Salesforce Integration Guide

For administrators setting up the ZoomInfo integration with Salesforce

Prerequisites and Considerations 3

Salesforce REST API Requirement 3
Permissions 3
Salesforce Native Application 3
Implementation Overview 4
Export Preference Connection Options 4
Service Account Connection (Default) 4
Individual User Account Connections 7
Get Connected 8
Configure Export Settings 12
API Consumption and Behavior 13
Lead Assignment Rules 13
Account Association When Exporting Contacts 14
Configure Mapping 15
Configure Scoops and Intent Exports 16
Add or Remove Fields 17
Set a Hierarchy for ZoomInfo Data Within a Single Salesforce Field 18
Test and Save 18
Salesforce Advanced Sync (ZoomInfo Copilot) 19
User Experience 20
Advanced Sync Object Access 21
Impact on Existing Salesforce Filtering Configuration 21
Salesforce Filtering (ZoomInfo Sales and Marketing) 22
User Experience 22
Key Considerations 23
Configure Salesforce Filtering Preferences 25
Managing and Monitoring Filtering 29
Salesforce Filtering Custom Field Support 29
Account Deal Story (ZoomInfo Marketing) 32

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 Account Deal Story View 32
Include Salesforce Opportunity Data 33
Enable the Integration for Your Organization 34
Managing the Integration 34
Changing the Primary Admin (Service Account Configuration) 34
Changing the Primary Admin (User Account Configuration) 35
Switching from User Account Option to Service Account Option 35
Adding Users to Your Org Over Time 36
Duplicate Checking Logic 36
Option 1: Standard ZoomInfo Duplicate Checking 37
Option 2: Custom Duplicate Checking 38
Admin Control of Duplication Settings 38
User Options During Export 38
Duplicate Logic 38
Data Sharing 39

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Prerequisites and Considerations
Review the following prerequisites and considerations before you connect and configure the integration.

Salesforce REST API Requirement

The Salesforce Rest API is required for the ZoomInfo integration with Salesforce to function. The REST API is
included with Force.com, Enterprise, Developer, Performance, and Unlimited Editions. If you have any other
version of Salesforce (e.g., Professional), you'll need to purchase access to the REST API.

Permissions
The following permissions are needed in Salesforce:

● Permission to read the org ID in Salesforce

● Permission to “view setup and configuration”

● Access to API

● Read/Edit access to the Account, Contact and Lead objects

● Read/Edit access to the Campaign and Campaign Member object

● Read access to the Opportunity object in Salesforce

● Read access to the User object in Salesforce

Salesforce Native Application

As a companion activity to the Salesforce integration configuration described in this document, you can
further enhance your integration experience by also installing the ZoomInfo Salesforce Native Application.

Installing the Native App allows you to integrate ZoomInfo data directly within your Salesforce instance. With
the Native App, your users can view records in Salesforce enhanced with ZoomInfo data, and enables your
organization to benefit from ZoomInfo IDs, timestamps, and Salesforce dashboards without leaving
Salesforce.

See the Salesforce Native App Implementation Guide for details on how to download, install, and configure
the Native App from the Salesforce AppExchange.

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Implementation Overview
Here's the flow for initial implementation:

1. Choose your export preference connection option.

2. Make the initial admin connection.

3. Configure your export settings (supported objects, limits and other settings)

4. Configure mapping between ZoomInfo data fields and Salesforce fields and behavior for each field
when exporting.

5. If you have ZoomInfo Copilot, Advanced Sync is enabled by default to allow ZoomInfo to import and
analyze information about your team and prospects/customers from your Salesforce.

6. If you don't have ZoomInfo Copilot, Salesforce Filtering enables your organization's users to view and
filter records found in Salesforce right within ZoomInfo Advanced Search.

7. Turn on the integration for your users and enable them to begin exporting.

8. Understand how duplicate checking logic and data sharing with ZoomInfo works.

Export Preference Connection Options

As the admin setting up the initial integration with Salesforce, you must configure how you connect to
Salesforce to support exports from ZoomInfo. This section describes your connection options and other
considerations.

You have two options:

● Service Account Connection (Default)

● Individual User Account Connections

Service Account Connection (Default)

The default (and preferred) option is to use a service account to connect your organization's users.

A service account simplifies the onboarding process as your organization evolves and changes, and
eliminates the need for your Support team to troubleshoot individual Salesforce connection issues for your
users.

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The Basics
● As a best practice, utilize a Salesforce integration user as described in the Salesforce documentation.
However, any Salesforce user account that has the required Salesforce permissions as well as admin
access in ZoomInfo can be used as the service account connection.

● All exports and Salesforce Filtering jobs will be run using this account.

● Other ZoomInfo admins and users will not need to connect to Salesforce using their own credentials.

● Assuming your org's ZoomInfo user accounts match to Salesforce user accounts, exports will be
associated with the user that made the export, including any applicable lead assignment rules you've
configured in Salesforce.

Primary Connected Admin and Secondary Admins

Primary Connected Admin

● The ZoomInfo admin that makes the initial connection to Salesforce is considered the primary
connected admin.

● Only the primary connected admin can disconnect the connection to Salesforce.

● Any other ZoomInfo admins defined in your organization can manage the configuration settings such
as adjusting mapping, export settings, and filtering. However, these admins cannot directly disconnect
the connection to Salesforce.

Secondary Admins

Any other ZoomInfo admins defined in your organization are considered a secondary admin. These admins:

● Can view the existing Salesforce integration configured for the org without connecting their own
Salesforce account to Zoominfo.

● Can manage the configuration settings such as adjusting mapping, export settings, and filtering.

● Can disable all exports for users by toggling off the connections.

● Can switch the service account user by using the Change User option on the General Settings page
for the integration (Service Account option only). Ensure the new service account user has the same
set of Salesforce permissions as the previous user.

● Cannot directly disconnect the connection to Salesforce. However, a secondary admin can become
the primary admin by using the Change User option on the General Settings page for the integration.

ZoomInfo and Salesforce User Account Mapping

It's important that your ZoomInfo users map to Salesforce users to ensure proper record ownership
assignment when using the Service Account connection option. This preserves ownership in Salesforce for

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net-new records exported from Zoominfo. We provide a simple UI for an admin to review this mapping on the
integration settings page.

Record Ownership When Exporting Using a Service Account Connection

Here's how record ownership logic is applied when exporting using the Service Account connection option.

If the exporting user's email address in ZoomInfo is the same as their Salesforce user email address:

● ZoomInfo will automatically associate exports of net new records with the user that performed the
export.

● The record owner for net new records exported will be set to the user account that performed the
export.

● The Created By and Last Modified By value for each record will reflect the primary connected admin.

● If your organization has configured lead assignment rules in Salesforce, the logic described in Lead
Assignment Rules applies. Note the following:

○ If a user exports 25 net new records or less, the lead assignment rules will be used to set the
record owner.

○ If a user exports 26 net new records or more, the lead assignment rules are not applied and the
records will be owned by the user that performed the export.

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If the exporting user's email address in ZoomInfo does not match their Salesforce user email address:

● The record Owner, Created By and Last Modified By fields will reflect the primary connected admin.

● If your organization has configured lead assignment rules in Salesforce, the logic described in Lead
Assignment Rules applies. Note the following:

○ If a user exports 25 net new records or less, the lead assignment rules will be used to set the
record owner.

○ If a user exports 26 net new records or more, the lead assignment rules are not applied and the
records will be owned by the primary connected admin.

● If this logic presents an issue for your organization, you can choose the Individual User Account
Connections option instead. This will require your organization's users to individually connect to
Salesforce.

Individual User Account Connections

Select the User Account option and require each of your organization's users to connect to be able to export.

● Ensure that your org's users have the required permissions in Salesforce.

● You'll still need to make the initial admin connection for the integration using Salesforce credentials.

Primary Connected Admin vs. Secondary Admins

The same functionality described in the Primary Admin and Secondary Admins apply to the User Account
option with the exceptions noted.

Required User Connections

To be able to export from ZoomInfo to Salesforce, each user must connect to Salesforce using their own
credentials.

● Once you have enabled the integration for all users by clicking the toggle to the left of the integration
in the Admin Portal, individual ZoomInfo users can connect to Salesforce.

● Admins should share the following link with users for instructions on how to connect to Salesforce.

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Get Connected
1. Login to ZoomInfo and select Admin Portal from the waffle menu.

2. Click Integrations.

1. Find the Salesforce integration and click Connect.

● The Service Account is the default preference. Therefore, when you make this connection, the
Salesforce credentials you provide will be set as your Service Account.

● As the admin setting up the initial connection, your ZoomInfo account will be listed as the
ZoomInfo Admin (and considered the primary connected admin).

● You can alternatively change the default preference of Service Account to User Account after
making the initial connection.

2. Enter your Salesforce credentials.

Click Edit Settings on the success message to be directed to the General Settings page for the
Salesforce integration.

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3. Note that your ZoomInfo account is listed as the ZoomInfo Admin, the Service Account User is the
account with which you connected the integration, and the Org URL reflects your Salesforce org
instance.

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4. Decide whether you'll use the default Service Account option, or change to the User Account option.
If you select the User Account option, go to step 7.

a. Assuming you choose to use the default Service Account option, click Edit User Mapping.

The User Mapping page displays.

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 ZoomInfo attempts to map each ZoomInfo user to a corresponding Salesforce user using the
ZoomInfo Email Address. If this is not successful, we attempt to match the ZoomInfo user
using the user's full name in Salesforce.

● Typically, you should see correct user mappings assuming your org's users use the same
email address for both ZoomInfo and Salesforce.

● If the Salesforce User field does not have a user selected, click the dropdown and
select a user.

● If the Salesforce user field has multiple matches, choose the appropriate user.

b. If you've made updates to the User Mapping page, click Save Changes.

c. Continue to Configure Export Settings.

5. If you elect to use the User Account option, you've already connected to Salesforce and must finish
configuring the integration (e.g., export settings, mapping, and Salesforce Filtering). Continue to
Configure Export Settings.

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Configure Export Settings
With your integration successfully connected (but not yet turned on for your organization), you can configure
export preferences and limit the objects that can be exported.

1. From the General Settings page for the integration, select Edit settings.

2. Click the Export tab.

3. Select each object type you want your users to be able to export to Salesforce.

4. For each object type, set a maximum number of records a user can export to Salesforce at one time
(up to 100,000).

5. Click Save Changes to apply the changes for all users in your org's ZoomInfo instance.

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API Consumption and Behavior
For exports of 25 records or less: Exporting 25 records or less leverages the Salesforce REST API.

For exports of 26 records or more (max 100,000): Exporting 26 or more records (max 100,000) requires
Salesforce Bulk API access.

The following table models API consumption when your users export ZoomInfo records to Salesforce.

Total Records Records To Be Records To Be SFDC Rest API SFDC Bulk API Notes
Exported From Created in SFDC Updated In SFDC Consumption Consumption
ZoomInfo To SFDC

25 25 1 -

25 10 15 2 - See
footnote1

200 200 - 1
200 100 100 - 2 See
footnote2
201 201 - 1
201 201 - 1
201 to 100K 201 to 100K - 1
201 to 100K 201 to 100K - 1

Important Native App consideration: Unlike the direct integration with Salesforce from the ZoomInfo
platform, the Native App does not leverage the Salesforce Bulk API when performing exports. For this reason
the export limit through the Native App is 5,000, not 100,000.

Lead Assignment Rules

For exports of 25 records or less: Exporting 25 or fewer records as leads, the lead assignment rules in your
Salesforce system will be activated, but this only applies if new records are added to the system.

For exports of 26 records or more (max 100,000): Exporting 26 or more records as leads, the lead
assignment rules in your Salesforce system will not be activated.

1
In this example, 1 REST API call is made to create 10 records, and 1 REST API call is made to update 15 records.
2
In this example, 1 Bulk API call is made to create 100 records and 1 Bulk API call is made to update 100 records.

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The following table illustrates how lead assignment rules are triggered when your users export ZoomInfo
contacts to Salesforce as leads.

Total Records Records To Be Records To Be Lead Assignment Rules Triggered?

Exported From Created in SFDC Updated In SFDC
ZoomInfo To SFDC

25 25 Yes

25 10 15 Yes

In this example, if records are exported as leads,

then lead assignment rules will be triggered for
only the 10 records created
26 or more 26 or more No
26 or more 26 or more No

Account Association When Exporting Contacts

For the Contacts object, you have a few options in how account association logic is applied when your
organization's users export ZoomInfo contacts to Salesforce.

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ZoomInfo recommends that you set account association options to "manual" (which is the default for all three
options), and let the user determine the account association when exporting 26 or more contacts. Using
these options:

● If an account does not exist, the user is asked to confirm the creation of the account. If confirmed,
ZoomInfo will assign the contact to the newly created account.

● If only one account exists, the user is asked to confirm that they want to associate the contact with
that account.

● If we match on multiple accounts, the user is asked to choose the account with which they want to
associate the contact.

Configure Mapping
With your integration successfully connected (but not yet turned on for your organization), you can configure
and customize mapping and optionally enable Scoops, Intent, and ZoomInfo Custom Object exports.

1. Click the Mapping tab.

Note: The gray fields shown above are only included if you've installed the Salesforce Native
Application.

2. On the Mapping tab, use the Accounts, Contacts, and Leads tabs to review the default mappings for
each object type and make any mapping changes.

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 Field Description

ZoomInfo Field Available ZoomInfo fields. Required fields are marked with an asterisk
(*).

Salesforce Field Available Salesforce fields. These fields are retrieved directly from
your Salesforce instance.

Update Options Select an option:

● Complete if missing (default) - Only complete with ZoomInfo
data if none exists in Salesforce.
● Overwrite field - Overwrite existing data in Salesforce with
ZoomInfo data.

Configure Scoops and Intent Exports

On the Mapping tab, you can export Scoops (at the account and lead level) to Salesforce.

You can also export Intent (at the account level only) to Salesforce.

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ZoomInfo Custom Object Export requires that you've installed the Salesforce Native Application (version 1.22
or higher). Two custom objects are available in Salesforce:

● ZoomInfo Scoops

● ZoomInfo Intent

These custom objects are related objects on the account, contact, or lead record. You can customize the
fields that you want to show or hide, such as create date, description, topic, Scoop ID, and so on.

Add or Remove Fields

Add fields by clicking Add Field at the bottom of the field list. Each field that you add must be mapped to a
corresponding field in your integration.

Click the trash icon to remove any fields that you do not want to map.

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Set a Hierarchy for ZoomInfo Data Within a Single Salesforce Field
In some cases, you may want multiple ZoomInfo fields to be stacked hierarchically within a single Salesforce
field.

For example, you may want to import both the ZoomInfo Direct Phone and Company Phone fields into the
Salesforce Business Phone field.

1. Map Direct Phone to Business Phone.

2. Map Company Phone to Business Phone.

The first occurrence of the Business Phone field is denoted with number 1, and the second with number 2.

Field hierarchy allows for both first and second choice values for selected Salesforce properties. For exported
records where more than one data point is available from ZoomInfo (such as phone numbers) you can
prioritize the data by preference within your mapping.

Test and Save

Before saving your mapping changes, click Test Mapping to export and delete a test record using your current
settings.

● If the test record cannot be created, this is typically due to an error in the mapping settings. For
example, mappings cannot be saved with a blank field.

Adjust the settings and click Test Mapping again.

● If the test is successful, a notification displays.

After performing a successful test mapping, click Save Changes.

● If the mappings are not set correctly, an error notification displays indicating the adjustments needed.

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 Remove any unfilled rows and click Save Changes again.

● If mappings are correctly configured, a success notification displays.

Salesforce Advanced Sync (ZoomInfo Copilot)

ZoomInfo Copilot utilizes your Salesforce object data and third-party signals to provide timely insights for
your go-to-market team. If you are connecting the Salesforce integration with ZoomInfo Copilot, the Import
tab includes Advanced Sync, which is enabled by default.

Advanced Sync allows ZoomInfo to import and analyze information about your team and
prospects/customers from Salesforce. This sync is required to deliver auto-configurations of ZoomInfo
settings and tailored recommendations to enhance your team's productivity.

For the optimum Copilot user experience, it's crucial that ZoomInfo Copilot has read access to all fields for
the specified objects.

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User Experience
Here are some of the enhancements delivered when Advanced Sync is enabled for your Salesforce
integration with ZoomInfo Copilot:

● ​Comprehensive Data Integration​: Copilot aggregates extensive Salesforce data, which is crucial for
generating detailed insights and highly targeted recommendations.

● Efficiency and Productivity​: Automation of data collection and analysis reduces manual data
handling, allowing sales teams to focus on engaging with clients and closing deals.

● Predictive and Generative AI​: Copilot utilizes advanced AI algorithms to predict future buying
behaviors and generate actionable engagement strategies. This includes AI-driven suggestions on
whom to contact, optimal contact times, and personalized messaging recommendations, all based on
Salesforce data.

● Enhanced Personalization​: Copilot can tailor interactions more precisely to each prospect's context
and needs, enhancing personalization and relevancy at scale.

● Target Account Activation​: Target accounts are automatically activated, enabling a more efficient
sales process.

● ​ ynamic Company Lists​: Users gain a new 'My Target Accounts' company list, dynamically populated
D
with accounts assigned to them in Salesforce, facilitating a user-friendly experience for building
advanced searches.

● Signal Routing​: When a funding signal from ZoomInfo intersects with your org's Salesforce data,
Copilot can route this signal precisely to customers whose solutions align with the growth objectives
of these freshly funded companies.

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Advanced Sync Object Access
For the optimal experience, Advanced Sync should have read access to the following Salesforce. Advanced
Sync will only import objects to which the connected integration user has read access.

● Account ● User

● Contact ● AccountContactRole

● Lead ● AccountTeamMember

● Opportunity ● OpportunityContactRole

● Opportunity Field History ● OpportunityTeamMember

● Opportunity History ● UserAccountTeamMember

● Opportunity Stage ● UserTeamMember

● Event

● Task

For each Salesforce object, ZoomInfo will import all fields within that object to which the connected user has
access. This data is stored in our secure database. ZoomInfo stores both matched and non-matched data
from these Salesforce objects and fields.

● Matched data: Records that already exist in your Salesforce.

● Non-matched data: This data is used to create rich signals, ensuring that we can present the full
picture to your users instead of relying only on a subset that consists of matched-only data.

Impact on Existing Salesforce Filtering Configuration

If you've previously set up Salesforce Filtering, the feature's functionality will be uninterrupted. We'll continue
to let your users filter in Advanced Search based on the Salesforce Filtering settings.

When Advanced Sync is enabled, the sync already includes all fields within these objects. Our aim is to steer
you toward the "optimal setting," guaranteeing the utilization of all fields for each object, instead of confining
them to particular lists or reports. Because of this, we've disabled ability to edit the settings within each
object, except in the following cases:

● You want to specify the Salesforce fields (per object) that you want your users to be able to filter on in
Advanced Search.

● If you have previously configured Lists/Reports for an object, you can continue to edit Lists/Reports
for filtering purposes only. Advanced Sync will continue to import all records/fields on these objects.

● If you haven't checked Opportunities for the Account object, you are still able to do so.

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Salesforce Filtering (ZoomInfo Sales and Marketing)
Organizations with ZoomInfo Sales or Marketing can use Salesforce Filtering to configure the filtering of
account, contact, lead, and opportunity objects from Salesforce to ZoomInfo, enabling their ZoomInfo users
to see Salesforce ownership data on contact and company profiles within ZoomInfo. ZoomInfo users can
utilize this information to refine their ZoomInfo searches to find new prospects faster.

● To utilize Salesforce Filtering and Insights, Bulk API access is needed.

● For details on how data privacy works when using filtering, see the CRM/MAT Filtering Data & Privacy
FAQ.

User Experience
Before configuring Salesforce filtering, it's important to understand the capabilities you are enabling for your
organization's users.

Once you configure and run Salesforce filtering, ZoomInfo users can use the Salesforce filters in Advanced
Search to search for account, contact, and lead records using the following criteria:

● Account records: Include or exclude based on account ownership or account type. You can also filter
accounts based on Opportunity data in Salesforce.

● Contact records: Include or exclude based on contact ownership with an option to exclude contacts
who have opted out of email.

● Lead records: Include or exclude based on lead ownership and status with an option to exclude leads
who have opted out of email.

With the filtered Salesforce data, users can:

● Include all owners to see all of the records matched from Salesforce, or exclude all records matched
from Salesforce.

● Select up to 10 owners for each object type when filtering.

● Create saved search alerts based on Salesforce ownership, helping users maintain a narrow focus on
prospecting efforts.

● See indicators that a record exists in Salesforce in search results.

● See additional indicators on ZoomInfo contact and company profile pages, including owner
information and filter date. Clicking on the owner name will redirect to the existing Salesforce record
in a new tab.

● See indicators that a record exists in Salesforce when viewing Scoops and Org Charts.

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Key Considerations
Choose which objects to filter

As an admin setting up Salesforce filtering, you can choose to configure filtering of accounts, contact and/or
lead objects.

Per object limits

For the account, contact, and lead object types, there is a limit of 2 million records. For opportunities there is
a limit of .5 million records. You can adjust your filtering settings using Salesforce Lists to adhere to these
limits.

API consumption

Salesforce filtering functions by leveraging Salesforce’s Bulk API. Salesforce provides a limit for the number of
API calls which can be used by an organization.

● Salesforce records are queried using the Bulk API in batches of 10,000. So 1 million records will
consume 100 Bulk API calls.

● Check with Salesforce Support to confirm how many API calls your organization has access to (daily
limits).

● Consider other integrations that you are leveraging (including ZoomInfo Enrich) which also use
Salesforce’s API.

Disabling filtering for an object

If you subsequently disable filtering for an object, previously-filtered records are not deleted - disabling
simply stops future filtering.

Clearing filtered records

If you want to remove records that are already filtered, you have the option to clear them so they no longer
appear in searches and remove Salesforce indicators. Clearing filtered records only removes the ownership
information in ZoomInfo - your Salesforce records are not impacted.

Record persistence

Salesforce filtering will only persist the records ZoomInfo is able to match.

Duplicate records

If there are multiple records for the same account, ZoomInfo will only match to one record. For example, your
Salesforce instance may include multiple or duplicate accounts across different locations. In this case, these
records would be matched to a single ZoomInfo profile.

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For exports under 25 records: To avoid creating duplicate records in Salesforce, ZoomInfo also checks for
records synced through the Salesforce Filtering process (in case the ZoomInfo duplicate check fails to detect
a match). This check applies to all contact, lead, and account export flows.

Changes to records in Salesforce

Only records that meet specified criteria at the time of filtering are filtered. Records that no longer meet the
criteria are removed on subsequent filtering runs. For example, if a lead is converted to a contact, it will no
longer be filtered as a lead in future filtering runs.

Scheduled runs

Scheduled filtering runs are performed on "off hours", specifically from 8PM to 6AM EST.

Salesforce report creation best practices

When selecting or creating reports to include in Salesforce Filtering:

● Choose reports that align with specific goals and objectives for your organization

● Select up to 20 reports for import and filtering purposes

● Ensure that reports do not include more than 2,000 records. If a report has greater than 2,000 records
that you want to import, split the report into individual reports to meet this requirement.

Include the following essential data fields for accurate matching with ZoomInfo’s database and optimized
filtering.

Accounts Contacts Leads

Account ID Contact ID Lead ID

Account Name First Name First Name

Account Website Last Name Last Name

Account Owner Email address Email address

Account Type Email Opt Out Company Name

ZoomInfo Company ID* ZoomInfo Contact ID* Email Opt Out

ZoomInfo Contact ID*

* Available if the ZoomInfo Salesforce Native App is installed.

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Configure Salesforce Filtering Preferences
1. Go to Admin Portal > Company Settings > General Settings.

2. Enable the Show Salesforce settings, filters, and indications toggle for Salesforce.

3. Go to Admin Portal > Integrations.

4. On the Connected tab, click Salesforce and select Edit Settings.

5. Click the Filtering tab.

Configure Settings for Each Object Type

For each object type (Account, Contact, Lead), you can choose which Salesforce records to filter.

For simplicity, this section describes your options in the context of the Account object, but the same
instructions apply for Contacts and Leads.

1. Click the toggle to enable and configure filtering for the object (e.g., Account).

2. Click Edit Settings for the selected object.

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Choose the Update Frequency

Use the Update Frequency dropdown to schedule filtering for the object type.

If you choose Daily, a full sync will occur once per week, beginning on the day you set it up, and recurring
each week on that same day. For the days of the week in-between, only new records or updated fields for
existing records are synced.

You can perform a full sync at any time by choosing the Run Now option on the Mapping tab for an object.

Specify Records to Import

For each object, you can configure the records you want your users to be able to search for in ZoomInfo.

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You have the following options to define the records to import:

● All Accounts from Salesforce along with the option to include Salesforce Lists/Reports that you
select.

○ If you choose All Accounts, users will be able to filter ZoomInfo search results for all accounts
in Salesforce that match to a company in ZoomInfo.

○ If you optionally select Add List and Report Filters, users will also be able to filter ZoomInfo
search results based on list and/or report information.

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 ● Alternatively, you can choose to include only records associated with Salesforce Lists/Reports that
you select. With this option, users will be able to filter ZoomInfo search results based on Salesforce list
and/or report information.

Tip: See Salesforce report creation best practices for your Salesforce reports to optimize matching
and filtering.

Include Opportunities

You can choose to include Salesforce Opportunities created in the past 6 months, 1 year, or 2 years.

Verify and Save the Configuration

When done configuring the settings for an object (e.g., Accounts):

1. Click Verify & Save.

2. Repeat the configuration described in this section for other objects (Contacts, Leads) as needed.

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Enable or Disable Filtering
Enable or disable filtering for an object type at any time using the toggle.

Clear Matched Records

You can delete existing records that were previously filtered and matched to ZoomInfo. For example, click
Clear All Matched Contacts.

Important: This action has no impact on records in your Salesforce instance - it simply removes records that
were matched to ZoomInfo so that they will no longer be shown in search results.

Managing and Monitoring Filtering

At any time, you can return to the Filtering tab to view details about your runs, adjust settings, and enable or
disable filtering. You can also manually initiate an off-schedule filtering run by clicking Run Now.

Run statistics are provided for each object. Roll over the info icons to view the definition of each statistic.

Salesforce Filtering Custom Field Support

Admins for organizations that use Salesforce filtering can add fields from Salesforce that they’d like to include
as additional filtering options in ZoomInfo, helping to leverage data specific to an organization's instance.

● Must be a Salesforce picklist or lookup field.

● You can add up to 3 fields for each object type (Accounts, Contacts, and Leads).

● You define the name for each custom filter that users will see in ZoomInfo Advanced Search.

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Configure Custom Field Support
1. Navigate to Admin Portal > Integrations and select the Manage link for the Salesforce integration.
The Filtering tab displays.

In this example, we'll enable 3 additional fields for the Account object. Click Select Salesforce
Account Field.

2. Add up to three Salesforce picklist or lookup fields to include by clicking the Search Salesforce Field
dropdown.

The Filter Name value for each custom field will display in Advanced Search. The default value is initially the
same as the Salesforce Field. You can choose to edit this text so that it makes better contextual sense to
users conducting searches.

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 3. When you've finished adding fields, click Save.

4. Continue to configure filtering for Contact and Lead objects as needed.

User Experience
When using Advanced Search, users can filter using the custom fields that an admin has configured.

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Account Deal Story (ZoomInfo Marketing)
For organizations with ZoomInfo Marketing only

The account Deal Story is a ZoomInfo Marketing feature that helps your users visualize how accounts are
moving through the marketing funnel, where to prioritize effort and spend, and how ZoomInfo Marketing is
delivering ROI.

Account Deal Story View

The Deal Story view for an account includes:

● A visual display of the engagements across all activities for that account.

● A visual display of all the activities performed for that account.

● Filters for engagement, activities and channels.

● Salesforce opportunity data for the account (see Include Salesforce Opportunity Data for details)

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Include Salesforce Opportunity Data
Assuming you also want to also include Salesforce opportunity data in your Deal Story view, you'll need to
ensure that a specific set of fields for the opportunity object have the appropriate permissions in Salesforce.

These steps must be performed by the admin user who connected the Salesforce integration from the
ZoomInfo Admin Portal.

Do the following:

1. In Salesforce, navigate to Setup > Object Manager > Opportunity (or type in the search bar for quick
access).

2. Click Fields & Relationships in Opportunity Object Manager.

3. Choose one of the following Field Names (type Field Name in the search bar for quick access).

● Opportunity Name

● Stage

● Close Date

● Amount

● Contract

● Opportunity Type (could also be Type)

4. Click Set Field-Level Security and select all checkboxes for Visible.

5. Click Save.

6. Repeat these steps for all Field Names listed above.

● Important: Users must have access to the Opportunity object itself, and all of the fields you
choose in this procedure.

● Once configured, the opportunity data will appear in the account Deal Story view within 24
hours. If the data does not appear after this timeframe, disconnect and reconnect your
Salesforce integration in the ZoomInfo Admin Portal.

● For additional guidance, check out this demo video.

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Enable the Integration for Your Organization
Once you've connected and configured the integration, you can enable it for your users using the toggle.

● If you chose to use the default Service Account export preference, turning on the toggle enables the
ability to export for all users in your organization.

● If you chose to use the User Account export preference:

○ Individual ZoomInfo users must connect to Salesforce with their own credentials to be able to
export.

○ Admins should share the following link with users for instructions on how to connect to
Salesforce.

Managing the Integration

Over time, you may need to make changes to your integration configuration - for example, if the primary
connected admin leaves the company and you need to swap in a new admin.

Changing the Primary Admin (Service Account Configuration)

If a secondary admin wants to remove the existing primary connected admin and make themselves the new
primary connected admin:

1. Go to the General Settings page for the integration.

2. Ensure that the new admin has the same Salesforce permissions as the outgoing admin.

3. Click Change User. If the secondary admin is:

● Already logged in to Salesforce in another browser or tab, the account is simply switched.

● Not logged in to Salesforce, they'll need to authenticate using their credentials.

In this scenario, the Service Account user is also switched to the secondary admin's account.

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Changing the Primary Admin (User Account Configuration)
Changing the primary connected admin in this scenario only applies if your organization is using Salesforce
Filtering. If a secondary admin wants to remove the existing primary connected admin and make themselves
the new primary connected admin:

1. Go to the General Settings page for the integration.

2. Ensure that the new admin has the same Salesforce permissions as the outgoing admin.

3. Click Change User.

Note: If Salesforce Filtering jobs are not configured, the secondary admin will not see the Change
User option.

4. If the secondary admin is:

● Already logged in to Salesforce in another browser or tab, the account is simply switched.

● Not logged in to Salesforce, they'll need to authenticate using their credentials.

Switching from User Account Option to Service Account Option

If you're currently using the User Account option (or the previous experience that only supported individual
user account connections) you can easily switch to the Service Account option:

1. Go to Admin Portal > Integrations.

2. On the Connected tab, temporarily turn off the integration for your organization using the toggle.

3. Go to the General Settings page for the integration.

4. In the Export Preference section, select the Service Account option.

5. Click Save Changes.

Note: Saving the changes will enable the Edit User Mapping link.

6. Verify the user mapping configuration to ensure your org's users are mapped to Salesforce users by
clicking Edit User Mapping.

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 Tip: See the details about user mapping in the Get Connected procedure.

7. Return to the Connected tab and turn on the integration using the toggle.

Adding Users to Your Org Over Time

When you provision a new user in an organization that uses the Service Account option, verify the new user is
mapped to their corresponding Salesforce user using the Edit User Mapping link on the General Settings
page for the integration.

● If you do not proactively make the mapping, the system will automatically regenerate this mapping
when the new user performs their first export.

● If the system is unable to map a user, the user can still perform exports as described in Record
Ownership When Exporting Using a Service Account Connection.

Duplicate Checking Logic

When a user exports records from ZoomInfo to Salesforce, duplicate checking logic is applied to detect
duplicate records within Salesforce. You have two choices:

● Option 1: You can use standard duplicate-checking logic used by ZoomInfo when exporting
accounts, contacts, and leads.

● Option 2: You can use custom duplicate rules configured in Salesforce to flag duplicates when
exporting accounts, contacts, and leads.

● When enabled, the Salesforce custom duplicate rules fully replace the duplicate-checking logic
used by ZoomInfo.

● You can configure this feature per object (accounts, contacts, and leads).

Each option is described in the following sections:

● Option 1: Standard ZoomInfo Duplicate Checking

● Option 2: Custom Duplicate Checking

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Option 1: Standard ZoomInfo Duplicate Checking
You can control the user’s available options for handling duplicates by configuring the default duplication
settings for the integration in the Admin Portal. When a duplicate is encountered during export, users can
choose the default behavior set by you, or select other available options.

User Options During Export

During an export, duplicates are flagged and presented to the user. Depending on the options you set, the
user can choose to update an existing record, create a duplicate record, or not export the record at all.

Duplicate Logic
ZoomInfo checks for specific criteria, in a specific order, to determine if existing data in Salesforce matches
data being exported.

For companies: Companies in ZoomInfo are equivalent to accounts in Salesforce. When exporting companies
to Salesforce, ZoomInfo will check for duplicate Salesforce accounts using criteria applied in the following
order:

1. ZoomInfo ID

2. Website

3. Exact Company Name

For people: People in ZoomInfo are designated as contacts, and can be exported as Salesforce contacts or
leads.

When exporting contacts to Salesforce, ZoomInfo will check for duplicate Salesforce prospects using criteria
applied in the following order:

Contacts (people associated with a company):

1. ZoomInfo ID

2. Email Address

3. First Name + Last Name + Exact Company Name

Leads (people not associated with a company):

1. ZoomInfo ID

2. Email Address

3. First Name + Last Name + Exact Company Name

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Note: If a person in Salesforce exists as both a contact and a lead, ZoomInfo will present the contact record
as the duplicate.

Option 2: Custom Duplicate Checking

See Salesforce Custom Duplicate Check in the ZoomInfo Knowledge Center for details on setting up this
option.

Admin Control of Duplication Settings

A ZoomInfo admin can control the user’s available options for handling duplicates by configuring the default
duplication settings for the integration in the Admin Portal. When a duplicate is encountered during export,
users can choose the default behavior set by the admin or select other available options.

User Options During Export

During an export, duplicates are flagged and presented to the user. Depending on available options set by an
admin, the user can choose to update an existing record, create a duplicate record, or not export the record.

Duplicate Logic
ZoomInfo checks for specific criteria, in a specific order, to determine if existing data in Salesforce matches
data being exported.

For companies: Companies in ZoomInfo are equivalent to accounts in Salesforce. When exporting companies
to Salesforce, ZoomInfo will check for duplicate Salesforce accounts using criteria applied in the following
order:

1. ZoomInfo ID

2. Website

3. Exact Company Name

For people: People in ZoomInfo are designated as contacts, and can be exported as Salesforce contacts or
leads.

When exporting contacts to Salesforce, ZoomInfo will check for duplicate Salesforce prospects using criteria
applied in the following order:

Contacts (people associated with a company):

1. ZoomInfo ID

2. Email Address

3. First Name + Last Name + Exact Company Name

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Leads (people not associated with a company):

1. ZoomInfo ID

2. Email Address

3. First Name + Last Name + Exact Company Name

Note: If a person in Salesforce exists as both a contact and a lead, ZoomInfo will present the contact record
as the duplicate.

Data Sharing
The Data Sharing page in the Admin Portal is enabled if your organization has not contractually opted out of
data sharing with ZoomInfo that is intended to analyze your use of connected integrations. Data sharing helps
to improve the ZoomInfo service and make recommendations to you.

1. Go to Admin Portal > Data Sharing.

● If your organization has chosen to opt-out of data sharing, the following message displays:

As a precaution, this function is set to OFF and is not editable, in order to prevent unintended
changes that may be in conflict with your organization's contractual terms.

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 ● If your organization has not opted out of data sharing, the Data Sharing page displays with the
ON/OFF toggles enabled.

2. Data collection is subject to ZoomInfo's Privacy Policy. Review the policy details using the link
provided.

3. Review and manage the data sharing settings according to your organization's data sharing
preferences.

4. Over time, you can review the Contributions tab to monitor the contributions made by your
organization.

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