1. Audience Governance & Brand Guardrails
Jira stories: KLN-8 KLN-26 KLN-24
⚠️ Risk without governance |
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Cold Lead Definition
A Cold Lead is a Salesforce Lead that meets ALL of the following conditions:record where Cold_Lead__c = TRUE. Eligibility is determined automatically by Salesforce automation based on the criteria below. All conditions must be satisfied simultaneously.
CriteriaCriterion | Rule | SFDC Field / Check |
|---|---|---|
Not a customer | No active commercial relationship | Abscence of Lead Related contacts |
Not a partner | Excluded from all outreach | Abscence of Lead Related contacts |
No recent engagement | No meaningful touchpoint in agreed window (per GBU) | Cold_Lead_Eligible__c = TRUELast Activity > 365 days |
Not hard bounced | Email address must be deliverable | overall_hard_bounced__c = FALSE |
Not unsubscribed | Opted in to email — mandatory for GDPR | HasOptedOutOfEmail = FALSE |
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Eligibility Decision Tree
Apply each check in order. If any exclusion criterion is TRUE → , the Lead is ineligible (Cold_Lead__c = FALSE). All exclusions must pass before positive rules are evaluated.
# | Check | If TRUE | If FALSE |
|---|---|---|---|
1 | Lead |
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exists in Salesforce | Proceed to next check | — | |
2 | HasOptedOutOfEmail = TRUE? | → Exclude (Cold_Lead__c = FALSE) | Continue to step 3 |
3 | OverallHardBounce__c = TRUE? | → Exclude (Cold_Lead__c = FALSE) | Continue to step 4 |
4 | Lead email domain matches a known Customer contact domain? | → Exclude (Cold_Lead__c = FALSE) | Continue to step 5 |
5 | Status = 'Unqualified'? | → Cold_Lead__c = TRUE ✓ | Continue to step 6 |
6 | Last_Interaction_Date__c is NULL or older than 365 days? | → Cold_Lead__c = TRUE ✓ | → NOT a Cold Lead (Cold_Lead__c = FALSE) |
Logic Summary
The following Boolean expression governs Cold Lead eligibility. This logic is implemented in Salesforce automation on the Cold_Lead__c field.
Cold_Lead__c = TRUE when: NOT HasOptedOutOfEmail AND NOT OverallHardBounce__c AND NOT [Customer Domain Match] -- If 1+ related contacts share a customer domain, this condition is TRUE (excluded) AND ( Status = 'Unqualified' OR Last_Interaction_Date__c IS NULL OR Last_Interaction_Date__c < TODAY - 365 ) |
ℹ️ Automation The Cold_Lead_Eligible__c Salesforce formula field automates eligibility calculationBoolean field is automatically calculated and updated by Salesforce |
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The Customer Domain Match exclusion reuses the logic of related Lead contacts. |
Campaign Setup Checklist (Eligibility Gate)
- Set Campaign.AI_Outreach__c = TRUE in Salesforce to scope the campaign correctly. All downstream reports and dashboards use this flag.
- Add Members to the campaign depending on the scope and segmentation of the campaign.
- Run the eligibility report — confirm all Campaign Members have Cold_Lead_Eligible__c = TRUE before export.Check for hard bounces & opt-outs — exclude leads where overall_hard_bounced__c = TRUE or HasOptedOutOfEmail = TRUE.
- Confirm GBU-specific exclusions — some GBUs maintain additional partner or VIP account additional exclusion lists. Verify with the responsible MARCOM contact.
- Export using the approved report — use 'SFDC Campaign Member Export for Clay Import'. This report always includes CampaignMemberId and LeadId as stable mapping keys. (KLN-23)
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AI Identity Guidelines
All AI outreach must clearly identify whether the sender is a real person or a virtual agent. This prevents brand risk, recipient confusion, and escalation gaps. (KLN-8)
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