, a new account will be created and the prospect personal address becomes the account address.
  • If no account location or account name is specified, an account will not be created or associated with the promoted prospect. The prospect personal address becomes the contact personal address.

Promoting Multiple Prospects

You can promote multiple prospects using the Promote Many button in some views in the List Management screen. This action promotes any prospects for which Data Quality does not find any matches.

CAUTION:  Promotion is only intended for promoting relatively small numbers of prospects at one time (fewer than 100). If you select more prospects, the process could take many minutes to complete.

Prospects that have at least one matching contact will not be promoted when you click Promote Many. If you do not enable Data Quality, selected prospects will be promoted to contacts.

When a prospect is promoted, a contact record is created with matching field information, and the prospect is removed from the list of all prospects.

To promote a prospect using the Prospects More Info view

1. Navigate to the List Management screen > Prospects view.
2. Use one of the following methods to promote prospects:
   • In the Prospects list, select a prospect record, and click Promote.
   • To promote multiple prospects, select the prospect records that you want to promote, and click Promote Many.

To promote a prospect using the views in the List Management screen

1. Navigate to the List Management screen > Lists view.
2. Drill down on the list name.
3. Click the List Contacts and Prospects view tab.
4. Use one of the following methods to promote prospects:
   • In the Contacts and Prospects list, select a prospect record, and click Promote.
   • To promote multiple prospects, select the prospect records that you want to promote, and click Promote Many.

To promote a prospect to an opportunity using views in the Campaigns screen

1. In Navigate to the Campaigns screen.
2. In the Campaigns list, select a campaign.
3. Click the Overview view tab.
4. In the Overview list, select a prospect record and click Create Opportunity.