When you synchronize a Marketo and your CRM... If I go back to the classic when you only have a CRM, generally, marketing is a bit because it's in the CRM, marketing objects are not developed. We have the lead object. More or less, on all CRMs, there's always a notion of lead. What's it called, nobody, silhouette, in the various CRMs. Then, quite often, there's a campaign. But marketing has to to load all this manually. Personally, I've never met a sales person who knew how to use leads. I don't know if there are any salespeople in the call, but it's too complicated. for a salesman. The notion of lead versus contact, all the salespeople I've had in my successive companies have never never understood that. I've acquired a conviction which is: never put a lead under the a salesman's nose. Because it's recipe for disaster. I have a lot of affection for my friends, but I know their limits. When you have a CRM only, generally, you may have set up forms on your site which feed directly into the CRM. When you synchronize Marketo, when you acquire Marketo and synchronize Marketo, one, we're going to remove our forms from the site. If you have Salesforce, Salesforce allows us to add forms Salesforce forms on the site. Generally, this should be removed, put Marketo forms for people into a customer journey. customer journey. And we need to sit down with sales to define this customer journey from end to end. Generally speaking, until you have Marketo, or another marketing automation, this part doesn't exist doesn't exist. In other words, when you have a CRM, you create contacts and generally you create the contact when there's an opportunity. Or when marketing brings lists into the CRM. But with all the problems of poor quality and then the fact that sales people, quite often, don't work on these leads. When you have Marketo and synchronize with CRM, there are a whole bunch of processes to define. In particular, the transition between marketing and sales. And there's a lot going on here things that are quite often difficult to imagine before we get Marketo. This is where we'll need to define transition rules, we're going to have to qualify the person exactly. When I say qualify, that is, here we'll have automated processes. These may have disqualify a number of people based on the fields, on the basis of IP, on the basis of of the answers they may have given in the forms. Normally, up to this point we have no contact with the person. At some point, you have to that it's a real person. I had a case of someone who filled my Marketo, my site. He visited all the pages one weekend. Then at the end, it ended with: "You wouldn't happen to have a USB key with Merlin/Leonard logo? That's a really cool logo." He's a USB stick collector. It's a very hot lead, but not at all interesting to sales. So here, we need to qualify and have a first contact before to move on to sales. Why is this? Because commercial time is very expensive, in fact. It's pretty inefficient to spend leads just MQL, just qualified automatically, to sales people. It's going to be financially inefficient. And the sales people are going to get tired of it. I think sales people, if they're good salesmen, they don't have the right personality to go down the lists and make sure that the leads are real leads. Quite often a task that falls on marketing. This is where we come to create an Inside Sales team. There are different names: seated sales representatives, the BDRs. Basically, these are people who between marketing and sales. and sales. They're going to be pretty rigorous, systematic about not letting leads. They'll do this first keystroke to qualify the person. At Marketo, when you download a white paper, you show interest, there's someone in Dublin who makes the first phone call. Then he assigns you a sales representative if he thinks you meet the qualification criteria. At Marketo, it's BANT, Budget Authority Need Timeline. You need to be the decision-maker, that you have a budget within months, have a clearly identified clearly identified need, and that you have the budget. This is necessarily a manual step which will save you a salesperson's time that will cost cost more. Since the BDR team generally costs less than salespeople. There's another issue that needs to be to address at this stage, is, more technically, deduplication and conversion. I, Sylvain Davril, if I already exist in the CRM as a contact and I fill out a new Marketo form again, changing the email address, taking my personal e-mail for example, I'll go through the whole process again. Unless you have an automated automated duplicate recognition, which is not often the case. Then, here, indeed, when the person comes across my hot lead, they have to understand that Sylvain Davril, we already know him. And so there's no need for me to contact him. Generally, the subject of deduplication is not addressed. A good way to start the deduplication topic is to do it here, just for the hot leads. So that as we go, at least we don't send it into the CRM. Then there's the conversion subject. In all CRMs, there is a subject conversion. Why is this? There are always these two objects which are lead and contact. So, lead is a bit of a catch-all object on which there is no constraints. It will collect what marketing sends. That's what it's really for. In other words, here you have information about the person, the account, even the opportunity. All mixed up. The beauty of this lead is that all you need just a name and a company to create it. Whereas when you create a contact, you know, in CRM, it's a lot more complicated depending on the company. Sometimes you have to create an account first account and the account has to be have an identifier in the financial system. So, it's quite complicated to do. And this is done to maintain the integrity of the database. And then, create a contact, sometimes you need the country, the industry, the language. There are a lot of required fields. So, if Marketo were to push information directly to the contact side and counts, in fact, quite often, the information would be rejected because we wouldn't have the fields or the right quality. That's why, in CRM, there's always this silhouette object, person who exists so that marketing marketing can dump the information on a somewhat object. Then a person, typically a dirty inside, gets a hold of this person, look what happened to that person, do the deduplication. So, typically, we'll see if Thomas Samuel already exists with this e-mail or another e-mail in the database. Eventually, we'll merge it with the existing one. Then, for this (Thomas Samuel) be converted. My conviction is that you have to must be converted before to sales. Otherwise, it's badly done. Since, quite often, when we go to convert, we're going to have to enrich the with a whole bunch of information. My belief is that sales people are not there to fill the CRM, in fact. That's really not what they're about. So it's better to have people who are going to do it right. And let the sales people do what they do well, which is provide the sale. This is it. It's important to understand this philosophy. So, Sylvain, for example, if you have a when a lead is created, for example, could you put a constraint like : we send the alert that the lead is created only once it has been converted? Is that possible? Yes, it is. I completely agree with you with you on the quality of the lead we send. If it's just a company name, sales won't go digging or look for more info. Interesting point. But then, how does it work for...? Is it possible for Marketo to see when the...? Yes, it can see that there's a conversion? When there's an ID contact, no doubt. Of course. Sure. In fact, when you go to convert, in CRM generally, there's a little conversion wizard, in all the ones I've come across. Whether it's Salesforce, Dynamics or the others. Which means you'll be able to assign to the right person first. So now I can say : in fact, it's Sylvain who's going to be the owner. Here, I'll be able to alert the person. In fact, the alert will be managed on the CRM side when we convert. I'll be able to assign it to an account and then I'll be able to put its status. Quite often, the alert we're going to send sent to the salesperson, one, it's going to be through the fact that we're assign it to him. So he, in his list of leads or contacts to work on... Quite often, sales reps, in their CRM, have lists of contacts to work on. Once they've been assigned, they'll go to the account list, and work on their contacts according to score and urgency. But Marketo, indeed, will see what's going on, almost typically in Marketo... I'm talking about Salesforce and Dynamics. It's a little different for custo CRM. Here, we'll have a trigger on the fact that the person is converted or a filter on the fact that has been converted in the past. So, we'll be able to trigger actions in Salesforce, Dynamics, when converted. When you have a CRM custo, we go and see it anyway because we're are almost obliged to have in all conversions... If I go to the Data Days, I can have any contact. Here, in the info, regardless of the CRM with which you're synchronized with, Dynamics, Salesforce or a custo CRM, you're bound to have this guy here, who resumes with which type of object you're connected to in the CRM. It could be empty, because the person in Marketo is not currently synchronized with the CRM. This can be lead, when you're in Salesforce. In Dynamics, what's it called? It's called nobody, I think. And I don't know, in edeal, it's called silhouette. So here, we'll have the type of object you're connected to. Here, I see that I'm connected with a contact. When we detect a change in this this field type, for example lead to contact, this means that the person has been converted. So, we can also work on that. Synchronization, in Marketo, we still have things a little nicer. That is, one, we're going to be able to set up this income cycle model. This is important to set up in place. And it really has to replicate ideal customer journey that you have. With this, we'll be able to have this type of report that shows progress on the various stages for a given a given period of time, conversion rates and average times in each stage. This allows marketing teams to to see which steps are that take the longest, those with the highest conversion rate conversion rate. So, eventually, target your efforts on this or that stage. If you have any questions. When synchronizing with CRM and bring back the opportunities, there's the Marketo's revenue attribution engine in place. It will distribute revenue from opportunities on attached contacts, then on successful campaigns for these contacts. So, we're going to have this type of program analyzer which will... It's an old report in Marketo, so it's pretty hard to use. But here we see that in the axes that we can use, we have for example expected income in first touch, expected revenue with multi-touch and we have the revenue... We have the KING. We have revenue to investment, that's the ROI. We have won revenue, first-touch, multi-touch. In fact, we have quite a few things. Unfortunately, when you have just that, it's not easily exploitable. This is what Marketo has improved with the report that Manuela showed you, which is called... Excuse me, I'm having a memory lapse. The new report that I can't I can't get it yet, I think, that we have to have with license renewal. Please help me. We have e-mail insight. Performance insight, here we go. I don't have it yet, but I will have it when I go renew my license at the end of the year. Performance insight is based on exactly the same data, but it puts it in a slightly a little prettier and, above all, with dashboard. This allows us to drill down the numbers and find which channels, which campaigns work, which ones don't work then decide to, either stop, or improve, or increase the budget for what works. We also have this Opportunity Analyzer, the opportunity influence analyzer, not often used, but it's pretty cool when you a discussion with the dirty ones, about this or that account. Well no, we're the ones who generated them generated them. You, Marketing, did nothing. No, we, Marketing, I assure you, we've seen the people. That's the way to track an opportunity. Here, I've taken one of my last opportunities at Ariston. So the green zone is the moment when I created the opportunity and the when it was closed. And April 30, 2021, that's weird, that. I'm looking at this key, it's weird. This is the moment when the opportunity is created, and the moment is closed. This is before. And I see the touches that have been successfully on this or that person. Marketo retrieves the opportunity with people who have a role on this opportunity. And here I see all the touches that took place before. So, we can prove that yes, marketing worked the opportunity before sales created it. So, marketing was involved in the creation and conclusion of this opportunity. So, it allows us to pacify the debate and to have facts to contribute to the sales people. How does it work, this synchro? How does it work? The principle is quite simple. Now I'm going to talk about Salesforce. It's about the same for Dynamics. Custo synchro is another matter. another matter. When you have Salesforce or Dynamics, you have to prepare basically, in CRM, a Marketo user user who will have certain view objects and fields. And this is what this user sees that will be brought back into Marketo. So the next question is of filtering the perimeter in the CRM. So there are two cases here. Either your CRM is configured so that so that everyone can see everything. And so, we can set up a filter, a field on leads and contacts which, if this field is checked, will trigger the synchro. And if unchecked, it will not trigger synchro. Otherwise, for example, in my case all leads and all contacts go into Marketo. With support, you can activate a filter to restrict the the perimeter. If you manage customers and partners partners in your CRM and you don't want partners to to go to Marketo, uncheck the Filter box on all partner contacts, for example. Either your CRM is configured to have visibility limited to the role. As a sales person, I can only see my assigned contacts. And so, when we create the user Marketo user, by default, he won't see anything. So you'll have to create what we call sharing rules. Shared visibility rules so that Marketo can see the perimeter of data you wish to down in Marketo. Once synchronization is complete, you know that any modification to a field, on either side, will be reflected in the other system after five minutes. We don't have to do anything. Once we've synchronized, I take a field from Salesforce. I take the Preference field center that I put in Salesforce, here. You can see that this field, my field in Marketo, is the set of preferences to manage consent on events. It is well synchronized with both leads and contacts. This is well done. In other words, I have this field Marketo field synchronized with the lead, on the other side the contact. So, when the person is converted from lead to contact, synchronization will continue, there will be no loss of data. One of the data quality problems we have, is Salesforce fields that are repatriated to two different fields in Marketo. Let's imagine that I could very well PF Abo Events, in brackets L for lead or in brackets C for contact. So, I'll have two PF Abo Events. So, when you have this type of configuration configuration, it's that the names here have not been identical Salesforce side. And so, we have to rely on, make a support ticket to either remap or merge the two the two fields, so that, Marketo side, there's only one. Otherwise, it's very complicated to know which one to use. And you're going to split the data on two different fields, which is not what you want. We've got quite a few subjects like that right now with some of you. I have a question, because I, I'm having problems with fields that are not mapped. I have no information about the CRM field map that is mentioned, even if the fields, there is only one CRM side and Marketo side, and with the same names. And in fact, I see that the CRM field map is empty. You have Microsoft Dynamics, so, for Dynamics, the mapping is done on the Marketo side. I don't have the tab, but if you have Dynamics, you have a mapping tab, and you need to check that the Dynamics is checked in the mapping. And that's what's going to make it into Marketo. But if not, we can look together. Yes, thank you. What kind of (trick) is it on the fields? Know that when you have problems you can do it, support, whether Dynamics, Marketo, remap or merge fields in Marketo, to correct problems. The only caveat, is that generally, these operations will empty the fields. Therefore, these fields must be saved first, make your ticket at Marketo support, it takes 24-48 h. And once the fields are remapped or merged, you need to re-import the values to make sure you haven't lost anything. There you go, little tip. Here, on the Salesforce side, here, I put in my credentials. This is what will enable synchronize. And here, I'll be able to define, for a lead, for example, who would only have one e-mail, what the default name and default company I'd put if these two fields are empty. I set default and company unknown. You put what you want. Once again, you can't create in Salesforce, a lead. I think it's the same with Dynamics. You can't create a lead if you don't have at least one Last name and a company. That's why Marketo allows us to set default values. Here I have the option of synchronizing certain certain activities to my CRM. This is useful when you don't have Sales Insight plugin, typically. In other words, here I am, I have Marketo Sales Insight which is specific to Salesforce and Dynamics. If you don't have Salesforce or Dynamics, you can have the equivalent with OneInsight, which I've installed here, which gives more or less the same thing. On the other hand, if you don't have either of these two plugins, which are open windows on Marketo, which will show you the interesting moments, you may decide to skip certain information, certain activities as activities here. So, in the Activity Story, filled in a form, clicked on an email. Question from Bénédicte : when you don't have a lead module in CRM, to avoid syncing for lead/contact creation in CRM? When you don't have the leads, with Dynamics, you can decide to directly create Marketo people as contacts. directly as contacts. This is what Dynamics allows. In Salesforce, you can't, but in Dynamics, you can create people directly as contacts. as contacts. Dynamics does not have this restriction. restriction. With the obvious constraint that if there's a lot of mandatory fields, Marketo will have to, to fill in all these fields. So, if you've decided that you need obviously the email, the name, first name, country, you'll need to make sure in Marketo that these four fields are filled in before sending a Dynamics side. These modules, they're pretty handy. They're not free, of course, so it's not cheap. But they're pretty handy because they allow you to represent graphically what's happened marketing. For me, it's pretty wordy, but you've got the hang of this program Interesting moments. You can put whatever you want. This allows you to see important web pages, how the score was created, and then the emails that were sent to the person. It also allows me, as a salesman, I can engage the person with campaigns that are available to me available to me here. I'll see, for example, that if I want to send nurturing to this person, I put it in the nurturing. Automatically, it will be added to the campaign on the Marketo side. Nurturing will start and I, will see in my tab the nurturing emails that the person the person has received. And I could even ask marketing marketing to send me alerts if the person clicks on the e-mail. So, that's pretty interesting. What else can we tell you about about synchro? So, we've seen the part from CRM to Marketo. The push part of the people in this action, when we arrive to qualify the Push to CRM, is normally done in the program Lead Lifecycle. Here it is. You should have, normally, a Lead Lifecycle program, where, roughly speaking, you automatically advance in different statuses. So, I'd advise you not to disperse not to disperse these synchronization with CRM in different different campaigns, because after that, it's pretty complicated to find your way around. I have a single campaign that synchronizes people with the CRM. I know it's this one, it's the campaign to qualify. So, as soon as the person goes above 50 or has filled, in fast-track, a contact form, it's this campaign that's going to synchronize and assign it. Here, for example, if it is not still synchronized, I assign it to myself. If it's assigned to someone I reassign it to myself. And the Assign to Person, it will push the person into Salesforce. It is this action, which is in the hand of marketing, which will allow you to push the person towards CRM. And once synchronized, once again, with Dynamics and Salesforce its CRM, we'll have different triggers and different filters available to me to do more extensive things. Here I'll have, for example, the fact that I can trigger a action on the fact that an activity is logged or updated on the Salesforce. I'm going to have it here, too, these are business objects that on the Salesforce side. And as soon as the person is added, as soon as the person has an asset or is a member of a project, I'll be able to trigger an action. As soon as she's added an opportunity, she has a product, she's added a project, added a quiz, these are all business objects that I was able to bring back from Salesforce, same thing with Dynamics, which allow me to trigger actions on business objects. This is very interesting when customer marketing. Because when you're doing customer you need, to be relevant targeting, you need to target people people according to the products they services they've bought from you. bought from you. Generally, these products or services services are usually in the form objects in Salesforce or Dynamics. The fact that you can bring them back into Marketo, you can create specific cross-sell campaigns, up-sell campaigns. We could say, if the person bought this machine, I'll be able to trigger a campaign that promotes maintenance three months later, for example. That's the kind of thing you can do once you've got these things. I also have the fact that I have a trigger when the person changes owner, is converted, deleted from Salesforce. So, this will allow us to delete, eventually, the person from Marketo, just after. Whether she's been removed from an opportunity or a campaign, or that her status has changed in a campaign. And we have the same thing on the filter side and inactivity filter. And of course, I have all the Salesforce fields here. This multiplies the targeting possibilities targeting, once you have Salesforce with you. So, if you have different partitions, what happens? No, I'm sorry. If all the people in your partitions have the same life cycle, the idea is to put, like the scoring program, this life cycle program, lead lifecycle program, it's going to be in a a group partition that will have visibility over all partitions. It will be in a Workspace Group which will have visibility over all partitions. So that if you have 56 scores because you have 56 countries, you don't have to create 56 lead lifecycles. We have a central lead lifecycle to manage automated progress of all leads on the partition group. Afterwards, what can happen, especially in the Scoring program, is for a country to say to you, ah yes, but I would like that my Scoring, it gives more points when we do this in relation, the typical case is Germany versus the United States. In the USA, we may send than in Germany. And so, we might want to to put fewer points when a person opens or clicks emails because the email base sent is larger. Whereas Germany, which may send an email every month, for her, one click in an e-mail, might be worth a lot more. So, now we can, either, at the group program level, differentiate by country, or start campaigns country-specific campaigns. What can I tell you about about synchro? Help me, ask me questions. Yes, Sylvain, you've shown us the countryside, I think it was called To qualify. This is the only one that was posting leads to Salesforce, right? Yes, at home, anyway. Why did you choose to do just one? And actually, the second part of my question is, does it risk of, I don't know if it's really a creation of duplicates, but it means that you, you're not pushing your whole base Marketo on the Salesforce side. And so, if on the Salesforce side, a salesperson creates a contact, do you have something that deduplicates or do you just create two records? You know, on leads that haven't been not yet been pushed. Sorry, my answer is incomplete. There are several ways to push Marketo people to Salesforce. The most intuitive is indeed, this sink action to Salesforce or (sink) to Dynamics. The second way that I, I use extensively, is to link a Marketo program with a campaign Salesforce campaign. Almost all my campaigns are synchronized with a campaign campaign in Salesforce. So, what makes my Salesforce is reading and mirroring Marketo campaigns, excluding operational campaigns, of course. When you do this, as soon as a person is is added as a member of my webinar, for example, I import an initial list into my webinar, people will take the first channel status by default, i.e. member. Three seconds later, people are synchronized with Salesforce. This is another way to synchronize. Which means that, indeed, at home, I've almost synchronized my entire Marketo database with Salesforce, since all the campaigns are synchronized with Salesforce. So it avoids the problem that on the Salesforce side, I create a person in Salesforce, even though it's not yet synchronized with Marketo, and I end up with a duplicate. Because if you create a person in Marketo without synchronizing it, we create the same person in Salesforce, it's going to create a duplicate. Because when the synchro runs, it's going to look to see if the IDs are exchanged or not, and not. So, yes, Bénédicte, you're right, the ID is the key to the synchro, not the emails. So, we're going to end up with a duplicate. So, to avoid this, I decided to synchronize, as soon as there's a creation on either side one side or the other, five minutes later, we're back in the other system. That's the first point. The disadvantage of this I've got all my cold leads in Salesforce. But no problem, they belong to the user Marketo, so they're not very visible. One, they're on (the lead object), and two, they're not visible of the sales people. If I look at my own leads, I don't have all these cold leads. So, this helps me avoid getting not get lost. And the second point, is that.., I have an automated automated duplicate detection solution above Salesforce called Cloudingo, which I've already shown you, which will detect duplicate leads or contacts, and automatically merge if they're really the same. So, you've got all your leads, on both sides? The cold ones, assigned to the Marketo user. And on the other hand, your campaign to qualify, you can use it to push these slightly hotter leads to sales reps sales reps, to make them visible. Exactly! OK. Now it's clear. In fact, this campaign to qualify, it does several things. She's going to put the status to qualify. It will change the Status program in my lead lifecycle program. It will change the income Stage too. It will plot the date on which person changes to this status. Will reassign if necessary. This is what's going to switch from Marketo to Sylvain. And it will create a task for me. We were saying how do you make an alert? This will create a task for me in Salesforce saying, thank you for working this person who is to be qualified. I'll wait a couple of days and send myself an insulting e-mail. if I haven't done a job in two days. Sorry, I'm monopolizing the conversation. But then, for Lifecycle Income, you have to go through a trigger, here? Can't this be done from your RCM? We've got both because I'm a bit some doubts about the way it works. So, we force it here, effectively. And we also have in the of transition. Here we have Data Value Changes. If the person changes from To qualify to Prospect, then this changes. OK, but in your opinion, isn't that enough? In any case, when you do both, it sure works. But I've had my doubts in the the past and I don't think I'm analysis. When in doubt, we did this and I know know it works. If anyone has the definitive answer, I'd be interested. So, Bénédicte, the alert threshold contact by contact? Yes, it is. So, if you convert 80 contacts, you have 80 emails. So, it's a choice to say, I send e-mail alerts. We'll know what I've done. Now I've created a task in Salesforce. The first time, I don't send myself myself an alert, I just send a task. So, I have a task in my Salesforce coming up. If I haven't done the job in after two days, there, I'll send myself an e-mail alert. But this is my choice. You can decide not to send e-mails to sales people. We can just work with the or we can decide not to work with tasks, just work with emails. We have flexibility, actually. OK? I have a question. Yes, of course. If you don't have Marketo Sales Insights nor OneInsight, just campaigns, they are, in our case, synchronized between Marketo and Salesforce recently. If a person adds a salesperson, or an Insight sales adds a person, a contact or a lead, as a campaign member, does this mean we can to get it back on the Marketo side and have a trigger to to add it and send it a email ? Of course. So, effectively, when you have neither this, nor this. That's when you're not so lucky. We're not that lucky. But you have a slightly summarized version through Campaign History here, in Salesforce, which shows campaigns through which is with its status. So, that's not bad. Now I see that he's loaded my white opened my newsletter but not the January one. We'll have to check it together because I don't have the dates, that appear on my side, Salesforce side. So, I need to see them appear, but we'll see together afterwards. But then, can I, to any campaign, and tell people, for example, to the dirty Insight, you can use this button to add the person to a campaign, often event-based, I confess, so that afterwards, we get him back and we can have a trigger? This is exactly what I do after Office Hours. The tool that will tell me what and I'll add it here. One of the few cases where I found Lightning was nicer. I'll add the contacts here, who participated in Office Hours, with the status "Participated", and retrieve them from Marketo. This is an almost instantaneous instantaneous. So, in the background, you can absolutely, in Marketo, plan a campaign which says, as soon as the campaign status... Then you have a choice, actually. Yes, for example, here, it's Added, because typically, you attend an event at client or a webinar. I say, well there you go, if you like, you add this campaign to the dirty ones to get this person targetted and invited to the webinar. Exactly. So, you can use either the Status is changed in SFDC, here, we're looking at the Salesforce campaign, or you can use the Status program is changed, if you've synchronized your Salesforce campaign with your Marketo program. Both will be equivalent. I also use this when I do my webinars. Sometimes I invite people from Salesforce side. I put them as guests. And so, I have a campaign in my webinar that says as soon as the program is... and the person's status changes to Invited via Salesforce. And had not already been passed on in the email campaign, then I send the email. I'll do it. And then, afterwards, it's a standard flow in Marketo, where you can have customization elements linked to the Sales owner, for example, to customize the Sender, signatory and so on. You've got all your Marketo at your disposal, of course. OK. Super. Thanks a lot. You remember earlier, we saw the quizzes. For example, here, Thibault hasn't fill in any quizzes, but if he did fill in one of my Outgrow quizzes, I'd have a synchro that would bring the quiz here, and I'd see quiz history. And here, in Marketo, as I've synchronized my object quiz with Marketo, then, I could trigger on Thibault coming to take a quiz. So here, I didn't synchronize the fields. I'd have to synchronize all the the quiz fields, but I can do it. For example, he set an NPS above ten. So that's done here. In Objects Sync, we have all the Salesforce objects at our disposal, and object by object, we can decide to synchronize quizzes. Ah yes, so I'll have to deactivate my campaign (inaudible). object. Here are the fields I'm going to see, and I can activate them as triggers. Earlier, there weren't any because I didn't check those boxes, but if, for example, I meant if... Where is my NPS? It's there. Here, now that I've checked NPS, I'll be able to, in my trigger, use the fact that he's just created a quiz and that the NPS is greater than 8, for example. Where do I find the quiz, so I can fill it in? The quizzes? The quizzes, they're in Resources, here. I'll fill in some quizzes then. You can evaluate your level of Marketo skills, for example. Much too high. Pressure, pressure. Clear. So this is typical, a third-party tool that we use called Outgrow. In this case, you can connect with Marketo, which then pushes the latest Salesforce quiz, and we have a little (kitty) in Salesforce to historicize, here. So, here I have fields Last quiz on the person. This will come from Marketo. And I've got a little mill that's going going to take this quiz and it's going history it in a quizz object object attached to the person. So, I'll have a look at the history of quizzes completed by Thibault. And then you'll see, the results, etc. also from these quizzes? Yeah! So, for this, we created, to make it adaptable to any what quiz we're doing, we created the name, the date, but we've created 12 generic fields and 12 Answer fields fields. So then, we map questionnaire by questionnaire, question 1 on question 1 field, the answer 1 on answer 1. Here I see question 1, which was the question, the answer. And it allows me to have generic fields for my quizzes. It allows me to do this. And then it goes back into Marketo, of course.