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How to Use PathFactory for Revenue Intelligence Content Plays

PathFactory provides two ways for users to share content from PathFactory for Revenue Intelligence (PFRI) Account dashboards.

  • Send an email that includes a Content Play link directly to Salesforce contacts 
  • Generate a Content Play link to send out from another system with the appropriate tracking criteria automatically applied. 

How to Send Content Play Emails

To send a Content Play by email, follow these steps.

  1. On the main navigation, click Revenue Intelligence to open it.
  2. On the Accounts page, scroll down and select an Account name to go to that individual Account dashboard
PFRI home page

  1. On the screen that opens, click the Share Content button on the top right. This button is also available on an individual Opportunity dashboard.
Share Content button on an individual Account dashboard

  1. Select the email option in the dropdown list. 
Selecting the email option when sharing content

Note: Emails are powered by either Gmail or Outlook. Users must first authenticate their email address in PathFactory through one of these providers. Read more in Getting Started with PathFactory for Revenue Intelligence (PFRI).

  1. Select recipients. You will see all of the Salesforce contact records associated with the account you chose to share content with. Now select the specific recipients within that account that you wish to receive the email.
Select Recipients menu

Note: When you select multiple contacts, remember that PathFactory will send the email individually to each of these recipients. 

  1. Select an Experience you want to include for the Content Play. The All Experiences tab lets you view every Experience, regardless of type, and sort by important information such as the last time it was updated, number of assets, time spent and asset views. You can also filter this table by engagement date range, topics, and track labels (when applicable).
All Experiences tab

In addition, you can also use the Experiences by Folder tab to navigate based on your folder tree structure for each Experience type. 

Experiences Folder tab

  1. When you click on an Experience, a preview of the assets included will display on the right with a summary of view and time spent information for each asset as well as the names and topics. You can preview each asset in a new window to review what is included in that Experience before you choose to share it.

    Note: PathFactory’s Administrator Role governs which Experiences are available for you to choose from. To do this, the Administrator goes to the Organization Settings menu and selects the Sales Tool Configuration tab. From there, the Administrator will select the Content Activation sub-tab and then select which folders or subfolders of Experiences are available for your User Role.
  1. For Templated Experiences, your next step is to customize the Experience. If you are sharing a Standard Experience (Target, Recommend, Microsite, Virtual Event), you’ll automatically skip this step and go straight to composing the email. 

Note: If the Templated Experience you are sharing has a Content Page but not a Landing Page, you will automatically skip this step. 

Example of a Landing Page configuration

The customization capabilities are displayed in sections of the Landing Page(s). Depending on the governance settings applied by the user who created the initial Templated Experience, you may see options to edit just one or a few sections. 

If there are multiple Landing Pages associated with the Templated Experience you have selected, you have the option to customize elements of each Landing Page. To do this, navigate to the Landing Page dropdown menu at the top of the configuration window to switch between pages. 

  1. Now you are ready to compose an email that will include links to the Experience you have chosen as the call to action. You can make use of the token functions in both the email subject line as well as the email body.  

Note: To complete this step, you must have already set up your email via the authentication process. If you haven’t done so, read Getting Started with PathFactory for Revenue Intelligence

The values embedded in the tokens are pulled from the Salesforce contact record data that PathFactory collects. You can choose from the following field merge options to embed as tokens in both your subject line or body text of the email:

  • First Name
  • Last Name
  • Email
  • Job Title

As part of the prerequisite user email authentication process, your authorized email(s) display in the From field. If you have added a signature during that process, it will also display automatically in the email body. 

Compose Email menu

To add content links to the email body, select the Insert Content button in the email toolbar. A menu pops up with the option to insert an asset link from the Experience as a starting point for your audience, or you can select a Landing Page link to embed as an entry point. 

Insert Content Link menu

The link included in the email contains a unique Content Play ID so that PathFactory can track all of the engagement as part of the Content Play analytics. 

  1. When you are ready to send out the email, click Send

How to Generate Content Play Links to Share 

Instead of embedding the content in an email through the workflow described above, you have the option to create and share a link to the Content Play.  This procedure of selecting an Experience and generating a link for sharing it operates in the same format as when you share an Experience through the Content Play email workflow. The main difference is the final step of getting the sharing link. 

 Follow these steps to generate a sharing link. 

  1. Within Revenue Intelligence, select an account and then select Share Content on the top right. 
Selecting the link option when sharing content

  1. In the dropdown menu, select Link
  1. At the prompt, select the Experience you want to share.
Select Experience menu

  1. If you selected a Templated Experience to share, you may now customize the Experience before generating the sharing link. Click Next when you are ready to proceed.
Configure Templated Experience

  1. The Get Sharing Link menu opens. 
Get Sharing Link menu

  1. Select the content you want to add. Click the Add Content button to open the Insert Content Link menu.
  2. You’ll see a list of asset links and Landing Page links (if applicable) to select from. Select an asset from the list and then click Insert Link
Insert Link popup menu

  1. In the Email Tracking field, you will either have an option auto-assigned or you will be able to click the down arrow to see a list of tracking options to select from. This is based on the governance settings your administrator has applied in PathFactory. Refer to the Governance Options for Content Plays section of this article to learn more. If the list is available to you, select a tracking method that is compatible with the email platform you plan to share it from. This ensures that the appropriate tracking criteria will get appended to the URL link when it is generated. 
Get Sharing Link menu – content URL & email tracking applied

  1. Once you have selected your content and email tracking criteria, click the Generate Sharing Link button to create the unique Content Play URL link with the appropriate parameters appended. 
Get Sharing Link menu – link generated

Governance Options for Content Plays

Administrators (or custom user roles with access to Organization settings) have options to control elements of the Content Play workflow for their users. The admin can simply navigate to their username in the top right of the platform navigation, then select Organization Settings from the drop-down. They can then select the PFRI Settings tab as shown below. 

PFRI Settings menu item

Once in the PFRI settings area, they have multiple governance options to leverage, including: 

  • Email Tracking – Choose whether users can select from a list of email tools when generating a Content Play link, or whether they want to restrict it to one option. Based on the selection, the appropriate tracking criteria will be automatically appended to the PathFactory URL so that when a visitor clicks the link and engages with the PathFactory experience, they will be identified with their email address.
    • If the admin wants to provide a list of options, they can also set a default that will be automatically applied unless the user changes it. This way they don’t have to worry that a user may forget to make a selection.
  • Experience Selection – Choose what Experiences users will have the ability to choose from in the Content Play workflow. This tree structure mirrors the folder tree structure of all Experience types in the application (Target, Recommend, Microsites, Virtual Events, Templated Experiences).
  • Featured Content Selection
    • If a user has chosen a Templated Experience to share  in the Content Play workflow, they may have the option to configure sections of a Landing Page. In this case, the user can pin featured content through one of three ways:
      • Pick from content across the entire Content Library
      • Pick from Suggested Content (which also pulls from the Content Library) 
      • Pick only from content that was specifically added to that Templated Experience
    • By selecting this checkbox, users will only have the option to pin featured content that was specifically added to that Templated Experience
  • Sharing Method – Choose whether one or both Content Play options are available to users (Send Email & Generate Link).  If they deselect the email option, the Email Provider item in the username drop down menu will get hidden for all users as well. 
PFRI Settings tab

How to Review Content Play Reporting Logs

When you access the logs of active Content Plays, you can see the following information:

  • Emails you have sent out and to whom.
  • Sharing Links you have generated to share on other platforms.
  • Details of content engagement for each Content Play.

To access the logs of Content Plays, follow these steps. 

  1. With Revenue Intelligence open, click the Accounts tab. 
  2. Next, click the Content Play logs icon in the top of the screen, as shown below. 
Content Plays icon on PFRI Accounts dashboard

Note: This icon is also available on Opportunities dashboard as well as  individual Account and Opportunity dashboard and the Buyer details dashboard.

  1. You’ll see two tables, one that lists previous Content Play emails sent out and another that lists the number of sharing links that have been generated.
Log of Content Plays that have been activated across all Accounts

  1. To see further details about a specific Content Play, click on the Content Play’s name.
Content Plays list
Content Plays list

  • If you select an email Content Play to view, you’ll be first taken to a preview tab to see the email that was sent. You can then click on the buyer’s response tab to review the engagement data of each person who clicked through the email link. If you have clicked on a link type Content Play, you will then see the Buyer’s Response tab to review the engagement data of each person who clicked on the sharing link. 
Email Preview tab of the Content Play email that was sent

Buyers Response tab of Content Play email that was sent

For information on the other insights PFRI provides, read through Getting Started with PFRI and Understanding Individual Account and Opportunity Insights within PFRI.

Updated on December 14, 2023

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