Bookshelf v7.5: Promotion of Prospects to Contacts

If a prospect meets screening criteria, the prospect can be promoted to a contact. 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. The new contact record inherits any activity and campaign response information that was formerly associated with the prospect record. The contact Status is set to Qualified.

If Siebel Data Quality is integrated with Siebel Call Center, and if a prospect that matches an existing contact is promoted, a message is displayed at promotion asking if the existing contact record should be used, or a new contact record created. If the agent chooses to use the existing record, the promotion will not change any account information associated with that record. If the agent chooses to create a new record, account data may be affected as described in the remainder of this chapter, depending on the specific data values involved. For information about data quality matching, see Siebel Data Quality Administration Guide.

For all prospect promotions, account Status is set to Qualified. For all prospect promotions except those where the user receives a Data Quality message and chooses to use a matching existing contact record, the effect of the promotion on other account data depends on whether the prospect's Account Name and Account Site fields match those of an existing account record. Table 2 shows the outcome for various data combinations.

Table 2. Effects of Prospect Promotion on Account Data
		Prospect Account Value
		Specified and Matches Existing Account	Specified but Does Not Match Existing Account	Unspecified
Prospect Site Value	Specified and Matches Existing Account's Site	The promoted prospect is associated with the existing account.	Not applicable	A new account is created using the prospect's last name as the Account Name value.
	Specified but Does Not Match Existing Account's Site	A new account is created for this account name and site.	Not applicable
	Unspecified	A new account is created using the prospect's personal address as the account address.		No account is created and no account is associated with the promoted prospect.

For information about promoting prospects during marketing campaigns, see Campaigns and SmartScripts. For information about promoting prospects from administrative screens, see Siebel Marketing Guide.