APPENDIX - iCare — Salesforce configuration changes

 When set to TRUE, indicates that this Campaign is being executed via the Clay / Smartlead capability. Used by MARCOM Ops to scope reporting and filter campaigns eligible for the Clay workflow. No automated logic — user-managed only.

Governance Table

 Identifies Leads eligible for inclusion in Clay-driven AI outreach campaigns. A Lead is considered cold when it has not engaged recently and passes all exclusion checks. Used to filter the Cold Lead Report and as a prerequisite for Campaign Member inclusion.

Governance Table

Logic 

Exclusion rules — any one of these disqualifies the lead

• HasOptedOutOfEmail = TRUE → exclude
• clay_overall_hard_bounce__c = TRUE → exclude
• Lead has one or more related Contact records → exclude

Positive rules — lead must meet at least one

• Status = 'Unqualified' → always cold
• Any other status + Last_Interaction_Date__c is NULL or older than 365 days → cold

Purpose

Records the date of the most recent Pardot engagement activity on a Lead. Used by the Cold Lead logic (C-02) to determine whether a Lead has been inactive for 365 or more days. Without this field, recency-based cold lead qualification cannot function.

Field definition

Logic

Activity types that update this field

How the Flow works

• Trigger: a Pardot engagement activity is created or synced to the Lead record
• Condition: activity type is one of the approved types above
• Action: stamp Last_Interaction_Date__c with today's date
• Overwrite rule: always overwrite with the most recent date — no set-once logic.

Dependency — Cold Lead logic (C-02)

The Cold Lead flow reads Last_Interaction_Date__c to determine inactivity. If this field is blank, the Lead is treated as having never interacted and will qualify as cold (assuming no other exclusion applies). If this field is populated but older than 365 days, the Lead also qualifies as cold.

Governance Table

Logic 

Exclusion rules — any one of these disqualifies the lead

• HasOptedOutOfEmail = TRUE → exclude
• clay_overall_hard_bounce__c = TRUE → exclude
• Lead has one or more related Contact records → exclude

Positive rules — lead must meet at least one

• Status = 'Unqualified' → always cold
• Any other status + Last_Interaction_Date__c is NULL or older than 365 days → cold

Field 1 — Clay External Hard Bounce

Field 2 — Overall Hard Bounce

Consolidates hard bounce signals from Pardot and Clay/Smartlead into a single unified flag. All downstream exclusion logic references clay_overall_hard_bounce__c only — never the individual source fields.

Governance Table

Logic 

Formula — clay_overall_hard_bounce__c resolves to TRUE if either source is TRUE

• pi__pardot_hard_bounced__c = TRUE → overall bounce = TRUE
• clay_external_hard_bounce__c = TRUE → overall bounce = TRUE

Positive rules — lead must meet at least one

• Status = 'Unqualified' → always cold
• Any other status + Last_Interaction_Date__c is NULL or older than 365 days → cold

Report specs · Governance

Report 1 — Cold Lead — Eligible for AI Outreach

Report 2 — SFDC Campaign Member Export for Clay Import

Included Fields

Governance Table

Purpose

Dedicated Salesforce integration users for the Clay native connector, scoped per CRM instance. Using dedicated users ensures connector activity is clearly identifiable in audit logs and access can be revoked independently per instance.

Integration users

 Minimum permissions required

Governance Table

Field 1 — Reply Classification

Field 2 — Has Replied

Logic

Has Replied — formula:

IF(NOT(ISNULL(FirstRespondedDate)), TRUE, FALSE)

Set-once behaviour: Once FirstRespondedDate is populated, clay_has_replied__c becomes TRUE permanently
Do not attempt to clear FirstRespondedDate to reset this field — that corrupts response history

Reply Classification — write logic

Clay classifies each inbound reply in Smartlead and writes the value back via the connector. If a reply is misclassified, MARCOM Ops can correct it manually in Clay and it will sync on the next connector run.

Governance Table