Bluepoint ABM Tier 1 Workflow — Manual Send & Automation

Overview

The Bluepoint ABM system is built inside Salesforce using a custom object (ABM Email) to manage personalized outreach sequences for Tier 1 accounts (PaperTube project). The workflow is designed to be operated manually at first, with a path toward full automation modeled on the Aviary/HubSpot+AWS pattern.

As of the February 2026 check-in, 23 of 50 Tier 1 accounts are loaded with 137 email records. A demo of the manual workflow is planned for Parag before automation is enabled.

See also: ^[1] | ^[2]

System Architecture

Custom Salesforce Object: ABM Email

Each record in the ABM Email object represents a single outreach touchpoint for a specific account. Fields include:

• Email body — the full personalized message
• Recipient — linked contact
• Sequence step — which step in the 6-step sequence (1–6)
• Scheduled send date
• Status — sent / pending / overdue

Sequence Structure

Each Tier 1 account receives a 6-step outreach sequence spread over 30 days:

Account Requirements (to load a new company)

1. Account exists in Salesforce with ABM Tier 1 designation
2. Strategy doc exists and is linked to the account record
3. Account has a primary contact linked
4. Campaign record exists for the account

A loader script creates the 6 ABM Email records per account automatically once these prerequisites are met.

Daily Workflow (Manual Send)

1. Open the ABM Email object in Salesforce (search "ABM" in the app launcher — note: app visibility fix pending)
2. Switch to the "Today's Actions" list view — shows all records scheduled for today
3. For each record, click the quick action button to send the email or complete the LinkedIn task
4. Sent emails log to the account's Activity timeline automatically
5. Use "This Week" view for planning ahead

Tip: The "Today's Actions" view filters by scheduled send date. Records with past dates should be sent immediately to catch up.

Supporting Documents per Account

Each account record should have two documents attached:

• Research doc — attached directly to the Account record
• Strategy doc — linked via the Campaign record in Account Engagement (Pardot)

Some accounts loaded in the initial batch are missing strategy docs — these need to be completed before the full 50-account load is finalized.

Campaign Tracking

A Salesforce Campaign is created per Tier 1 account (resulting in 50+ campaigns). Campaign records surface roll-up engagement metrics:

• Unique clicks
• Total emails delivered
• Responses / engagement events

Note: For future builds (e.g., Aviary), a single campaign per program is preferred over one-per-account. This is a known structural difference to revisit.

Automation Roadmap

Current State (Tier 1)

Manual send via Salesforce quick action. Parag must approve the workflow before automation is enabled.

Target State (Tier 1 — Full Automation)

Modeled on the Aviary project pattern:
- Emails sent via AWS (not native Salesforce/HubSpot email)
- Webhooks return send/open/click data back into HubSpot or Salesforce
- User triggers a single "Send Today's Emails" action; system handles the rest
- Engagement data (sent, opened, clicked) tracked per record

Tier 2 & Tier 3

• Automated via Pardot flows (not manual Salesforce sends)
• Email copy being finalized by Voke (expected within 1–2 days of 2026-02-18)
• Mark to build Pardot flows and segment contacts once copy is ready
• Emails may be formatted as HTML styled to look like plain text for deliverability/authenticity

Data Integrity Notes

Duplicate Lead Issue (Resolved)

Contacts were loaded into Salesforce as both Leads and Contacts/Accounts because the original leads were never converted before the ABM load ran. A cleanup script was executed on 2026-02-18 to delete the duplicate lead records.

• Action for Karly: Verify PaperTube leads are deleted in Salesforce post-script.

Known Issues & Pending Work

Related Meetings

• ^[3] — Source meeting; ABM status, demo planning, data cleanup