---
title: Bluepoint ABM Tier 1 Workflow — Manual Send & Automation
type: article
created: '2026-02-18'
updated: '2026-02-18'
source_docs:
- raw/2026-02-18-check-in-mark-karly-123433351.md
tags:
- abm
- salesforce
- bluepoint
- outbound-sales
- automation
- pardot
- hubspot
- linkedin-ads
layer: 2
client_source: null
industry_context: null
transferable: true
---

# 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: [[clients/bluepoint/_index]] | [[clients/bluepoint/papertube-abm-project]]

---

## 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**:

| Step | Type | Notes |
|------|------|-------|
| 1–5 | Email | Personalized, sent via Salesforce quick action |
| 6 | LinkedIn touch | Manual connection or message task |

### 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

| Item | Owner | Status |
|------|-------|--------|
| ABM app not visible in Salesforce App Launcher (9-dot menu) | Mark | Pending fix |
| Add target icon to ABM app | Mark | Pending |
| Load remaining 27 Tier 1 accounts (23/50 done) | Mark | In progress |
| Complete missing strategy docs for loaded accounts | Mark/Karly | In progress |
| Build Tier 2–3 Pardot flows | Mark | Waiting on Voke copy |
| Demo manual workflow to Parag | Mark | Scheduled |

---

## Related Meetings

- [[meetings/2026-02-18-check-in-mark-karly]] — Source meeting; ABM status, demo planning, data cleanup