ABM System Demo Prep — Bluepoint (2026-02-18)

Overview

Mark and Karly reviewed the Bluepoint ABM system ahead of a call with Parag (Bluepoint). The system is built inside Salesforce using a custom object and manages personalized outreach for Tier 1 accounts. Parag has no prior context on the work — this demo will be his first look. The plan is to walk him through the manual send workflow, get his approval, and then move toward full automation.

Meeting participants: Mark Hope, Karly Oykhman
Related client: ^[1]
Related project: PaperTube ABM

System Architecture

The ABM system uses a custom Salesforce object called ABM Email to manage a structured outreach sequence for Tier 1 accounts.

Daily Workflow (Tier 1)

1. Open the "Today's Actions" view in the ABM app — shows all emails and LinkedIn touches due that day
2. Click into each record to review the email body, recipient, and sequence step
3. Click the quick action send button to dispatch the email
4. Activity is logged on the account record; campaign results (opens, clicks, deliveries) roll up to the linked Salesforce Campaign

Data Model Notes

• ABM is account-centric, not contact-centric — strategy docs and research docs live on the Account record
• Each Tier 1 account has a linked Salesforce Campaign for engagement tracking
• Contacts are associated to campaigns for roll-up reporting (unique clicks, total delivered, etc.)

Current Status (as of 2026-02-18)

• 23 of 50 Tier 1 accounts loaded
• 137 ABM email records created
• Some accounts are missing strategy docs — additional data entry required before full launch
• A few email records have past-due scheduled dates; these should be sent immediately
• The ABM app does not yet appear in the Salesforce App Launcher (nine-dot menu) — fix pending

Demo Plan

Mark will demo the manual send workflow to Parag on the call today. Parag has no prior context on the system.

Rationale: Show Parag the system in its current state, get his feedback and buy-in before committing to full automation. If he approves, continue loading the remaining 27 accounts and resolve missing strategy docs.

Key things to show Parag:
- Today's Actions view and the daily send workflow
- An individual ABM Email record (body, recipient, sequence step, scheduled date)
- Account-level activity log after a send
- Campaign roll-up (opens, clicks, deliveries)

Salesforce Data Cleanup (Related)

A duplicate lead issue was identified and resolved during this session. When Tier 1 contacts were loaded as Contacts/Accounts, the original Lead records were never converted — leaving duplicates. Mark ran a deletion script during the meeting to remove the orphaned leads.

Karly to verify: Confirm all PaperTube leads have been deleted from Salesforce.

Future Automation Path

The long-term goal is to fully automate Tier 1 sends, similar to the Aviary project:

• Sends triggered via AWS (not native Salesforce/HubSpot email)
• Webhooks return engagement data (sent, opened, clicked) back into HubSpot
• User experience: click "Send Today's Emails" → all emails go out automatically → engagement tracked in real time

Mark is also evaluating whether Orbit (used on another project) could serve as an alternative orchestration layer for this workflow.

Tier 2 / Tier 3: Pardot flows will handle automation for these tiers. Voke is finalizing email copy (expected within 1–2 days of this meeting). Once copy is ready, Mark will build the flows and segment contacts.

Action Items

• [ ] Mark — Refresh ABM notes and prep for Bluepoint demo call
• [ ] Mark — Demo manual ABM workflow to Parag; gather feedback
• [ ] Mark — Fix ABM app visibility in Salesforce App Launcher; add target icon
• [ ] Mark — Build Tier 2–3 Pardot automations once Voke email copy is delivered; segment contacts
• [ ] Karly — Verify all PaperTube duplicate leads have been deleted from Salesforce

Related Notes

• ^[2] — Avast WebGuard false positive reported same day
• ^[3] — Reusable pattern for this architecture
• ^[4] — Automation approach used in Aviary; target state for Bluepoint