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Integration Document

INTRODUCTION

This guide walks Salesforce admins through preparing Opportunity for GTM Engine by adding custom fields, setting field-level security, and placing fields on Opportunity page layouts—using Lightning Experience click paths.

PREREQUISITES

  • Salesforce System Administrator access.
  • Working in Lightning Experience (Setup → Object Manager).
  • Ability to edit Opportunity fields, Field-Level Security (FLS), and Page Layouts.

STEP-BY-STEP INSTRUCTIONS

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Step 1: Open Setup

  1. Click the gear (⚙️) → Setup.
  2. In Setup, go to Object Manager.

Step 2: Open Accounts Fields

  1. In Object Manager, search and click Accounts.
  2. Click Fields & Relationships.
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Step 3: Create Each Custom Field

For every field in the table below:
  1. Click New.
  2. Choose the Field Type listed. Click Next.
  3. Field Label: enter exactly as shown. (API Name auto-fills.)
  4. For Number/Text types, set Length/Decimals as indicated.
  5. Description (Optional) : “Populated by GTM Engine.”
  6. Click Next and set Field-Level Security (Visible to relevant profiles; make Read-Only if GTM Engine is the only writer).
  7. Add to Page Layouts when prompted → keep checked. Click Save. (You can also place fields later in Page Layouts.)

Opportunity Field Catalog

Field NameField TypeSection
Business ModelRich Text AreaAccount Data
CompetitorsRich Text AreaAccount Data
EmployeesRich Text AreaAccount Data
Funding DataRich Text AreaAccount Data
IndustryRich Text AreaAccount Data
Products and ServicesRich Text AreaAccount Data
Recent NewsRich Text AreaAccount Data
Propensity ScoreNumberAccount Analysis
Buying ProcessRich Text AreaOpportunity Data
CompetitorsRich Text AreaOpportunity Data
Customer Use CasesRich Text AreaOpportunity Data
Deal DescriptionRich Text AreaOpportunity Data
Deal ParticipantsRich Text AreaOpportunity Data
Important People MentionedRich Text AreaOpportunity Data
Overall Interest LevelNumberOpportunity Data
ParticipantsRich Text AreaOpportunity Data
Tech StackRich Text AreaOpportunity Data
Timeline and BudgetRich Text AreaOpportunity Data
Wow MomentsRich Text AreaOpportunity Data
AI Forecast Close DateDateOpportunity Analysis
AI Forecast Date ReasoningRich Text AreaOpportunity Analysis
AI Forecast MonthTextOpportunity Analysis
Deal GapsRich Text AreaOpportunity Analysis
Health ScoreNumberOpportunity Analysis
Health Score ReasoningRich Text AreaOpportunity Analysis
Path To CloseRich Text AreaOpportunity Analysis
Predicted Stage ReasoningRich Text AreaOpportunity Analysis
Suggested StrategiesRich Text AreaOpportunity Analysis
Interest Level ReasoningRich Text AreaContact Data
Internal Blockers/ChallengesRich Text AreaContact Data
Motivations/Problems SolvedRich Text AreaContact Data
Personal InformationRich Text AreaContact Data
Promoter Score ReasoningRich Text AreaContact Data
Contact Role ReasoningRich Text AreaContact Analysis
ICP Persona ReasoningRich Text AreaContact Analysis
Create each via:
Object → Fields & Relationships → New → select type → label → FLS → add to layout

Step 4: Repeat as needed for Opportunities and Contacts fields

PAGE LAYOUT PLACEMENT

(Recommended)

If you didn’t auto-add during creation or you want better grouping:
  1. Setup → Object Manager → Opportunity → Page Layouts → choose your layout.
  2. Click Sections and add five sections:
    1. GTM Intelligence
    2. AI Forecasting
    3. Buyer Insights
    4. Competitive Data
    5. Execution Tracking
  3. Drag the fields above into the appropriate section. Save.

FIELD-LEVEL SECURITY

(Governance Pattern)

  • Default end-user experience: Visible + Read-Only (so GTM Engine is source of truth).
  • Integration user: Visible + Editable for these fields.
  • Enabling Permission Set Control (Recommended)
To centralize field access:
  1. Go to Setup → User Management Settings.
  2. Enable Field-Level Security for Permission Sets During Field Creation (beta).
  3. When creating fields, assign FLS via permission sets instead of profiles.
  4. Create a dedicated GTM Engine Integration Permission Set with Edit access to these fields.

VERIFICATIONS

  1. Field list check: Opportunity → Fields & Relationships → search each new field and confirm Type.
  2. Layout check: Opportunity → Page Layouts → open a sample Opportunity → ensure sections/fields render as expected.
  3. Report visibility: Add fields to a test Opportunity report; expect rich text to truncate (~255 chars). Use record pages for full context.

POST-INTEGRATION STEPS

  • Notify GTM & CS teams: These fields are auto-populated by GTM Engine; avoid manual edits.
  • Views/Reports/Dashboards: Add the Score and AI Forecast fields to list views and dashboards.
  • Field History Tracking: Enable for key fields (e.g., Health Score, AI Forecast Close Date) to track changes over time. Salesforce allows history tracking for up to 20 fields per object.

NOTES & LIMITATIONS

  • Rich Text Area Fields: GTM Engine often generates formatted output (bullets, bold, links), so use Rich Text Area consistently across all narrative fields. Rich Text fields have a 131,072-character max, but reporting/list views display only the first ~255 characters. Plan summaries accordingly.
  • Filtering/Reporting: Report filters only evaluate the first 254–255 characters of rich text. For filterable insights, add supporting Checkbox/Picklist helper fields.

DEPLOYMENT BEST PRACTICES

  • Use Change Sets or Metadata API: Deploy fields and layouts via change sets or sfdx metadata, not manual recreation.
  • Include Permissions: Package permission sets along with fields.
  • Plan Org Connections: Confirm connected apps and API users have correct permissions before cutover.

CONCLUSION

Following these Lightning click-paths and governance patterns prepares Salesforce Opportunity for GTM Engine. With structured sections, controlled permissions, and deployment best practices, you’ll capture AI forecasts, health, gaps, strategies, and narrative context directly on the record, unlocking richer deal reviews and CS handoffs.
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GTM Engine goes beyond tools like Gong or Clari by not just analyzing conversations or forecasting revenue, but actively driving deal execution and automating the work required to close. While Gong focuses on call insights and Clari centers on forecast visibility, GTM Engine embeds AI directly inside every opportunity to generate next steps, prepare meetings, create account plans, maintain CRM hygiene, and even run autonomous agents that handle multi-step RevOps tasks. In short, conversation intelligence tools tell you what happened, forecasting tools tell you what might happen, and GTM Engine helps your team take action to win.

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