Getting Started with Workflows

Workflow Automation and Segment Management

Automating manual workflows and managing segments (account lists) is at the core of all account-based marketing strategies. While the N.Rich platform core capabilities allow marketers to create target account segments based on firmographics and intent data, there is an increasing need to tap into more sources (and more data) to populate and update your most valuable segments.

Workflows in N.Rich allows you to leverage a selection of first-party and third-party data sources as triggers and apply your own rules to manage segment population. Whether you want to populate segments based on intent data, website visits, CRM activity, or even advertising activity, Workflows is the way to do that in an automated way.

Workflow Data Sources (Triggers)

What can I do with Workflows?

The Workflows feature allows you to create rules which automatically populate a chosen segment with matching accounts based on data sources and account activity. Accounts can be added or removed from a segment based on the setup. You can then analyze, synchronize, and target the segment(s) through advertising campaigns or sales outreach. Here are some things you can do with Workflows:

Use Case	Data Source	Account Activity	Match Rule
Populate a segment with accounts getting ready to buy	Intent Data	First-party and third-party intent signals are generated by the accounts.	Accounts that have very high intent scores
Populate a retargeting segment with accounts highly engaged with your website	Website	Accounts that have visited your website recently and are highly engaged	Accounts with several visits over a short period.
Populate a segment with accounts with Open Opportunities	CRM	Accounts with open opportunities in your CRM.	Accounts with one or more open opportunities.
Keep your HubSpot company lists in sync with your N.Rich segments	CRM	Account updates to a HubSpot company-list	Accounts in a HubSpot company list
Populate a segment with accounts that are engaging with my advertising campaigns.	Advertisement	Accounts that are engaging with a specific N.Rich advertising campaign	Accounts matching a threshold in terms of engagement within a defined campaign and over a period of time.
Create account lists based on predicted sales velocity	ICP Analytics	Accounts that are highly likely to generate revenue at a rapid pace, determined by their Sales Velocity	Accounts matching a chosen threshold for their sales velocity score
Remove customers from your prospect segment	CRM	Accounts that have been successfully won and whose opportunity status has been updated in your CRM	Remove accounts w

Prerequisites

Subscription
The Workflows feature is available to N.Rich customers using the 360 GTM Platform with a Scale subscription.
Data Sources
Leveraging the different data sources in the Workflows feature require that they have been set up properly. You can find a breakdown of the setup requirements for each data source in the technical requirements section.

How can I create Workflows?

Follow these steps to create a single source workflow:

Select the data source you want to use for the workflow.
Select the account activity parameter(s) you want to use as a trigger for the workflow.
Select the workflow action - to add or remove the account from the segment.
Select the destination segment in which you want the accounts that match the parameters to get saved.
Save and activate the workflow

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Supercharge your Workflows by combining data sources

You can use more than one data source for your workflows, allowing you to combine data sources and account activity parameters to create even more powerful workflows based on your custom needs.

Follow these steps to create a workflow combining two data sources:

Select two data sources you want to use for the workflow.
Select the account activity parameter(s) you want to use as a trigger for the workflow. Note that the account activity parameters available will depend on the data source selected and all selections are used to further narrow down the list of accounts.
Select the workflow action - to add or remove the account from the segment.
Select the destination segment in which you want the accounts that match the parameters to get saved.
Save and activate the workflow.

Managing your workflows

Managing workflows is easy on the workflows list page:

Enable or disable workflows by toggling the active button
Edit workflows by clicking on their description
Delete workflows by clicking on the hamburger menu.

Workflow Use Cases

Looking for inspiration?
We have compiled a list of use cases and instructions on how to create workflows for your business needs.

ℹ️ When setting up workflows, it’s important to understand that some workflow actions can also be set up to remove accounts from a given segment. It’s best practice to monitor the segments affected to make sure that segment size is adequate for advertising purposes. We advise reviewing your workflows at least once per month to make sure that they are up-to- date with your business needs.

Technical Specifications

Data Sources
Workflows require data sources to be set up so that you can use the data sources and account activities as a trigger for your workflows. Find below the support data sources and their setup requirements:

Data Source	Setup Requirements	Documentation
ICP	To use ICP as a data source, you need to have the ICP Analytics feature enabled and Sales Velocity ICP configured.	Sales Velocity ICP Configuration
Intent	To use Intent as a data source, you need to have at least 1 Intent Report setup.	Intent Reports Feature
CRM	To use CRM as a data source, you need to have CRM integration enabled.	Import accounts with opportunities from CRM HubSpot Integration Salesforce Integration
Website	To use your website as a data source, you need to have the N.Rich website tag installed and the standard mode tracking enabled.	N.Rich Website Tag Installation
Advertisement	To use Advertisement as a data source, you need to have at least 1 active advertising campaign.	Creating and Managing Campaigns and Ads

Workflow Execution

Active Workflows are executed at least once per day. They can be executed multiple times per day, depending on the data source.

Additional Capabilities

LinkedIn Matched Audiences
Segments in N.Rich can be automatically synced as a matched audience in LinkedIn so that you can target them using your LinkedIn Ads. Using Workflows, you can make sure that those segments are dynamically updated based on your own rules so that you are advertising only to the accounts that truly matter. Read our documentation to learn how to use N.Rich audiences on LinkedIn.

Support

Contact support@n.rich for any additional information you need or questions you may have about the Workflows feature.