# Lead Enrichment for Salesforce Turn the Accounts already in your Salesforce into AWS co-sell leads, and learn what AWS knows about each company before your team reaches out. --- ## What is lead enrichment? **Lead enrichment** is how Fours turns one of your Salesforce Accounts into an AWS Partner Central lead. Fours sends the Account to AWS, AWS creates a lead for it and returns its own view of the company, and the new lead appears in your Fours lead list ready to work. Most AWS leads start with AWS: it finds a prospect and invites you to it. Lead enrichment works the other way round. You choose the companies, and AWS tells you how ready each one is to buy through AWS and how well it fits your solution. ## What you get Every enriched Account becomes a lead you can work straight away, with no invitation to accept. Where AWS has data on the company, the lead also carries: | What AWS returns | Why it helps | | --- | --- | | **Readiness score** | How ready AWS thinks the customer is for this opportunity, so you can decide where to start. | | **AWS Marketplace solution score** | The solution category AWS matched to the company and how strong the match is. | | **AWS insights** | AWS's profile of the customer: industry, segment, company size, region, country, program eligibility, and a short public profile. | AWS doesn't hold data on every company. When it has nothing, the lead is still created; it just has no scores or insights. ## How it works ```d2 direction: right salesforce: "Your Salesforce Accounts" suger: "Fours\nchecks each Account" aws: "AWS Partner Central\ncreates the lead and enriches it" leads: "Your lead list\nready to qualify and convert" salesforce -> suger: "daily, or one Account on demand" suger -> aws: "company details and a contact" aws -> leads: "scores and insights" ``` There are two ways to send Accounts: - **Automatically, once a day.** Your Fours admin chooses which Accounts qualify, for example new prospects created in the last 90 days, and Fours sends any new ones every day. - **One at a time, from Salesforce.** A rep clicks **Create & enrich** on an Account page to send that single Account right away. ## Before you start You need: - **Salesforce connected to Fours.** See [Salesforce](/integrations/salesforce/). - **AWS Partner Central connected to Fours.** See [AWS Partner Central (ACE)](/integrations/aws-partner-network-api/). - **AWS's permission to create leads.** AWS decides whether your Partner Central account can create leads this way. If it hasn't turned this on for you, ask your AWS partner team. AWS also needs a few basics about each company. An Account is ready to send when it has: - a company name, a **website**, and a **country** (and a **state** for US companies); - an **industry**; - at least one **contact whose email address is at the company's website domain**, with a first name, last name, and job title. AWS requires a named person on every lead, and Fours picks this contact for you. Fours checks all of this before anything is sent, so an incomplete Account is held back with a reason rather than sent to AWS half-filled. ## Set up lead enrichment A Fours admin does this once, in the [Fours Console](https://console.suger.io). 1. Open **Co-Sell**, select the **Settings** tab, and then the **Lead Enrichment** sub-tab. 2. On the **Salesforce Account → AWS Lead** card, click **Configure**. 3. **Review the field mapping.** It starts filled in with Salesforce's standard Account fields, such as `Name`, `Website`, `Industry`, and `BillingCountry`. Change a row only if your team keeps that information in a different field. 4. **Check the industry translations.** AWS uses its own list of industries. The standard Salesforce industries are already translated; add a row for any custom value your team uses. 5. **Choose which Accounts to send.** On the **Sync Filter** tab, describe the Accounts you want, for example `Type = 'Prospect' AND CreatedDate = LAST_N_DAYS:90`. Click **Validate** to see how many Accounts match and how many aren't ready yet, and why. Validating sends nothing. 6. **Turn on automation** when you are ready. The switch, **Automatically create AWS leads from this filter**, is on the same tab and is off by default. Until you turn it on, nothing is sent on a schedule. 7. Click **Save**. The card's badge shows where things stand: **Not configured**, **Automation off**, or **Automation on**. **History** lists every change made to the setup. For every field, option, and validation message on this page, see [Create Leads from Salesforce Accounts](/cosell/cosell-leads/#create-leads-from-salesforce-accounts). ## Enrich a single Account from Salesforce Once the setup is saved, your reps can enrich an Account themselves, without waiting for the daily run and whether or not automation is on. 1. In Salesforce, open the Account, or an Opportunity for it. 2. Go to the **Co-Sell** tab of **Fours Account Insights** (on an Account) or the **Fours Opportunity Quick Panel** (on an Opportunity), and find the **Leads** section. 3. Click **Create & enrich**. 4. Reload the page after a few minutes. The new lead appears as a card with its scores and AWS insights. If something is missing, such as a website or a contact at the company's domain, the reason appears under the button straight away, and nothing is sent to AWS. An Account can be enriched again once every **30 days**, to refresh what AWS knows. Use **Re-enrich** on the same section; until the 30 days are up, the button is disabled and its help icon shows when it becomes available. For every state of the Leads section and every message it can show, see [Enrich an Account into an AWS lead](/salesforce-app/salesforce-app-leads/#enrich-an-account-into-an-aws-lead). ## Work the new leads Enriched leads join the same lead list as the leads AWS sends you: pick **Lead** in the co-sell referrals list of the Fours Console, or open the **Leads V2 (Fours)** tab in Salesforce. Each one: - starts already accepted, with qualification **Open**, so your team can qualify it right away; - shows **Lead source** `Salesforce Account (enrichment)` and names the Account it came from; - can be qualified, edited, and converted into a co-sell opportunity like any other lead. See [AWS Partner Central Leads](/cosell/cosell-leads/) for qualifying and converting a lead. To check what happened to each Account the daily run sent, open **Metrics** › **Logs** and set **Workflow Type** to **Lead Enrichment**. Each Account shows whether AWS returned data, returned nothing, or the Account was held back, and why. ## Why an Account wasn't sent Most Accounts that are held back are missing something in Salesforce. The most common reasons, and the fix: | Reason | What to do | | --- | --- | | No website on the Account | Add the company's website. Fours uses it to find the right contact. | | No contact at the company's domain | Add a contact whose email address is at the website's domain, for example `jane@acme.com` for `acme.com`. | | The contact has no job title | Add the contact's title in Salesforce. AWS requires one. | | A US company has no state | Fill in the Account's state. | | The industry has no AWS translation | Ask your Fours admin to add the value under **Industry Value Mapping**. | | The country isn't recognized | Use a standard country name or two-letter code, such as `United States` or `US`. | | AWS hasn't enabled lead creation | Ask your AWS partner team to enable partner-created leads for your Partner Central account. | The full list of reasons is in [What each Account becomes](/cosell/cosell-leads/#what-each-account-becomes). ## Good to know - **Each Account is sent once automatically.** The daily run skips an Account that has already been enriched, so turning automation off and on again never sends it twice. To refresh one, use **Re-enrich** in Salesforce. - **Up to 500 Accounts a day.** The daily run, at 03:15 UTC, sends up to 500 Accounts per organization. A larger backlog continues the next day. - **An empty filter sends nothing.** It is never treated as "every Account". - **Lead enrichment is for AWS.** Leads, and so lead enrichment, are an AWS Partner Central program. - **Deleting the setup stops it.** If you delete the **Salesforce Account → AWS Lead** mapping, the daily run stops, and **Create & enrich** is refused until the mapping is set up again. ## Related - [AWS Partner Central Leads](/cosell/cosell-leads/): the full lead lifecycle, from accepting or enriching to converting a lead into an opportunity. - [Work AWS Co-Sell Leads](/salesforce-app/salesforce-app-leads/): the same leads, worked from Salesforce. - [Configuration](/cosell/cosell-configuration/#three-different-enrichment-features): how lead enrichment differs from Fours' other enrichment features.