---
title: PaperTube Salesforce Sample Kit Automation
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2026-04-02-papertube-asymmetric-marketing-call-134991121.md
tags:
- salesforce
- sample-kits
- automation
- abm
- client:papertube
layer: 2
client_source: null
industry_context: null
transferable: true
---

# PaperTube Salesforce Sample Kit Automation

A Salesforce workflow designed to convert high-engagement ABM contacts into physical sample kit sends, followed by a structured sales follow-up. Decided during the [[wiki/clients/papertube/_index|PaperTube]] quarterly review on 2026-04-02.

## Overview

When an ABM contact demonstrates high engagement (2+ clicks), the workflow automatically notifies fulfillment to send a physical sample kit and creates a timed follow-up task for the sales team. The goal is to capitalize on demonstrated interest before it cools, giving sales a concrete reason to call.

Sample kits cost approximately **$20 all-in** ($10 kit + $10 UPS shipping) and are fulfilled through PaperTube's existing Shopify/fulfillment process managed by Samantha.

## Trigger Condition

| Field | Value |
|---|---|
| Object | Contact (ABM contacts are stored as Contacts, not Leads) |
| Trigger | Email click count ≥ 2 within the active ABM sequence |
| Exclusion | Contacts who have already received a sample kit (do not re-trigger) |

> **Note:** Because ABM contacts are Contacts (not Leads) in Salesforce, this trigger must be configured separately from the existing nurture campaign trigger, which fires on Lead Stage = Nurturing. See [[wiki/knowledge/salesforce/abm-contact-vs-lead-structure|ABM Contact vs. Lead Structure]] for context.

## Workflow Steps

### Step 1 — Notify Fulfillment (Immediate)

- **Action:** Send automated email to Samantha (fulfillment)
- **CC:** Parag Agrawal
- **Email contents:**
  - Contact name and company
  - Shipping address (pulled from Contact record)
  - Brief context: "High-engagement ABM contact — please send standard sample kit"
- **Fulfillment path:** Samantha processes through the existing Shopify/fulfillment flow (same process reps use for manual kit sends)

### Step 2 — Create Follow-Up Task (7–10 Days After Kit Send)

- **Action:** Auto-create a Salesforce Task on the Contact record
- **Due date:** 7–10 days after Step 1 fires (allow time for delivery)
- **Task subject:** "Follow-up call — sample kit sent"
- **Assigned to:** Parag Agrawal (for manual assignment to a sales rep)
- **Routing:** Do **not** round-robin. Route all tasks to Parag first so he can assign based on rep availability and account fit.

### Step 3 — Sales Call

- **Goal:** Call the contact after estimated kit delivery
- **Talking points to develop:** Industry-specific scripts for when someone answers vs. voicemail
- **Context for rep:** Contact has received a kit — use it as the reason for the call ("I wanted to make sure you received the package and answer any questions")

## Interaction with Re-Engagement Nurture Flow

Contacts who trigger this workflow **should not** be simultaneously enrolled in the [[wiki/knowledge/email/abm-reengagement-nurture|ABM Re-Engagement Nurture]] flow. The enrollment criteria for the nurture flow should explicitly exclude contacts who have received a sample kit.

- Nurture flow target: ABM contacts who finish the sequence with **low or no engagement**
- Sample kit workflow target: ABM contacts with **high engagement (2+ clicks)**

Karly to define the exact enrollment exclusion logic when building the nurture flow.

## Key Decisions from 2026-04-02 Meeting

- **Kit cost approved:** ~$20/kit is acceptable given the quality of leads being targeted
- **No round-robin:** Parag wants to personally assign follow-up calls to maintain quality control, at least initially
- **Automation scope:** Samantha handles fulfillment manually via email notification; full end-to-end automation (e.g., programmatic Shopify order creation) was discussed but deferred
- **Trigger threshold:** 2+ clicks chosen as the signal for "high engagement"; single opens are insufficient

## Action Items

- [ ] Build Salesforce flow per the steps above — assign to **Mark Hope**
- [ ] Define enrollment exclusion rules (exclude contacts who received a kit) — assign to **Karly Oykhman**
- [ ] Draft call scripts (answer + voicemail) for sales reps — assign to **Karly Oykhman**, send to Parag for review

## Related

- [[wiki/clients/papertube/_index|PaperTube Client Overview]]
- [[wiki/knowledge/email/abm-reengagement-nurture|ABM Re-Engagement Nurture Flow]]
- [[wiki/knowledge/salesforce/abm-contact-vs-lead-structure|ABM Contact vs. Lead Structure in Salesforce]]
- [[wiki/meetings/2026-04-02-papertube-quarterly-review|2026-04-02 PaperTube Quarterly Review]]