# Activate or Archive a Strategy
Source: https://docs.shiftupai.com/how-to/activate-or-archive-strategy
Activating a strategy moves it from **New** to **Active** status and, optionally, connects it to your sales pipeline. You can activate for validation only, create a new opportunity, or link to an existing one.
## Prerequisites
* You must be **Assigned To** the strategy to activate or archive the strategy
* The strategy must be in **New** status
* To link an existing opportunity, the account must have at least one open opportunity in Salesforce
## Quick Reference
| Action | Where | Steps |
| :------------------------------------- | :--------------------------- | :------------------------------------------------------------------------------------------------------------------------- |
| Activate for validation | Strategy detail page | Open strategy → Click **Activate** → Select **Activate for validation only** → **Save** |
| Activate and create opportunity | Strategy detail page | Open strategy → Click **Activate** → Select **Activate and convert to opportunity** → **Save** → Complete opportunity form |
| Activate and link existing opportunity | Strategy detail page | Open strategy → Click **Activate** → Select **Activate and link to existing opportunity** → Choose opportunity → **Link** |
| Archive a strategy | Strategy list or detail page | Right-click strategy → **Archive** (or use the action menu) |
| Restore an archived strategy | Archived tab | Open **Archived** tab → Right-click strategy → **Restore** |
| Bulk archive strategies | New strategies tab | Click **Select** → Choose strategies → **Archive** |
## Option 1: Activate for validation only
Use this when you want to pursue a strategy but are not ready to create a Salesforce opportunity.
Navigate to **Strategies** → **New** tab and click the strategy you want to activate.
Click the **Activate** button in the strategy header. The activation dialog opens with three options.
Choose **Activate for validation only**. This moves the strategy to Active status without creating an opportunity record. You can convert to an opportunity later.
Click **Save** to activate the strategy. It now appears under the **Active** tab.
## Option 2: Activate and create a new opportunity
Use this when you are ready to create a new Salesforce opportunity tied to this strategy.
Navigate to **Strategies** → **New** tab and click the strategy you want to activate.
Click the **Activate** button in the strategy header.
Choose **Activate and convert to an opportunity**. This activates the strategy and launches the guided flow to create a new opportunity in Salesforce.
Fill in the required fields for the opportunity (name, stage, close date, amount) and save. The new opportunity is automatically linked to the strategy.
## Option 3: Activate and link an existing opportunity
Use this when an opportunity already exists in Salesforce for this account.
Navigate to **Strategies** → **New** tab and click the strategy you want to activate.
Click the **Activate** button in the strategy header.
Choose **Activate and link to existing opportunity**. This option is only available if the account has open opportunities.
Choose an opportunity from the dropdown. Each option shows the opportunity name, stage, and amount.
Click **Link** to activate the strategy and associate it with the selected opportunity.
## Convert to an opportunity after activation
If you activated for validation and later want to link an opportunity:
Navigate to **Strategies** → **Active** tab and click the strategy.
Click the **Convert to Opportunity** button in the strategy header.
Select either **Create a new opportunity** (launches the guided flow) or **Link an existing opportunity** (opens the opportunity picker).
## Managing strategy status
Strategies move through three statuses:
| Status | Description |
| :----------- | :---------------------------------------------------------------------------------------------------------------------- |
| **New** | AI-generated strategy that has not been reviewed or acted on. Keep this list clean by activating or archiving promptly. |
| **Active** | Strategy you are actively pursuing. Can be linked to a Salesforce opportunity. |
| **Archived** | Strategy you have decided not to pursue. Can be restored to New status at any time. |
### Archive a strategy
Right-click a strategy in the list and select **Archive**, or use the action menu on the detail page. Archived strategies move to the **Archived** tab.
### Restore an archived strategy
Open the **Archived** tab, right-click the strategy, and select **Restore**. The strategy returns to **New** status.
### Bulk archive
On the **New** tab, click **Select**, check the strategies you want to archive, then click **Archive**.
## Troubleshooting
This option is unavailable when the account has no open opportunities in Salesforce. Create an opportunity in Salesforce first, or choose **Activate and convert to opportunity** to create one through ShiftUp.
Refresh the page. If the strategy still does not appear, verify that the activation completed successfully and that you have permission to view active strategies.
You need to be Assigned To the strategy to archive or restore strategies.
# Add An Account to ShiftUp
Source: https://docs.shiftupai.com/how-to/add-an-account
Learn how to add Salesforce accounts to ShiftUp so the AI engine can generate account plans and sales strategies.
Adding an account to ShiftUp links a Salesforce account to a seller profile, enabling the AI engine to analyze it and generate [account plans](https://docs.shiftupai.com/onboarding/account-plan) and [sales strategies](https://docs.shiftupai.com/onboarding/sales-strategy).
## Prerequisites
Before you can add an account, make sure the following are in place:
* A [seller profile](https://docs.shiftupai.com/onboarding/seller-profile) exists with a company profile and an ideal customer profile (ICP) configured
* You have the **Seller**, **Manager**, or **Admin** role assigned
If you have a restricted seller role, you cannot add accounts yourself. Contact your admin or manager to have accounts added to your profile.
## Quick reference
| Action | Where | Steps |
| :------------------------- | :---------------------------------------------- | :------------------------------- |
| Add Single Account | Account → ShiftUp tab | Click the **ShiftUp** tab to add |
| Account List Add | Account List → Create Account Plans | Click **Create Account Plans** |
| Accounts in Seller Profile | Seller Profile → Manage Accounts → Save Changes | Select Accounts and Save Changes |
To add accounts from the account page or account list view, this function must be configured by your Salesforce admin.
## Add an account from a Salesforce account record
You can add any Salesforce account to ShiftUp directly from the account page.
Navigate to the account you want to monitor in Salesforce. The account record page includes a **ShiftUp** tab that opens by default.
If the account is not yet monitored, you see a message: **"This account is not being monitored"** along with a prompt to start monitoring.
If your org has more than one active seller profile, select the appropriate profile from the **Seller Profile** dropdown. If only one profile exists, it is selected automatically.
Click the **Monitor this Account** button. The button updates to **"Setting up monitoring..."** while ShiftUp activates the account.
A success notification confirms **"Account is now being monitored"**. The page reloads and displays the account plan with AI-generated intelligence.
## Add multiple accounts from the account list view
Add multiple accounts from the account list view.
Navigate to the **Accounts tab** in Salesforce.
Select the accounts to be monitored or choose select all
Click on create account plans
Select the appropriate seller profile
## Add multiple accounts from a seller profile
You can also add multiple accounts at once from the seller profile page.
Navigate to the **Seller Profiles** tab in the ShiftUp sidebar. Select the seller profile you want to add accounts to.
On the seller profile detail page, click the **+ Manage Accounts** button. This opens a two-pane transfer list.
The left pane displays accounts from your Salesforce org. Use the search bar to find specific accounts, then check the box next to each account you want to add.
Click the **arrow button** between the two panes to move selected accounts from the Salesforce list (left) to the ShiftUp monitored list (right).
Confirm the accounts you want to monitor appear in the right pane, then click **Save Changes** to activate monitoring.
## What happens after you add an account
Once an account is activated, ShiftUp's AI engine automatically begins analyzing it. It generates:
1. **Account plan** — a strategic blueprint with company intelligence, key highlights, factors driving change, and a business landscape narrative
2. **Sales strategies** — hypothesis-driven strategies with conversation roadmaps, stakeholder mapping, and business cases
3. **Stakeholder intelligence** — identified stakeholders with roles, influence levels, and confidence scores
Account plans and strategies refresh on a scheduled basis or when you trigger an on-demand refresh. You can also refine the account plan by adding [account notes](https://docs.shiftupai.com/onboarding/account-plan#refining-with-account-notes) based on your conversations.
## Account plan limits
Your ShiftUp license determines the maximum number of active account plans. If you reach the limit, a message displays: **"Account plan limit reached,"** and the monitor button is not available. You need to deactivate an existing account before adding a new one. Contact your admin to review your license allocation.
## Troubleshooting
If you see **"No Seller Profiles available"**, a seller profile has not been created for your org yet. Contact your administrator to [set up a seller profile](https://docs.shiftupai.com/setup/seller-setup).
Your org has reached the maximum number of monitored accounts allowed by your license. Deactivate accounts you no longer need or contact your admin to adjust the allocation.
If the account already has an active plan, the ShiftUp tab displays the account plan directly instead of the monitoring prompt. You do not need to add it again.
# Convert a stakeholder to a lead or contact
Source: https://docs.shiftupai.com/how-to/convert-a-stakeholder
There are two ways to convert a stakeholder to a Salesforce lead or contact: from the stakeholders table or from the stakeholder detail.
## Prerequisites
* You need permission to create leads or contacts in Salesforce
## Quick reference
| Action | Where | Steps |
| :------------------- | :------------------------------ | :---------------------------------------------------------- |
| Convert from list | Strategy → Stakeholders tab | Click the **Convert to Record** icon on the stakeholder row |
| Convert from detail | Stakeholder sheet → Actions tab | Click **Link stakeholder to Salesforce** |
| Unlink a stakeholder | Stakeholder sheet → Actions tab | Click **Unlink Contact** or **Unlink Lead** |
View the video or the written instructions below
## Option 1: Convert from the stakeholders table
Use this method for quick conversions without leaving the strategy page.
Navigate to your strategy and click the **Stakeholders** tab.
Click the **Convert to Record** icon (person with a plus sign) on the stakeholder row. This icon only appears for unlinked stakeholders.
Choose to create a **new lead**, a **new contact**, or link to an **existing record**. ShiftUp pre-fills name, email, salutation, and title from the stakeholder's profile.
## Option 2: Convert from the stakeholder sheet
Use this method when you are already reviewing a stakeholder's details.
Click a stakeholder's name to open their detail sheet.
Click the **Actions** tab. The first tile shows the Salesforce link status.
Click the tile to launch the Salesforce conversion flow. Complete the same steps as Option 1.
## Unlinking a stakeholder
To disconnect a stakeholder from Salesforce, open their sheet, go to the **Actions** tab, and click **Unlink Contact** or **Unlink Lead**.
## Troubleshooting
The icon only appears for unlinked stakeholders. If you see a **Contact** or **Lead** badge, the stakeholder is already linked.
The conversion flow requires account context. Make sure the account is associated either by the email address domain of the stakeholder or that the strategy is linked to an account.
Refresh the page. If the badge still does not appear, try unlinking and re-linking the stakeholder.
# Generate Email Or Call Script
Source: https://docs.shiftupai.com/how-to/generate-email-or-call
Quick reference for generating AI-powered email messages and call scripts for stakeholders in ShiftUp.
Use the **Actions** tab on a stakeholder to generate personalized emails and call scripts aligned to your conversation roadmap and strategy context.
## Prerequisites
* To **send** a generated email, the stakeholder must be linked to a Salesforce contact or lead with an email address
* To **log a call**, the stakeholder must be linked to a Salesforce contact or lead
## Quick reference
| Action | Where | Steps |
| :--------------------- | :------------------------ | :----------------------------------------------------------------------------------------------------------- |
| Generate email | Stakeholder → Actions tab | Click **Generate Email Message** → review in email composer → edit subject/body → **Copy** or **Send Email** |
| Generate call script | Stakeholder → Actions tab | Click **Generate Call Script** → review in script editor → edit → **Copy** or **Log Call** |
| Copy email subject | Email composer | Click **Copy** next to the subject field |
| Copy email body | Email composer | Click **Copy** next to the body field |
| Copy call script | Script editor | Click **Copy** next to the script field |
| Regenerate email | Email composer | Generate a new email from the Actions tab (replaces previous draft) |
| Regenerate call script | Script editor | Click **Generate with AI** button in the script editor |
| Log a call | Script editor | Check **Log call notes** → fill in subject and comments → **Log Call** |
Watch the video or read the written instructions below
## Generate an email message
Navigate to your strategy and open the stakeholder you want to contact.
Select the **Actions** tab in the stakeholder detail panel.
Click the **Generate Email Message** tile. If the strategy is not yet active, you will be prompted to optionally activate it. ShiftUp generates a personalized subject line and email body based on the strategy context and conversation roadmap.
The email composer opens with the generated content. You can:
* Edit the **subject** line
* Edit the **body** using the rich text editor
* **Copy** the subject or body to your clipboard for use in an external email client
* **Send Email** — sends the email directly through Salesforce to the linked contact or lead. Requires the stakeholder to be linked and have an email address.
* **Copy** — copies the content to your clipboard so you can paste it into your preferred email tool.
You do not need to link the stakeholder to Salesforce to generate an email. Linking is only required to send directly from ShiftUp.
## Generate a call script
Navigate to your strategy and open the stakeholder you want to call.
Select the **Actions** tab in the stakeholder detail panel.
Click the **Generate Call Script** tile. If the strategy is not yet active, you will be prompted to activate it first. ShiftUp generates a personalized call script based on the strategy context.
The script editor opens with the generated content. You can:
* Edit the script in the rich text editor
* Click **Generate with AI** to regenerate the script
* **Copy** the script to your clipboard
## Log a call
After reviewing or completing a call, you can log it directly to Salesforce from the script editor.
In the script editor, check the **Log call notes** checkbox. This option only appears when the stakeholder is linked to a Salesforce contact or lead.
Fill in the required fields:
* **Subject** — a brief description of the call (5–255 characters)
* **Comments** — notes from the call (5–32,000 characters)
Click **Log Call** to save the call record to Salesforce.
## Troubleshooting
The strategy context is required to generate a message. Make sure you are viewing the stakeholder within an active strategy, not from a standalone view.
Sending requires the stakeholder to be linked to a Salesforce contact or lead with a valid email address. Link the stakeholder first using the **Link stakeholder to Salesforce** action on the same Actions tab.
Click the tile again to retry. If the issue persists, verify that the strategy is active and that you have a valid session.
Call logging is only available when the stakeholder is linked to a Salesforce contact or lead. Link the stakeholder first.
# Use Emails Calls in a Cadence
Source: https://docs.shiftupai.com/how-to/use-emails-calls-in-cadence
Quick reference for sending emails, preparing call scripts, and managing steps within a Sales Engagement cadence in ShiftUp.
ShiftUp integrates with Salesforce Sales Engagement (cadences) so you can execute multi-step outreach sequences directly from a stakeholder's detail panel. Each cadence step can be an email, call, LinkedIn message, or task — and ShiftUp adds AI-generated content and one-click sending on top.
## Prerequisites
* **Sales Engagement** must be enabled in your Salesforce org (contact your administrator if not)
* The stakeholder must be **linked** to a Salesforce contact or lead
* The stakeholder must be **enrolled** in at least one active cadence
## Quick reference
| Action | Where | Steps |
| :------------------------ | :--------------------------------------------- | :---------------------------------------------------------------- |
| Enroll in a cadence | Stakeholder → Actions tab → **Add to cadence** | Select a cadence → **Add to cadence** |
| Send a cadence email | Stakeholder → Cadence tab → current email step | Click **Compose Email** → edit subject/body → **Send Email** |
| Prepare a cadence call | Stakeholder → Cadence tab → current call step | Click **Prepare Call Script** → edit script → **Manual Complete** |
| Generate AI email content | Cadence email composer | Click **Generate with AI** in the body section |
| Generate AI call script | Cadence call script editor | Click **Generate with AI** in the script section |
| Skip a step | Cadence tab → current step | Click **Skip** |
| Manually complete a step | Cadence tab → current step | Click **Manual Complete** |
| Switch cadences | Cadence tab → cadence dropdown | Select a different cadence from the dropdown |
| Remove from cadence | Cadence tab → menu (three dots) | Click **Remove from cadence** → **Remove** |
## Enroll a stakeholder in a cadence
Before you can use cadence emails and calls, the stakeholder must be enrolled in a cadence.
Navigate to your strategy and open the stakeholder you want to enroll.
Select the **Actions** tab in the stakeholder detail panel.
Click the **Add to cadence** tile. This option only appears when the stakeholder is linked to a Salesforce contact or lead.
Browse or search the list of active cadences. You can filter by folder if your org uses cadence folders. Select the cadence you want to enroll the stakeholder in.
Click **Add to cadence**. The stakeholder is now enrolled and the Cadence tab becomes active.
## Navigate the Cadence tab
Once enrolled, the **Cadence** tab shows a step timeline with:
* **Completed steps** — collapsed by default; click to expand history
* **Current step** — highlighted with action buttons
* **Pending steps** — upcoming steps shown below the current step
If the stakeholder is enrolled in multiple cadences, use the dropdown at the top to switch between them.
## Send a cadence email
When the current cadence step is an email step, you can compose and send an email directly from ShiftUp.
Navigate to the stakeholder and select the **Cadence** tab.
On the current email step, click **Compose Email**. The email composer opens showing the cadence name and step number.
You can:
* Click **Generate with AI** to create a personalized subject and body based on your strategy context
* Write or edit the subject and body manually
* **Copy** the body to use in an external email client
Click **Send Email** to send directly through Salesforce. The button shows a confirmation status:
* **Sending...** — email is being delivered
* **Email Sent successfully** — delivery confirmed
* **Confirming Cadence Status** — ShiftUp is updating the cadence step
After a successful send, the step is automatically completed and the cadence advances.
Once an email is sent, the composer locks and you cannot edit or re-send. The cadence automatically moves to the next step.
## Prepare a cadence call
When the current cadence step is a call step, you can generate a call script and log the call.
Navigate to the stakeholder and select the **Cadence** tab.
On the current call step, click **Prepare Call Script**. The call script editor opens showing the cadence name and step number.
You can:
* Click **Generate with AI** to create a personalized call script based on your strategy context
* Write or edit the script manually
* **Copy** the script to your clipboard
Check **Log call notes** to record the call in Salesforce:
* **Subject** — a brief description of the call (5–255 characters, required)
* **Comments** — notes from the call (5–32,000 characters, required)
Click **Manual Complete** to mark the call step as done. The cadence advances to the next step.
## Manage cadence steps
### Skip a step
If you want to skip the current step without completing it, click **Skip** on the current step in the timeline. The step is marked as skipped and the cadence moves to the next step.
### Manually complete a step
For any actionable step (email, call, task, or LinkedIn message), click **Manual Complete** to mark it as done without performing the action in ShiftUp. This is useful when you completed the action outside of ShiftUp.
### Remove from a cadence
To unenroll a stakeholder from a cadence:
1. Open the **Cadence** tab
2. Click the menu icon (three dots) next to the cadence name
3. Select **Remove from cadence**
4. Confirm by clicking **Remove**
This stops all future cadence steps for the stakeholder.
## Troubleshooting
The stakeholder must be linked to a Salesforce contact or lead before enrolling in a cadence. Use the **Link stakeholder to Salesforce** action on the Actions tab first.
Sales Engagement (Cadences) is not enabled in your Salesforce org. Contact your administrator to enable this feature.
The stakeholder is linked but not enrolled in any cadence. Go to the **Actions** tab and click **Add to cadence** to enroll.
AI content generation requires an active strategy context. Make sure you are viewing the stakeholder within a strategy, not from a standalone view.
Both a subject and body are required. If another email is currently being sent for a different step, wait for it to complete before sending another.
The call script must have content before you can mark the step as complete. Write or generate a script first. If you enabled **Log call notes**, both the subject and comments fields must meet the minimum character requirements (5 characters each).
All active cadences already have this stakeholder enrolled. No additional cadences are available to add.
# Use Shiftup Meetings
Source: https://docs.shiftupai.com/how-to/use-shiftup-meetings
Record, transcribe, and extract AI insights from your sales meetings directly in Salesforce.
Capture meetings with ShiftUp to automatically generate transcripts and AI-powered insights that feed into your account plans and strategies.
Watch the video or read the written instructions below.
## Prerequisites
* Access to the ShiftUp app in Salesforce
* A supported video conferencing platform (Zoom, Google Meet, Microsoft Teams, Webex, or GoTo Meeting)
* A Google or Microsoft calendar for auto-scheduling (optional)
## Connect your calendar
Link your calendar so the ShiftUp bot automatically joins your scheduled meetings.
Navigate to the ShiftUp app and select **Meetings** from the navigation.
Click the **Calendar** icon to switch from list view to calendar view.
Click **Connect** and authorize access through your Google or Microsoft account. Once connected, upcoming meetings with video conference links appear on the calendar automatically.
Meetings marked as "private" in your calendar and recurring meetings are not auto-scheduled. You can opt in to these meetings manually from the calendar view.
## Join a live meeting
Use this option when you want the bot to join a meeting that is already in progress or about to start.
On the Meetings page, click **Create Meeting**.
Paste the video conference link (Zoom, Google Meet, Teams, Webex, or GoTo Meeting). The bot joins the meeting immediately.
If the meeting has a waiting room, the host needs to admit the ShiftUp bot. The meeting status updates as the bot progresses through joining, recording, and processing.
## Add a manual transcript
If you have a meeting transcript from an external source, you can paste it into ShiftUp to generate AI insights without a live bot.
On the Meetings page, click **Create Meeting**.
Switch to the **Manual** tab in the create meeting dialog.
Paste the existing transcript text. ShiftUp processes it and generates insights automatically.
## Manage calendar scheduling
Control which meetings the bot joins from the calendar view.
* **Opt out of a meeting** — Click the opt-out option on any calendar event to prevent the bot from joining.
* **Opt out of a recurring series** — Use the **Apply to All Future** toggle to block the bot for all future occurrences in one action.
* **Opt back in** — Re-enable recording for a meeting you previously opted out of. This is not available if the meeting starts in less than 10 minutes.
When you opt out, and another ShiftUp user in the same meeting is opted in, the bot is reassigned to that user rather than canceled. The meeting is recorded under their name.
## Browse your meetings
The Meetings page offers two display modes:
* **List view** — A sortable table with columns for name, status, owner, duration, and created date.
* **Calendar view** — A month or week view showing scheduled and completed meetings.
Filter meetings by status using the tabs at the top of the page: **All**, **Completed**, **Processing**, **Pending**, and **Failed**. Toggle **Show only meetings I own** to focus on your recordings.
## View meeting results
Open a completed meeting to access:
* **Insights** — AI-extracted takeaways grouped by tag with citations from the transcript. These insights automatically feed into linked account plans and strategies.
* **Transcript** — Full searchable transcript with speaker labels. Download as text or JSON.
* **Participants** — Detected meeting participants.
* **Events** — Bot lifecycle timeline showing join, record, and leave events.
* **Records** — Salesforce records linked to this meeting.
* **Sharing** — Manage who has access to the meeting.
You can export insights as a PDF from the meeting detail view.
## Link meetings to Salesforce records
Connect meetings to your CRM data so insights enrich your account plans and strategies.
Navigate to the meeting detail view for a completed or in-progress meeting.
Select the **Records** tab to view and manage linked Salesforce records.
Add links to accounts, opportunities, contacts, leads, account plans, or opportunity strategies. When a meeting is linked to an account, contact, or opportunity, a standard Salesforce event is created on that record's activity timeline.
ShiftUp automatically matches participant email domains against account website fields and creates links to matched accounts when participants are added.
## Share a meeting
* **Automatic sharing** — If your calendar is connected, ShiftUp automatically shares meetings with other ShiftUp users in your Salesforce org based on matching participant email addresses.
* **Manual sharing** — Open a meeting and select the **Sharing** tab to add or remove specific users.
## Troubleshooting
The meeting host needs to admit the ShiftUp bot from the waiting room. Ask the host to check for a pending participant named "ShiftUp Notetaker" or similar.
Some meeting hosts may deny recording permissions. Coordinate with the host to allow recording before the bot joins.
ShiftUp prevents multiple bots from joining the same meeting. If a bot is already scheduled by you or a colleague, a dialog shows the existing meeting owner and a link to that recording.
Verify your calendar is still connected by checking the calendar view on the Meetings page. If disconnected, reconnect using the **Connect** button.
Meeting records use a private sharing model. You can only see meetings you own unless the owner shares the meeting with you or an admin grants broader access.
# ShiftUp Documentation
Source: https://docs.shiftupai.com/index
ShiftUp is a sales intelligence managed package for Salesforce. It uses AI agents to automate account research, generating outputs such as account plans, opportunity strategies, and stakeholder insights.
### Users
ShiftUp features
Learning journeys
Videos and guides
Monthly release notes
### Administrators
Required settings
Implementation
Checklist
Configure profiles
Implementation
### Architecture and Security
AI Architecture
ShiftUp Architecture
ShiftUp Security
Access and Permissions
Handling & Storage
Model Policy
# Account Management
Source: https://docs.shiftupai.com/onboarding/account-management
This module is focused on providing you with foundational knowledge and getting you started working in ShiftUp. By the end of this module, you'll be proficient in navigating ShiftUp with a deep understanding of your ShiftUp Account Plans.
## 🎓 Education
[Seller Profile Details](/onboarding/seller-profile)
[Account Plan Details](/onboarding/account-plan)
[Sales Strategy Details](/onboarding/sales-strategy)
## 🛠 **Hands-on Exercises**
To ensure "learning by doing," complete the following:
**Account Activation**
* **Action:** Add at least one new Account to ShiftUp if it hasn’t been added by your admin.
* **Achievement:** You have successfully initiated the AI intelligence engine for a key account in your territory.
**Account Review**
* **Action:** Review an Account Plan and its associated Strategy.
* **Achievement:** You’ve identified critical company shifts and a strategic hypothesis to drive your next conversation.
**Workflow Optimization**
* **Action:** Identify and favorite your high-priority account plans and 1 or more strategy
* **Action:** Create a customized list view (accounts I own and sort descending by last updated)
**Achievement:** You’ve tailored ShiftUp to your specific workflow, ensuring your most active accounts stay front-and-center.
## 🎯 **Outcomes**
* **Navigational Fluency:** No longer "hunt" for key information.
* **Operational Readiness:** Key accounts are loaded and favorited for instant access.
* **Personalized Workspace:** List views are filtered and sorted to suit your preferences.
## 💡 **Pro-Tips**
* Use the display filters to view the Account Plans and Strategies you own
* Favorite Account Plans and Strategies that need further review
# Account Plan
Source: https://docs.shiftupai.com/onboarding/account-plan
An account plan is a strategic blueprint that arms sellers with the company’s key strategic highlights.
Listed below are the components and how to leverage them with your prospects and customers.
The Account Plan Components:
[**Account Intelligence**](#account-intelligence): The live strategic blueprint for the account
**Sources**: The "Transparency" (All AI sources cited)
[**Account Notes**](#account-notes): The field intelligence to inform ShiftUp
**[Activity](https://docs.shiftupai.com/#activity) (Beta)**: The "Engagement" (All meetings, events, and tasks).
## [Account Intelligence](#account-intelligence)
**1. Overview**
It provides basic firmographics and a snapshot of the company's actual operations, ensuring sellers have a solid foundation.
**2. Quick Account Intelligence**
The Quick Account Intelligence acts as a strategic filter, distilling the noise of daily news and scattered data into actionable "so-what" insights. Its primary value lies in its ability to translate raw events—such as a headquarters move or a product launch—into concrete implications for your sales strategy.
**3. Key Highlights & Milestones**
A chronological record of major events that serve as "hooks" for conversation or evidence of progress.
**4. Factors Driving Change**
The Factors Driving Change section is a powerful tool for creating urgency and relevance. By identifying the internal and external catalysts—such as M\&A integration, new regulations, or shifting financial priorities—sellers can align their solutions with the client’s immediate "why".
**5. The Business Landscape Story**
This provides a narrative of where the company has been and where it is going. We break this down into six stages:
* \*\*Foundation: \*\*Their current market position. Use this to understand the status quo you need to disrupt.
* **Evolution:** Their recent history and pivots. Use this to avoid suggesting ideas they’ve already tried and moved past.
* **Future Vision:** Their long-term goals. Use this to align your multi-year strategy with their 3–5 year growth plan.
* **Measurable Goals:** The specific targets they use to track success. Use this to tie your solution’s value directly to their KPIs.
* **Functional Priorities:** What their teams are focusing on *right now* . Use this to identify which department has the most immediate budget.
* \*\*Implementation Status & Organizational Readiness: \*\*Their internal capacity and progress on current projects. Use this to determine whether they need extra implementation support or are ready for a new rollout.
### [**Account Notes**](#account-notes)
The account plan is a living document that evolves as you gather new intelligence. While the AI monitors public signals, you often uncover critical details through direct conversations—such as a champion’s priority or an unannounced budget shift.
* **What it is:** A dynamic input field where you can add "field notes" or meeting takeaways.
* **How it works:** When you enter a note, ShiftUp instantly processes it, refreshes the account plan, and incorporates the new intelligence into your strategic narrative, potentially surfacing new Sales Strategies.
* **The Value for Sellers:** This ensures your plan is never stale. It bridges the gap between public data and your private conversations to reflect the most current reality.
# Deal Progression
Source: https://docs.shiftupai.com/onboarding/deal-progression
Welcome to **Module 3**. Now that you have activated your strategies, it’s time to focus on deal progression and momentum. This module focuses on using real-time field intelligence to evolve your strategy, align with your champion, and objectively de-risk your pipeline.
## 🎓 Education
The [Activity tab](https://docs.shiftupai.com/onboarding/sales-strategy#activity) captures all stakeholder interactions in one centralized view. This includes all ShiftUp Meetings and any interactions found on the Salesforce Account or Opportunity.
The Activity tab pulls data from the Salesforce records linked to the strategy. Ensure your strategy is linked to the correct Account and Opportunity for complete activity visibility.
Learn how to feed field intelligence into ShiftUp through the use of [Account Notes](https://docs.shiftupai.com/onboarding/account-plan#account-notes).
Learn how the [Business Case](https://docs.shiftupai.com/onboarding/sales-strategy#business-case) can help your champion sell your solution internally with decision makers.
Learn how to read the [Meddpicc Scorecard](https://docs.shiftupai.com/onboarding/sales-strategy#meddpicc-scorecard) to address the gaps that could stall or stop your deal from progressing.
[ShiftUp Meeting Set Up Details](/how-to/use-shiftup-meetings)
## 🛠 **Hands-on Exercises**
**The Field Intelligence Loopback**
* **Action:** Sync your calendar and ensure the ShiftUp Notetaker is invited to your next discovery or strategy session.
* **Action:** Host a meeting with a prospect using ShiftUp Meetings. After the meeting, verify that the meeting is correctly associated with the corresponding Salesforce account and opportunity along with the ShiftUp Account Plan and Strategy.
* **Action:** View the Activity tab to see how ShiftUp provides a single view into all the interactions with this account, including your ShiftUp meeting.
* **Action:** For intelligence gathered outside of recorded meetings—such as a direct phone call or an onsite discussion - manually enter a new **Account Note** to document anything that could better inform the account and/or strategy. This could include mentions of competitors, newly identified pain points, or new stakeholders such as a key influencer.
* **Achievement:** You have successfully closed the loop between the field and your strategy. By feeding real-world insights back into ShiftUp, you’ve ensured your AI-driven pursuit plan evolves with the live reality of the deal.
**Executive Alignment**
* **Action:** Download the Business Case PDF within ShiftUp and review it with your champion to confirm alignment on the problem, solution, and ROI.
* **Action:** Use Account Notes to update the business case after reviewing it with your champion.
* **Achievement:** You have professionalized your justification, providing your champion with the "Business Case" required to secure internal budget and approval.
**Deal De-Risking**
* **Action:** Open the **MEDDPICC Scorecard** for an active strategy and identify one specific gap (e.g., Economic Buyer or Decision Criteria). Take action to close the gap.
* **Action:** If the evidence of closing this gap isn't captured in the activity, use an Account Note to inform the strategy. For example, if you have identified the Executive Buyer outside of a ShiftUp Meeting, add an Account Note to inform ShiftUp.
* **Action:** Once you've closed the gap and ShiftUp has been informed, note the change in the Meddpicc and Confidence score. (Note - Refreshes can take a few hours to complete).
* **Achievement:** You have objectively identified a blind spot in your deal and established the next step to close that gap to increase your confidence score.
### **🎯 Outcomes**
* **Evidence-Based Deal Evolution:** You have moved beyond static plans. By feeding real-world meeting insights and field intelligence back into ShiftUp, you’ve proven you can evolve your pursuit strategy in real-time based on the actual "ground truth" of the deal.
* **Executive-Level Partnership:** By deploying the Business Case, you’ve transitioned from a vendor to a strategic consultant. You are now providing your champions with the high-level ROI justification they need to navigate internal approvals and secure budget.
* **Objective Pipeline Integrity:** Through the MEDDPICC Audit and History Tracking, you’ve moved from "gut-feel" forecasting to data-driven accuracy. You can now objectively identify deal risks, take surgical action to close gaps, and quantify your strategy's increasing strength over time.
### 💡 **"Pro-Tips"**
* **Set up Notetaker** to automatically capture insights from your stakeholder interactions
* **The Meddpicc scorecard** is often used for QBRs or seller coaching sessions.
* **Account Notes to** capture Actions taken to strengthen Meddpicc should be recorded and will be reflected in the Confidence Score.
# Meetings (Beta)
Source: https://docs.shiftupai.com/onboarding/meetings
BETA
AI-powered meeting recording, transcription, and insights directly inside Salesforce.
The notetaker sends an AI bot to your meetings to record, transcribe, and extract insights. Transcripts, participants, and AI-generated insights are stored as Salesforce records and linked to your accounts, opportunities, and contacts. Additionally, the insights from the meeting inform the ShiftUp Account Plan and Strategies, which may result in an updated or new strategy
## Key capabilities
* **Automatic meeting recording** — A bot joins your Zoom, Google Meet, Microsoft Teams, Webex, or GoTo Meeting calls and records the session.
* **Transcription** — Full meeting transcripts are generated and stored in Salesforce.
* **AI insights** — Actionable insights are extracted from each transcript, tagged and organized for review.
* **Calendar integration** — Connect your Google or Microsoft calendar to automatically schedule the bot for upcoming meetings.
* **Record linking** — Associate meetings with accounts, opportunities, contacts, leads, account plans, and opportunity strategies.
* **Manual meetings** — Paste transcripts from external meetings to generate insights without a live bot.
## Adding a meeting
There are three ways to capture a meeting. Using the Meetings tab to initiate the following actions.
Connect your calendar using the calendar icon, and the bot is automatically scheduled for meetings that have video conference links.
Click **Create Meeting**, enter a meeting URL, and the bot joins immediately.
Click **Create Meeting**, select the **Manual** tab, and paste an existing transcript. ShiftUp processes it and generates insights without a live bot.
## Meeting lifecycle
Each meeting progresses through processing statuses:
| Status | Description |
| :-------------------- | :-------------------------------------------- |
| Pending | Meeting is scheduled; bot has not yet joined |
| Joining | Bot is attempting to join the meeting |
| Waiting for admission | Bot is in the waiting room |
| Recording | Bot has joined and is actively recording |
| Transcript done | Recording complete; transcript received |
| Processing | Transcript is being analyzed |
| Processing insights | AI is generating insights from the transcript |
| Completed | All processing is finished |
| Failed | An error occurred during processing |
If the bot is not admitted or the recording is denied by a meeting host, the status reflects the specific issue (e.g., Not Admitted, Recording Denied).
### Duplicate bot prevention
ShiftUp prevents multiple bots from joining the same meeting. If a bot is already scheduled for a meeting URL — by you or a colleague — a dialog appears showing the existing meeting owner and a link to view that recording. This applies to both calendar-scheduled and manually created meetings.
## Browsing meetings
The Meetings page offers two display modes:
* **List view** — A sortable data table with columns for name, status, owner, duration, and created date.
* **Calendar view** — A month or week view showing scheduled and completed meetings. Click any event to see details in a popover.
Filter meetings by status using the tabs at the top of the page: **All**, **Completed**, **Processing**, **Pending**, and **Failed**. Each tab shows a count of matching meetings. You can also filter by owner or toggle **Show only meetings I own** to focus on your recordings.
## Viewing a meeting
Open a completed meeting to see:
* **Insights** — AI-extracted takeaways grouped by tag, with citations from the transcript. Insights are organized into categories so you can quickly scan for the information that matters most.
* **Transcript** — Full searchable transcript with speaker labels.
* **Participants** — List of detected meeting participants.
* **Events** — Bot lifecycle timeline showing join, record, and leave events.
* **Records** — Salesforce records linked to this meeting.
* **Sharing** — Manage who has access to this meeting. See [Sharing meetings](#sharing-meetings) below.
You can download transcripts as text or JSON, and export insights as a PDF.
## Calendar integration
Connect your Google or Microsoft calendar to automatically schedule the bot for upcoming meetings. Bots will not be scheduled for meetings marked as "private" or recurring meetings automatically. If you would like a bot to join those meetings you will have to "opt-in" to bots joining in the calendar view.
### Connecting your calendar
Open the ShiftUp app and go to **Meetings**.
Select the **Calendar** icon.
Click **Connect** and authorize access through your Google or Microsoft account.
Once connected, your calendar syncs, and upcoming meetings with video conference links appear in the calendar view.
### Calendar event statuses
Each calendar event shows a status indicating its scheduling state:
| Status | Description |
| :------------------- | :----------------------------------------------------------- |
| Pending | Event synced; bot not yet scheduled |
| Scheduled | Bot is scheduled to join this meeting |
| Recording | Bot has joined and is actively recording |
| Completed | Recording is finished |
| Opted Out | You opted out of recording for this event |
| Blocked Preference | Auto-scheduling is off due to a scheduling preference |
| Too Late to Schedule | The meeting is too close to its start time to schedule a bot |
| Cancelled | The calendar event was cancelled |
### Scheduling controls
* **Opt out of a meeting** — Click the opt-out option on any calendar event to prevent the bot from joining.
* **Opt out of a recurring series** — Use the **Apply to All Future** toggle to block the bot for all future occurrences of a recurring meeting in one action.
* **Opt back in** — Re-enable recording for meetings you previously opted out of. If the meeting starts in less than 10 minutes, opting back in is not available.
* **Private meetings** — Events marked private in your calendar are not auto-scheduled by default.
When you opt out and another ShiftUp user in the same meeting is still opted in, the bot is reassigned to that user rather than cancelled. The meeting is still recorded — it just appears under their name.
Events where auto-scheduling is blocked display an **Auto scheduling off** label in the calendar view.
### Zoom webinars
When joining a Zoom webinar that does not require registration, you may be prompted to enter your Zoom account email address. This is required for the bot to join the webinar.
### Disconnecting
Disconnecting your calendar stops syncing new events. Past meeting recordings are preserved.
## Linked records
Link meetings to Salesforce records so AI-generated insights can enrich your account plans and opportunity strategies.
Supported record types:
* Accounts
* Opportunities
* Contacts
* Leads
* Account plans
* Opportunity strategies
When participants are added to a meeting, ShiftUp automatically matches participant email domains against account website fields and creates links to matched accounts. When a meeting is linked to an account, contact, or opportunity, a standard Salesforce event is created on that record's activity timeline.
## Access and permissions
Meeting records use a private sharing model. You can only see meetings you own unless an admin grants broader access.
| Role | View | Edit | Delete |
| :---------------- | :---------- | :---------- | :---------- |
| Seller | Own records | Own records | Own records |
| Manager | Own records | Own records | Own records |
| Admin | All records | All records | All records |
| Restricted seller | Own records | No | No |
### Sharing meetings
There are two ways meetings are shared with other users.
**Automatic sharing** — If you have your calendar connected to ShiftUp, the system automatically shares a meeting with other ShiftUp users in your Salesforce organization. Sharing is based on matching participant email addresses against other users' Salesforce email addresses.
**Manual sharing** — Open a meeting and select the **Sharing** tab to add or remove specific users. If you do not have permission to manage sharing, the tab displays in view-only mode.
# Sales Strategy
Source: https://docs.shiftupai.com/onboarding/sales-strategy
Sales Strategies function as the actionable layer within the account plan. While the account plan provides the insights about the organization, each Sales Strategy is a specific, targeted play designed to capture a particular revenue opportunity.
Each strategy comes with two indicators: a **Confidence Score and a Pipeline Impact** level. The **Confidence Score** is a real-time, data-driven assessment of your strategy’s viability. It provides an objective look at how likely the strategy is to succeed based on the information ShiftUp has. A low score isn't a 'fail'—it's a spotlight on where you need to focus your discovery. Use the Confidence Score description and Meddpicc to find the gaps that need to be addressed.
**Pipeline Impact** is a relative indicator of deal value, calculated by benchmarking the opportunity size against typical deal benchmarks for a company of that scale; for instance, a \$2M deal may be classified as "High" for a startup but "Low" for a global enterprise.
* **High:** Indicates an opportunity above average deal size, typically requiring executive sponsorship and cross-functional support to secure.
* **Medium:** Reflects the standard sales motion, aligning with the seller's core customer profile and established transaction patterns.
* **Low:** Represents opportunities below the typical deal size or scope, usually following a more transactional or high-velocity path.
* **Unknown:** Applied when current buyer signals or seller context are insufficient to accurately benchmark the opportunity’s potential value.
### **The Sales Strategy Components**
[**Overview**](#overview): The "Why" (Hypothesis, Pain, and Urgency).
[**Conversation Roadmap**](#conversation-roadmap): The “How” (Step-by-Step Engagement Plan).
[**Stakeholders**](#stakeholders): The "Committee" (Who matters and why).
[**Business Case**](#business-case): The "Financial Justification" (The Problem and Opportunity).
[**MEDDPICC Scorecard**](#meddpicc-scorecard): The "Risk Audit" (Identifying blind spots).
**Sources**: The "Transparency" (All AI sources cited).
**[Feed](#feed) (Beta)**: The "Updates" (New intelligence applied to the strategy).
**[Activity](#activity) (Beta)**: The "Engagement" (All meetings, events, and tasks).
[**Notes**](#notes): The "Intel" (Account notes that influenced the strategy).
[**History**](#history): The "Confidence" (Confidence Score timeline).
## [Overview](#overview)
The Sales Strategy Overview is a narrative. When read from top to bottom, it tells the story:
> *'We believe \[Hypothesis] because you are struggling with \[Pain Points]. We are the best fit because \[Why Us], and we need to move now because \[Why Act Now].’*
### **Hypothesis-Driven Engagement (The "Mission")**
A targeted belief about how a specific solution will solve a customer's business problem—such as protecting renewals or driving expansion—to create a "reason to act."
* **What it includes:** A concise strategy statement and the specific Business Outcomes the customer can anticipate
* **User Takeaway:** Use this Hypothesis to align the account team to drive consistency.
### **Why Change? (The Pain Points)**
This section identifies why the "Status Quo" is no longer sustainable. It highlights the friction or risks the customer is currently facing that prevent them from reaching the outcomes mentioned in the hypothesis.
* **What it includes:** A description of the problem, the Level of Severity (Low/Med/High/Critical), and the quantifiable Business Impact of doing nothing.
* **User Takeaway:** Use these points to build tension in your discovery calls and validate that the customer feels the same urgency.
### Why Us? (The Solution & Differentiation)
These sections describe how your solution is uniquely positioned to solve the identified pain points and help customers achieve their goals.
* **What to Sell:** The specific products, features, or services relevant to this account.
* **Why We Win:** Your unique value proposition. This highlights your Differentiators against competitors or an internal "build-it-ourselves" path.
* **User Takeaway:** This is your competitive moat. Use it to handle objections regarding other vendors or existing tools.
### Why Act Now? (The Catalyst)
This provides the urgency required to turn a "someday" conversation into a "today" conversation.
* **What it includes:** External or internal triggers—such as a merger, a contract expiration, a new CFO mandate, or a product rollout deadline.
* **User Takeaway:** Use to drive urgency, this is your "Close Date" driver.
### [Conversation Roadmap](#conversation-roadmap)
The Conversation Roadmap is a step-by-step engagement plan designed to move an opportunity from initial discovery to a final decision. Instead of a generic sales process, each step is a targeted conversation with specific goals, stakeholders, and outcomes.
**What is found in each step of the Roadmap?**
* **Targeted Purpose:** A clear "Why" for the meeting. This ensures the seller knows exactly what needs to be validated (e.g., confirming executive priorities) and what needs to be aligned (e.g., success criteria).
* **Strategic Stakeholder Mapping:** A list of specific people or roles that must be in the room to move the deal forward. This helps avoid "single-threading" and ensures both Economic and User Buyers are involved early.
* **Structured Agenda:** A high-level talk track that focuses on the prospect’s current reality, urgency, and the "Future State" they want to achieve.
* **Actionable Outcomes:** A set of completed goals that define a successful meeting. This moves beyond "good vibes" to clear commitments, such as naming owners for a technical workshop or defining the scope of a pilot.
* **Actions to Move Forward:** identifies the immediate, high-priority tasks required to maintain momentum.
**Conversation Planner**
On the Conversation Roadmap, there is a button for the “Conversation Planner”. The planner has two tabs.
* **Meeting Flow:** The Meeting Flow breaks the conversation down into specific time blocks. This prevents the "Discovery Trap"—where a seller spends the entire meeting on rapport or technical details, leaving no time for success criteria or next steps.
* **Objections:** This section equips sellers to handle common "deal-stoppers" specific to the account. Instead of defensive answers, it provides responses that pivot back to the business value.
### [Stakeholders](#stakeholders)
Stakeholder mapping identifies the key individuals involved in the decision-making process and categorizes them by their influence and role in the deal. This section ensures the seller is "multi-threaded"—connected to multiple people across different departments—to prevent the deal from collapsing if one contact leaves or goes silent. Stakeholders are present in the Conversation Roadmap or condensed into a list view on the Strategies tab. Clicking on a Stakeholder opens a right-side panel that expands on the insights in the list view and provides actions for Salesforce conversion and Engagement.
**Confidence Score**
While the overall Strategy Confidence Score measures deal health, the Stakeholder Confidence Score measures the reliability of your contact data. This score indicates how certain we are that a stakeholder’s role, seniority, and contact information are accurate.
**Stakeholder Level**
Each stakeholder is assigned a Power Role based on their specific influence over the purchase decision and their primary concerns. Understanding these roles allows you to tailor your message and navigate the internal "Decision Committee" effectively.
* **Decision-Maker:** The individual with final budget authority who approves the purchase based on high-level ROI and business outcomes.
* **Influencer:** A subject matter expert or leader who shapes the evaluation criteria and advises the Decision-Maker on the best path forward.
* **User:** The manager or team lead whose department will use the solution daily and whose buy-in is essential for long-term adoption.
* **Gatekeeper:** A representative from Legal, Security, or Procurement who controls specific approval gates and ensures compliance with company standards.
* **Other:** A contact involved in the communication or administrative chain who does not fall into the primary decision-making categories.
**Stakeholder Influence Levels**
ShiftUp’s AI assigns an Influence Level to each contact based on their seniority and their role in the decision-making process:
* **High Influence:** Executive leaders (VP+) who own the budget and provide the final "Yes" or "No" for the initiative.
* **Medium Influence:** Directors and Department heads who shape the evaluation criteria and manage the project's strategic fit.
* **Low Influence:** Managers and execution owners who focus on daily usage, technical requirements, and internal adoption.
### [Business Case](#business-case)
The Business Case serves as the financial and strategic justification for the sales strategy, moving beyond a simple hypothesis to provide a detailed "Why" for the investment. It frames the solution in the context of the customer’s broader corporate shifts, executive mandates, and the quantifiable cost of maintaining the status quo.
Contained in the business case:
* **Problem Statement:** A detailed analysis of the specific business friction, operational risks, or market shifts that make the status quo unsustainable.
* **The Opportunity:** A description of the "Ideal Future State" where organizational goals are realized.
* **Why Act Now:** Identifies the specific catalyst for urgency, linking the investment's timing to external deadlines, competitive pressures, or recent organizational changes.
* **Solution & Outcomes:** Outlines how the proposed approach addresses identified gaps, improves leadership visibility, and provides a quantifiable, ROI-backed justification for the investment.
* **ROI-backed justification** for the investment.
**User Takeaway:** The Business Case is the document your Champion uses to sell the project internally to Decision Makers. It translates technical capabilities into measurable business results and executive priorities.
### [Meddpicc Scorecard](#meddpicc-scorecard)
The MEDDPICC Scorecard serves as a strategic risk audit and deal-readiness assessment tool. It provides a qualitative score that highlights deal health across seven critical dimensions, helping sellers identify hidden "deal killers" and bridge the gap between initial interest and a closed contract. Provided in this scorecard:
* **Metric-Driven Health:** Each category (e.g., Metrics, Economic Buyer, Champion) is rated from Weak to Developing to Strong.
* **Knowledge Gaps:** Explicitly lists "Gaps to Address," such as unconfirmed budget authority or missing numeric targets.
* **Tactical Next Steps:** Provides a checklist of specific actions required to de-risk the deal and increase the score.
Each letter in the MEDDPICC framework represents a specific area of discovery and validation:
* Metrics: The quantifiable business outcomes and KPIs, such as cost savings or opportunity lift, used to justify the investment.
* Economic Buyer: The individual with ultimate budget authority and the power to provide final signature, typically a C-level executive or CRO.
* Decision Process: The internal workflow and chronological steps the organization follows to evaluate, approve, and purchase a solution.
* Decision Criteria: The specific technical, functional, and security requirements the provider must meet to be selected.
* Paper Process: The administrative, legal, and procurement timeline required to move from an approved decision to a signed contract.
* Identify Pain: The critical business problems, coordination risks, or missed opportunities that make the status quo unacceptable.
* Champion: An internal advocate with strong influence who actively sells the solution on your behalf and helps navigate the internal landscape.
* Competition: The evaluation of the status quo, internal build options, or other vendors vying for the same budget and priority.
## [Feed](#feed)
The **Feed** tab shows a chronological stream of updates and changes to your strategy. When ShiftUp detects new intelligence — such as a market shift, leadership change, or updated financial data — the feed surfaces these updates so you can stay informed without manually checking each section.
### What appears in the feed
* **Intelligence updates** — New insights or data that affect the strategy's hypothesis, pain points, or stakeholders.
* **Strategy updates** — Changes to the conversation roadmap, business case, or MEDDPICC assessment after a refresh.
* **Priority indicators** — Each update is tagged with a priority level (High, Medium, or Low) so you can focus on the most impactful changes first.
### Using the feed
* Open a strategy and select the **Feed** tab to view that strategy's update history.
* Review updates chronologically to understand how the strategy has evolved.
* Use high-priority updates as conversation starters or triggers to re-engage stakeholders.
The master feed, accessible from the left-hand menu, shows updates across all your account plans and strategies. Use it for a consolidated view when managing multiple deals.
## [Activity](#activity)
The **Activity** tab provides a centralized view of all engagement related to the account or strategy. Instead of switching between Salesforce records, you can see every touchpoint in one place.
### What appears in the activity tab
* **ShiftUp meetings** — Any meetings recorded through ShiftUp Meetings that are linked to this strategy's account or opportunity.
* **Salesforce tasks** — Tasks from the related Contact, Account, and Opportunity records.
* **Salesforce events** — Calendar events and logged activities from the related records.
### Using the activity tab
* Open a strategy and select the **Activity** tab to view all related engagement.
* Review recent activities to identify gaps in engagement — for example, if no meetings have occurred in the past two weeks.
* Use the activity history to prepare for calls by reviewing what was discussed previously.
The Activity tab pulls data from the Salesforce records linked to the strategy. Ensure your strategy is linked to the correct Account and Opportunity for complete activity visibility.
## [Notes](#notes)
The **Notes** tab lets you add context and intelligence that ShiftUp cannot discover through its automated research. This is where you capture insights from direct conversations, internal knowledge, and observations that strengthen the strategy.
### When to add notes
* After a discovery call, you learned about an unannounced initiative or budget shift.
* When you have internal knowledge about the account, such as a champion's priorities or organizational changes.
* To record competitive intelligence gathered from conversations with stakeholders.
* To flag specific areas you want ShiftUp to incorporate into the strategy.
### Adding a note
Navigate to the strategy where you want to add context.
Click the **Notes** tab in the strategy view.
Click **Add Note** and enter your observations, meeting takeaways, or additional context.
Save the note. ShiftUp processes the new intelligence and may refresh the strategy to incorporate your input, potentially updating the hypothesis, conversation roadmap, or stakeholder analysis.
Adding notes can trigger a strategy refresh, which may update the Confidence Score, surface new stakeholders, or refine the conversation roadmap. Use notes to steer the AI toward the most relevant intelligence.
## [**History**](#history)
The **History** tab tracks changes in the strategy's Confidence Score over time. This gives you a visual timeline of how strategy health has evolved, helping you correlate score changes with specific actions or events.
### What the history tab shows
* **Confidence Score timeline** — A chronological view of score changes, showing when the score increased or decreased.
* **Score context** — Each score change is associated with the refresh or event that triggered it, so you can understand what drove the change.
### Using the history tab
* **Identify what works** — When the Confidence Score increases, review what actions or intelligence led to the improvement. Was it a successful meeting? New stakeholder engagement? Additional notes?
* **Spot declining health** — A decreasing score signals gaps in your strategy. Use the MEDDPICC scorecard and the score description to identify what needs attention.
* **Track progress over time** — Monitor long-running deals to ensure the strategy is trending in the right direction as you move through the conversation roadmap.
A low Confidence Score is not a failure — it highlights areas where more discovery or engagement is needed. Use the score description and MEDDPICC gaps to focus your next steps.
# Seller Onboarding
Source: https://docs.shiftupai.com/onboarding/seller-onboarding
### From Reactive Selling to Proactive Revenue Generation
This onboarding program is designed to transform how you engage with your accounts by replacing manual guesswork with AI-driven execution. By the end of this journey, you’ll be using ShiftUp strategies to uncover hidden stakeholders, anticipate buyer objections before they happen, and build the business justification needed to increase your average deal size and accelerate your pipeline velocity.
### Your Onboarding Roadmap
| **Stage** | **Focus** | **Key Outcome** |
| :------------------------------------------------------------------ | :--------------------- | :-------------------------------------------------------------------------------------------------- |
| **Module 1:[Account Management](/onboarding/account-management)** | **The Foundation** | Master the interface and prioritize your highest-value opportunities. |
| **Module 2:[Strategy Activation](/onboarding/strategy-activation)** | **Active Pursuit** | Convert stakeholders and generate AI-powered outreach that opens doors. |
| **Module 3: [Deal Progression](/onboarding/deal-progression)** | **Field Intelligence** | Feed real-world insights back into your plans to keep your AI-driven strategies fresh and relevant. |
| **Module 4: Daily Workflows**
*coming soon* | **Qualification** | Work ShiftUp into your daily workflow |
### 💡 How to Use This Guide
Each stage of your journey is broken down into these simple components:
* **🎓 Education:** Curated videos and documents to build your knowledge.
* **🛠️ Hands-on Exercises:** "Learning by doing" our your actual accounts.
* 🎯 **Outcomes:** Knowledge gained and actions taken during the module
* 💡 **Pro-Tips:** Shortcuts we've learned from customer behavior
***
# Seller Profile
Source: https://docs.shiftupai.com/onboarding/seller-profile
The Seller Profile is the strategic "DNA" that powers ShiftUp’s AI-driven account plans and opportunity strategies. It serves as the foundational intelligence layer that teaches the AI who you are, what you sell, and who you sell to.
### How it’s Generated
The Seller Profile is generated through deep web research that gathers evidence from company websites, press releases, industry publications, and other sources. You may need to refine your Seller Profile to prioritize certain offerings or highlight specific ICP characteristics.
### Multiple Seller Profiles
Some organizations find it necessary to maintain multiple Seller Profiles when they have sales teams selling diverse product lines that address different Ideal Customer Profiles (ICPs). You can customize profiles for different business units, product lines, or regions to get more targeted insights.
### The Strategic Impact
Once activated, your seller profile powers all AI-generated Account Plans and Sales Strategies, ensuring every recommendation is grounded in your actual capabilities and target market. The Seller Profile:
* Tailors the research to focus on opportunities relevant to your ICP
* Grounds all strategy hypotheses in your actual capabilities
* Identifies alignment opportunities between your offerings and buyer needs
* Ensures strategies are realistic and actionable for your sales motion
* Prioritizes stakeholders who match your buying committee patterns
### Company Profile
The Company Profile is a concise definition of your market position and commercial capabilities.
* Value Proposition: A clear statement of the business problems you solve and the unique value you deliver.
* Key Products/Services: A summary of the key offerings and services relevant to the strategy.
* Market Differentiation: Your "Competitive Moat"—the reasons why you win against competitors or internal builds.
### Ideal Customer Profile
An Ideal Customer Profile (ICP) is a blueprint of your best-fit customers, enabling AI to identify high-propensity opportunities.
* Firmographics: Target industries, company sizes, and geographic focus.
* Technographics & Personas: The specific technology stacks you complement and the key personas (and their associated pains) you serve.
* Buying Mechanics: Typical buying triggers, decision processes, and common objections you encounter in the field.
* Success Benchmarks: The specific metrics (e.g., ROI, efficiency gains) that your best customers use to measure your impact.
# Strategy Activation
Source: https://docs.shiftupai.com/onboarding/strategy-activation
Welcome to **Module 2**. Now that you have built your foundation, it is time to move from planning to pursuit. This module focuses on **Strategy Activation**—turning the intelligence you have reviewed into live Salesforce opportunities and high-impact outreach.
## 🎓 Education
[Conversation Roadmap Decision Points](/onboarding/conversation-roadmap-decision-points)
[Sales Strategy Details](/onboarding/sales-strategy)
## 🛠 **Hands-on Exercises**
**Pipeline Commitment**
* **Action:** Open a strategy you favorited in Module 1 and activate it. Link it to an existing Salesforce opportunity or create a new one.
* **Action:** Archive strategies you won't be pursuing
* **Achievement:** You have formally moved an account into your active pipeline, connecting ShiftUp intelligence directly to your Salesforce revenue goals.
**Identify Entry Point**
* **Action:** Review the conversation roadmap and determine the step that best aligns with your approach.
* **Action:** Review the conversation roadmap decision points to help determine the best entry point
* **Achievement:** You have planned for a structured, objective-driven conversation that aligns your solution with the client’s business outcomes.
**Stakeholder Conversion**
* **Action:** Identify your stakeholders and convert them into Salesforce as a Lead or Contact.
* **Achievement:** You have successfully "multi-threaded" your deal, ensuring your key contacts are synced and actionable within your CRM.
**Engagement**
* **Action:** Use the Actions Tab on your stakeholders to generate a personalized Email or a Call Script tailored to the conversation roadmap
* **Achievement:** You’ve constructed outreach messages that align to the business problem you're looking to solve for their organization
**Host an Outcome-Led Conversation**
* **Action:** Use the Conversation Planner to review potential objections and time-blocks
* **Action:** Host a live conversation or meeting using the Conversation Roadmap as your guide.
**Achievement:** You have successfully led a structured, objective-driven conversation that aligns your solution with the client’s business outcomes
### **🎯 Outcomes**
* **Pipeline Activation:** Strategies are active and recorded as Salesforce Opportunities with synced contacts or leads.
* **Deal Momentum:** You end every conversation with a well-defined, high-value "Next Step" rather than a vague follow-up.
## 💡 **Pro-Tips**
* Treat your Strategy status like an email inbox. Keep your “New” status clean by activating or archiving strategies immediately.
* Link your active strategies to opportunities to connect your ShiftUp pipeline to your Salesforce pipeline.
* Open your Conversation Roadmap during your discovery calls. It serves as a real-time guide to help you hit critical milestones and stay on message while talking to a prospect.
# Architecture
Source: https://docs.shiftupai.com/product/architecture
High-level architecture for ShiftUp in Salesforce.
ShiftUp consists of two main components:
1. **Salesforce Managed Package**
2. **ShiftUp AI Platform**
![Shift Up Diagrams Copyof Level1diagram Drawio]()
## Component Roles
### Salesforce Managed Package
* Runs in the customer Salesforce org.
* Stores seller profiles, account plans, opportunity strategy data, and related events.
* Exposes UI and automation for users and admins.
### ShiftUp AI Platform
* Executes analysis workflows.
* Connects through an external client application with OAuth credentials.
* Returns generated outputs back to Salesforce.
## Data Boundary
* Customer CRM record content remains in Salesforce.
* Final generated outputs are written to Salesforce managed objects.
* Operational metadata is used by the platform to run workflows.
## Analysis Triggers
Analysis can be triggered when:
* An account plan is added to a seller profile.
* A scheduled refresh runs.
* A user starts an on-demand refresh.
## Data Flow
![Diag2 Drawio]()
# Chat (Preview)
Source: https://docs.shiftupai.com/product/chat-preview
Ask questions and get AI-powered answers about your accounts and strategies directly inside ShiftUp.
ShiftUp Chat is a conversational AI assistant built into the platform. You can ask questions about your accounts, strategies, stakeholders, and deal context — and get instant, sourced answers without leaving Salesforce.
## Overview
Chat gives you a natural-language interface to the intelligence ShiftUp has gathered for your accounts. Instead of clicking through tabs, ask a question and get a focused answer drawn from your account plans, strategies, meeting transcripts, and CRM data.
During our Preview Release, Chat is focused on answering questions about your account plans and strategies.
## Accessing chat
Chat is available from anywhere in ShiftUp. Open the panel from the sidebar or the chat bubble.
Chat is **contextual to the page you're on**. When you're viewing an account plan or strategy, that record is automatically set as the conversation's context — no need to tag it with `@`. The context chip above the input shows what Chat is anchored to, and updates as you navigate between records.
If you're on a page that isn't an account plan or strategy (for example, a list view), tag the record you want to ask about with `@` before sending your first message.
## Asking questions
Type your question in the chat input field and press **Enter** or click the send button. Responses stream back in real time.
### Example questions
Here are some ideas to get you started:
| Context | Example question |
| :-------------------------- | :------------------------------------------------------------- |
| **Account intelligence** | "What are the key change drivers for this account?" |
| **Strategy guidance** | "What objections should I prepare for in my next meeting?" |
| **Stakeholder insights** | "Who are the decision-makers involved in this deal?" |
| **Deal preparation** | "Summarize the business case for this strategy." |
| **Competitive positioning** | "How should I position against the incumbent?" |
| **Meeting prep** | "What should I focus on in my next conversation with the CTO?" |
The more specific your question, the more actionable the answer. "What pain points does the VP of Engineering care about?" returns concrete details you can use in your next meeting, while "Tell me about this account" returns a broader overview.
## Changing the chat's focus
Navigate to a different account plan or strategy and Chat's context chip updates automatically to match the page you're on. To pull additional records into the same conversation — for example, to **compare two strategies** side-by-side — tag them with `@`. Chat will reason across all tagged records together.
## Conversations
### Starting a new conversation
Click the **+** button (**New conversation**) anytime you want to start over with a clean slate. Each thread is independent — past conversations won't influence the new one.
### Chat history
ShiftUp saves your conversation history so you can return to previous chats at any time. Access your 5 most recent conversations from the chat history panel to review previous answers or continue where you left off.
### Multiple conversations
You can have multiple active conversations. Each conversation maintains its own thread, so you can explore different topics without losing context from previous questions.
## How chat uses your data
Chat draws from the same intelligence sources that power your account plans and strategies:
* **Account plan data** — Business landscape, change drivers, milestones, and account notes
* **Strategy content** — Hypotheses, pain points, MEDDPICC, business case
* **Stakeholder intelligence** — Buying committee members, power roles, and influence levels
The assistant combines these sources to provide contextual, account-specific answers. All responses are grounded in the research data.
## Tips for effective use
* **Be specific** — Narrow questions produce more actionable answers. Include stakeholder names, strategy details, or timeframes when relevant.
* **Iterate** — Use follow-up questions to drill deeper into a topic. The conversation context carries forward within a thread.
* **Prepare for meetings** — Ask Chat to summarize key talking points, anticipated objections, or stakeholder priorities before a call.
* **Validate strategy** — Ask about gaps in your deal coverage or areas where confidence scores are low.
# Cross-sell strategies
Source: https://docs.shiftupai.com/product/cross-sell-strategies
Understand how ShiftUp identifies and generates cross-sell strategies to expand revenue within existing accounts.
Cross-sell strategies are a specific type of Sales Strategy that ShiftUp generates when it detects opportunities to sell additional products or services to an existing customer. While a greenfield strategy targets a new logo, a cross-sell strategy focuses on expanding the relationship by identifying complementary solutions that address unmet needs within an account you already serve.
## How existing customers are identified
ShiftUp can analyze multiple data sources to determine existing customers:
* **ShiftUp Research** - We leverage ShiftUp’s research to identify any public or internal mentions of the account. If the account is explicitly associated with the customer, it serves as a baseline reference point for the cross-sell motion.
* **Account Notes and Intelligence** - We perform a search across all Account Notes. By analyzing the qualitative data in these notes, we seek to confirm whether this is an established customer.
* **Won Opportunities** - ShiftUp can interrogate won opportunities to identify products the customer has purchased. [CRM Context Providers](/setup/context-providers) must be enabled to use this source.
## How cross-sell strategies are identified
ShiftUp analyzes multiple signals to surface cross-sell opportunities:
* **Account intelligence** — The customer's business landscape, such as new initiatives, leadership shifts, or strategic pivots, that create demand for products beyond what they currently use.
* **Seller profile alignment** — Your product catalog and ideal customer profile are aligned with the account's evolving needs to identify relevant expansion opportunities.
* **Engagement history** — Past interactions, meeting notes, and Salesforce activity data help ShiftUp identify which additional solutions are most relevant to the account's current priorities.
When ShiftUp identifies a viable cross-sell opportunity, it generates a strategy tagged as **Cross-sell** and surfaces it in your strategy list under the **New** tab.
## Identifying cross-sell strategies
All strategies contain a Solution card that labels them with a **Cross Sell** tag to distinguish them from **Greenfield** strategies. You can view these on the strategy overview tab. You can also filter your strategy list by strategy type to focus exclusively on cross-sell opportunities.
![Cross Sell Card]()
![Greenfield Card]()
## What makes cross-sell strategies different
Cross-sell strategies share the same components as standard strategies — [Overview](/onboarding/sales-strategy#overview), [Conversation Roadmap](/onboarding/sales-strategy#conversation-roadmap), [Stakeholders](/onboarding/sales-strategy#stakeholders), [Business Case](/onboarding/sales-strategy#business-case), and [MEDDPICC Scorecard](/onboarding/sales-strategy#meddpicc-scorecard) — but the content is tailored for an expansion motion rather than a net-new pursuit:
* **Hypothesis** — Focuses on why the existing customer would benefit from an additional product or service, building on the trust and outcomes already established.
* **Pain points** — Identifies gaps or friction the customer experiences that are not addressed by their current solution footprint.
* **Stakeholders** — May include contacts you already know, alongside new stakeholders in departments that would benefit from the additional solution.
* **Conversation roadmap** — Guides you through an expansion conversation that leverages your existing relationship, references past successes, and positions the cross-sell as a natural next step.
* **Business case** — Frames the ROI of the additional solution in the context of the customer's existing investment, thereby strengthening the financial justification.
## Working with cross-sell strategies
### Review and validate
When a cross-sell strategy appears in your **New** tab:
1. Review the hypothesis to confirm the expansion opportunity aligns with what you know about the account.
2. Check the stakeholders — you may already have relationships with some of them, which accelerates the engagement.
3. Use the [Notes](/onboarding/sales-strategy#notes) tab to add any context from your existing relationship that ShiftUp may not have, such as upcoming renewals, satisfaction levels, or internal champions.
### Activate the strategy
Cross-sell strategies follow the same [activation workflow](/how-to/activate-or-archive-strategy) as standard strategies. You can:
* **Activate for validation** to explore the opportunity before committing to the pipeline.
* **Create a new opportunity** to track the cross-sell as a separate deal in Salesforce.
* **Link to an existing opportunity** if you have already started pursuing the expansion.
### Leverage your existing relationship
Cross-sell strategies are strongest when you incorporate your account knowledge:
* **Add notes** with details about the customer's satisfaction, upcoming contract milestones, or internal conversations that signal readiness for expansion.
* **Review the conversation roadmap** to see how ShiftUp recommends approaching the cross-sell, then adjust based on your relationship dynamics.
* **Use stakeholder intelligence** to identify whether new contacts need to be engaged or if your existing champion can facilitate introductions.
## Best practices
Cross-sell strategies are most effective when the customer has already realized value from your current solution.
* **Act on cross-sell strategies promptly** — Signals that trigger cross-sell opportunities, such as new initiatives or leadership changes, are time-sensitive. Review and activate or archive cross-sell strategies quickly to stay ahead of the window.
* **Combine with account plan intelligence** — Cross-reference the cross-sell strategy with the [Account Plan](/onboarding/account-plan) to understand how the expansion fits into the customer's broader direction.
* **Track with the history tab** — Monitor the [Confidence Score](/onboarding/sales-strategy#history) over time to see how your actions, such as adding notes or engaging stakeholders, are improving the strategy's viability.
* **Filter your pipeline** — Use the strategy type filter to maintain a focused view of all cross-sell opportunities across your accounts, helping you prioritize expansion revenue alongside new business.
# Custom Components (Beta)
Source: https://docs.shiftupai.com/product/custom-components
Define your own AI-researched components that appear inside Account Plans and Strategies — using natural-language research and intent, with the results rendered as cards, tables, or insight views.
Custom Components let admins and managers extend ShiftUp with their own AI-researched content blocks. Instead of being limited to ShiftUp's built-in sections, you describe what you want researched, what the output should be, and where it should appear — and ShiftUp generates a tailored component that renders inside the right Account Plans and Strategies.
## How it works
A custom component is a saved template made up of three pieces:
* **Research** — The research topic or question ShiftUp investigates each time the component runs.
* **Intent** — What the output is for and how it should be presented.
* **Schema** — The structured shape of the result. ShiftUp generates a schema from your research and intent, which you can then edit.
Each time an associated Account Plan or Strategy is generated or refreshed, ShiftUp runs the research, extracts the result against the schema, and renders the component inline.
## Component types
When ShiftUp generates the schema, it picks the rendering type that best fits the output. You can change it during editing.
| Type | Best for |
| :--------------- | :---------------------------------------------------------------------------------------------- |
| **Cards** | A list of comparable objects (competitors, products, integrations) rendered as a grid of cards. |
| **Table** | Tabular data with consistent columns (metrics, rankings, side-by-side comparisons). |
| **Insight view** | A single, structured narrative such as a summary, scorecard, or briefing. |
A single card layout is supported by using **Cards** with a one-item view.
Watch this video to learn how to build and link custom components to your ShiftUp Account Plans and Strategies
## Building a component
Custom components are built in a guided two-pane editor: a chat-driven shaping assistant on one side and a phase editor on the other.
From the ShiftUp left-hand menu, open **Components**.
Click **New**. Only admins and managers can create components.
Describe the research you want ShiftUp to perform and what the output is for. The shaping assistant suggests values for research, intent, and schema as you go. Accept a suggestion to apply it to that phase, or edit it directly in the phase editor.
Click **Preview** to run the component end-to-end against a sample record. The preview surfaces extraction confidence (high, medium, low) and any issues so you can tighten the schema before saving.
Click **Save**. Give the component a name and description and choose where it appears — Account Plans, Strategies, or both.
The editor preserves your chat history and unsaved work across the create-to-edit transition, so you can keep iterating after the first save.
## Visibility
You control which Account Plans and Strategies a component appears on through the component's **Visibility** section.
### Seller profile association
Each component must be associated with at least one **seller profile** before visibility rules can be configured. The associated profiles also define which records can be used for value suggestions and the visibility impact preview.
Use **Associate** on a component to manage its profiles.
### Visibility modes
Per surface (Account Plans, Strategies, or both), pick how the component is targeted:
* **Always show** — Show on every record on this surface. Filters are ignored.
* **All filters match** — Show only when every advanced filter matches.
* **Any filter matches** — Show when at least one advanced filter matches.
* **Only selected records** — Show only on records you pick by name.
### Advanced filters
Build filters on target-record fields. Operators are constrained to the field's supported set. Single-value operators use a typeahead; multi-value operators (`In`, `Not In`) use removable chips. Value suggestions come from records on the associated seller profiles.
### Record overrides
Independently of the mode and filters, you can:
* **Show records** — Force-include specific records that wouldn't otherwise match.
* **Hide records** — Exclude specific records that would otherwise match.
A record can only appear in one list at a time.
### Previewing visibility impact
Click **Preview impact** to evaluate the current (unsaved) visibility configuration against records associated with the component's seller profiles. The preview shows Account Plan and Strategy impact separately with included and excluded counts and a capped list of affected records.
Visibility impact preview requires the component to be saved and to have at least one associated seller profile. In **Always show** mode, the preview shows a single summary of all matching records rather than included/excluded grouping.
## Managing components
The **Components** page lists every component definition with filters for **Owned by me** and **Show inactive only**, plus search by name.
From the row actions on any component:
* **Edit** — Reopen the editor.
* **Activate / Deactivate** — Toggle whether the component renders on its target records. Inactive components stay on the page but are not rendered.
* **Manage visibility** — Change which surfaces the component appears on (Account Plan, Strategy, or both). Switching surfaces may delete existing rendered instances on the removed surface; the dialog reports the impact before you confirm.
* **Manage profiles** — Associate or remove seller profiles.
* **Delete** — Permanently remove the component and any rendered instances. If profiles are associated, the dialog warns how many associations will be removed.
## How components render
Inside an Account Plan or Strategy, custom components appear in a **Components** tab. Each rendered instance shows:
* The component output, rendered using the type's renderer (Cards, Table, or Insight view).
* An extraction **status** — Success, Partial, or Failed.
* A **confidence** indicator (High, Medium, Low) for the underlying extraction.
* A **Sources** section that lists the citations ShiftUp used to generate the result.
* A **Researching** badge while a refresh is in progress; the component appears with its content on the next refresh.
If a component can't be rendered, ShiftUp shows a clear failure message and surfaces any partial issues so you know what to fix in the definition.
## Permissions
| Action | Required role |
| :------------------------------------------------ | :----------------------------------------- |
| View custom components on a record | Any ShiftUp user with access to the record |
| Create or edit a component definition | Admin or Manager |
| Activate, deactivate, or delete a definition | Admin or Manager |
| Manage seller-profile associations and visibility | Admin or Manager |
## Related
* [Account Plan](/onboarding/account-plan) — Where Account Plan custom components render.
* [Sales Strategy](/onboarding/sales-strategy) — Where Strategy custom components render.
* [Seller Profile](/onboarding/seller-profile) — Profiles that scope which records a component applies to.
# Journey
Source: https://docs.shiftupai.com/product/journey
The **Journey** page is the landing page when you open ShiftUp. It gives you a single, at-a-glance view of what's assigned to you, what you've recently worked on, and where you are in your onboarding.
## Overview
Journey is organized into three sections:
1. **Stats cards** — Progress on your assigned account plans and strategies.
2. **Recent activity cards** — The latest records you've converted, favorited, or activated.
3. **My ShiftUp Journey timeline** — Your guided onboarding progress.
## Stats cards
Two cards at the top of the page show what's currently assigned to you and how much of it you've reviewed.
| Card | What it shows | Click behavior |
| :---------------- | :------------------------------------------------- | :---------------------------------------------------------------- |
| **Account Plans** | Number of plans viewed out of total assigned. | Opens the account plans list filtered to unviewed plans. |
| **Strategies** | Number of strategies viewed out of total assigned. | Opens the strategies list filtered to draft, unviewed strategies. |
Each card displays a progress bar while items remain unviewed. Once you've reviewed everything, the card shows **You're all caught up!** If nothing is assigned, the card shows an empty-state message.
## Recent activity cards
Three cards surface the records you've most recently engaged with, so you can jump back into in-flight work without searching.
* **Recently Converted** — Stakeholders you've converted to Salesforce contacts or leads.
* **Recently Favorited** — Accounts and strategies you've marked as favorites.
* **Recently Activated** — Strategies you've moved from draft to active.
Click any record in these cards to open it directly.
## Journey timeline
The timeline tracks your progress through ShiftUp's guided onboarding. It's organized into stages — each stage groups related tasks (for example, setting up your seller profile, working your first account plan, or activating your first strategy).
### How the timeline works
* The timeline opens automatically to the **first incomplete stage,** so you always know what's next.
* Click any stage on the track to see its detail panel, which includes tasks, links, and tours for that stage.
* Completed stages are marked with a checkmark.
* When every stage is complete, the timeline collapses and displays a **Complete** badge — you can still expand it to revisit any stage.
### Stage detail panel
Selecting a stage reveals:
* A short description of the stage's goal.
* The individual tasks required to complete it, with their current status.
* Links to relevant documentation and in-app tours.
For a deeper walkthrough of each stage, see [Seller onboarding](/onboarding/seller-onboarding).
## Related
* [Seller onboarding](/onboarding/seller-onboarding) — The full onboarding curriculum surfaced in the timeline.
* [Account management](/onboarding/account-management) — How to work the account plans surfaced in the stats card.
* [Strategy activation](/onboarding/strategy-activation) — How to activate the strategies surfaced in the stats card.
# Notifications and Feed
Source: https://docs.shiftupai.com/product/notifications-and-feed
Never miss a critical update. ShiftUp's notification and feed system makes Account Plan and Strategy changes visible, filterable, and traceable — so you can quickly find what's new, who it's assigned to, and what's most important.
## Where you'll see updates
* **Salesforce bell notifications** — Account Plan and Strategy owners receive bell alerts with a summary of what changed and a direct link to the updated record.
* **Feed** — A dedicated **Feed** view in the left-hand menu shows all updates across your Account Plans and Strategies. The header includes a count of unread items assigned to you.
![Screenshot 2026 05 26 At 2 36 05 PM]()
* **Record feed** — Each Account Plan and Strategy has its own feed tab that shows the full update history for that record.
## Reading the feed
The Feed page lists notifications newest-first and loads more as you scroll. Each notification shows:
* **Type** — Account Plan or Strategy. Click to open the related record.
* **Category** — Intelligence Update or Strategy Update.
* **Priority** — High, Medium, or Low.
* **Company Logo** - Logo of the account plan or strategy company.
* **Read state** — Unread items are highlighted; read items are dimmed when included in the view.
* **Age** - Days since the notification was generated
* **Feed Content -** Every feed item includes three structured sections so you can triage without opening the record:
* **Summary** - Description of what's changed
* **Impact** — Why the change matters and what it affects on the Account Plan or Strategy.
* **Suggested action** — A recommended next step you can take in response to the update.
* **Account Plan / Strategy Name** - Click to open related record.
* **Owner** - The account plan or strategy owner
* **Sources** - The cited evidence that drove the update
### Mark as read
* **Mark a single item** — Use the action on a notification to mark it read or unread.
* **Mark all as read** — Use **Mark all as read** in the page header to clear your unread queue in one click.
## Filtering the feed
Click **Show filters** in the header to open the filter panel. The Feed supports filtering and search by:
| Filter | Values |
| :------------------------- | :--------------------------------------------------------------- |
| **Assigned to / owned by** | Defaults to you; switch to any user to see what's on their plate |
| **Show read items** | Toggle on to see read items alongside unread ones |
| **Type** | Account Plan, Strategy |
| **Category** | Intelligence Update, Strategy Update |
| **Priority** | High, Medium, Low |
| **Date range** | Pick a start and/or end date |
| **Account Plan** | Search for and select a specific Account Plan |
Use **Clear all** to reset every filter at once. Your filter selections, date range, account-plan selection, and the "include read" toggle are **persisted across sessions**, so the Feed picks up exactly where you left off.
By default, the Global Feed is scoped to the unread items assigned to you. Switch the **Assigned to / owned by** filter to another user to triage what's queued up for your team.
## Per-record feed
Inside any Account Plan or Strategy, open the **Feed** tab to see only that record's update history. This is the fastest way to answer "what's changed on this account?" without scrolling the global Feed.
# Product Overview
Source: https://docs.shiftupai.com/product/overview
What ShiftUp is, what it does, and how it helps revenue teams sell smarter inside Salesforce.
ShiftUp is an AI-powered sales intelligence platform delivered as a Salesforce managed package. It automates account research, generates strategic sales plans, and surfaces actionable insights, so revenue teams can focus on selling rather than on manual preparation.
## What ShiftUp does
ShiftUp combines your CRM data with AI-driven research to produce ready-to-use outputs directly inside Salesforce:
* [**Account plans** ](/onboarding/account-plan)— Strategic blueprints for each target account, including business landscape analysis, change drivers, key milestones, and quick account intelligence.
* [**Sales strategies**](/onboarding/sales-strategy) — Hypothesis-driven plays with confidence scores, pipeline impact indicators, and step-by-step conversation roadmaps.
* **Stakeholder intelligence** — AI-identified buying committee members with power roles, influence levels, and one-click conversion to Salesforce contacts or leads.
* **AI-generated outreach** — Personalized email and call scripts tailored to each stakeholder and conversation step.
* **Conversation roadmaps** — Structured engagement plans with meeting flow time blocks, objection handling, and decision-point guidance.
* **Business cases** — Financial and strategic justification documents your champion can use to sell internally.
* **MEDDPICC scorecards** — Deal-readiness assessments that highlight gaps and provide tactical next steps.
## How it works
ShiftUp has two main components:
1. **Salesforce managed package** — Runs in your Salesforce org. Stores all seller profiles, account plans, strategies, and related data. Exposes the UI and automation for sellers, managers, and admins.
2. **ShiftUp AI platform** — Executes analysis workflows using public web research and your CRM context. Returns generated outputs back to Salesforce through a secure OAuth integration.
Analysis runs automatically when you add an account to a seller profile, on a scheduled refresh cycle, or on demand.
All generated outputs are stored in Salesforce. ShiftUp does not persist your CRM data outside your org.
## The [seller profile](/onboarding/seller-profile)
The seller profile is the foundation that powers all AI-generated intelligence. It encodes:
* **Company profile** — Your value proposition, key products and services, and competitive differentiation.
* **Ideal customer profile (ICP)** — Target firmographics, technographics, personas, buying mechanics, and success benchmarks.
Once activated, the seller profile ensures every account plan and strategy is grounded in your actual capabilities and target market. Organizations with diverse product lines can maintain multiple seller profiles.
## Who uses ShiftUp
| Role | What they do in ShiftUp |
| :----------- | :------------------------------------------------------------------------------------ |
| **Sellers** | Work account plans, activate strategies, convert stakeholders, and generate outreach. |
| **Managers** | Assign strategies, monitor execution quality, and oversee seller profiles. |
| **Admins** | Configure org access, manage integrations, and control permission sets. |
## Key capabilities
### Account plans
Each account plan provides a strategic view of a target company, including:
* Company overview and firmographics
* Quick account intelligence with actionable insights
* Key highlights and milestones
* Factors driving change
* A six-stage business landscape story covering foundation, evolution, future vision, measurable goals, functional priorities, and implementation readiness
Account plans are living documents. Add notes from your conversations, and ShiftUp refreshes the plan with your new intelligence.
### Sales strategies
Strategies are the actionable layer within the account plan. Each strategy includes:
* A hypothesis explaining why the customer should act now
* Pain points with severity levels and business impact
* Your competitive differentiation and what to sell
* A conversation roadmap with step-by-step engagement plans
* Stakeholder mapping with the full buying committee
* A business case for internal justification
* A MEDDPICC scorecard for deal-readiness assessment
Each strategy has a **confidence score** (how likely it is to succeed based on available data) and a **pipeline impact** level (relative deal value benchmarked against typical deals for a company of that scale).
### Stakeholder intelligence
ShiftUp identifies key individuals in the decision-making process and categorizes them by:
* **Power role** — Decision-maker, influencer, user, gatekeeper, or other
* **Influence level** — High (VP+), medium (directors), or low (managers)
* **Confidence score** — How reliable the contact data is
You can convert stakeholders directly into Salesforce contacts or leads and generate personalized outreach from the stakeholder panel.
### Conversation roadmaps
Each roadmap step includes a targeted purpose, the stakeholders who should be in the room, a structured agenda, actionable outcomes, and next steps. The conversation planner adds meeting flow time blocks and objection-handling guidance.
## Security and data handling
* ShiftUp is Salesforce-native. Customer data stays in your Salesforce org.
* The integration uses OAuth client credentials flow through a dedicated integration user.
* Access is limited to the permissions you grant to that integration user.
* ShiftUp does not train AI models on customer data.
* The AI platform is multi-tenant with isolation enforced at the org boundary.
For full details, see the [security overview](https://docs.shiftupai.com/security/overview).
## Get started
1. Complete the [prerequisites](https://docs.shiftupai.com/setup/prerequisites) checklist.
2. [Install](https://docs.shiftupai.com/setup/installation) the managed package.
3. Follow the [post-installation](https://docs.shiftupai.com/setup/post-installation) steps.
4. Set up [sellers and users](https://docs.shiftupai.com/setup/seller-setup).
5. Begin [seller onboarding](https://docs.shiftupai.com/onboarding/seller-onboarding).
# Release notes
Source: https://docs.shiftupai.com/product/release-notes
Monthly product updates and new features in ShiftUp.
## Custom Components (Beta)
Admins and managers can now build their own AI-researched content blocks that render inside Account Plans and Strategies. Define **research**, **intent**, and **schema** in a guided two-pane editor; ShiftUp generates the output as **Cards**, a **Table**, or an **Insight view**. Visibility rules — advanced filters, record overrides, and seller-profile associations — control exactly which records each component shows. See [Custom Components](/product/custom-components) for the full walkthrough.
## Strategies
* **Rename strategies** — Edit a strategy's name directly from the strategy overview using the pencil icon.
* **Related open opportunities** — The strategy overview now surfaces open opportunities on the related account so you can see what else is in flight.
* **Auto-archive on close** — Strategies are automatically archived when their linked opportunity is closed; archival reasons have been relabeled for clarity.
* **Account strategy selector** — From an opportunity record, users can select a ShiftUp strategy to link to the opportunity using the ShiftUp tab. Users can also view all strategies for that account from the ShiftUp tab.
* **Value column on Active tab** — The strategy **Value** column with sort are now available on the **Active** strategies tab.
## Feed Updates Now Generally Available
Never miss a critical update. ShiftUp now includes a [notification and feed system](/product/notifications-and-feed), so Account Plan and Strategy changes are always visible and traceable. Updates include:
* **Default to unread** — The Feed now defaults to unread items, so you start with what needs attention.
* **Notification content details** — Feed cards now include the impact and suggested action — so you can act immediately on any updates.
## Journey Updates
* **MEDDPICC scorecard and add-note tours** — New guided tours walk sellers through completing the MEDDPICC scorecard and adding account notes.
* **Deal Progression phase visible to all** — The Deal Progression phase on the **Your ShiftUp Journey** timeline is now visible to every user.
## Integration user setup — New Integration License option
The post-install wizard now offers a new **recommended** path for provisioning the ShiftUp integration user: **Create with Integration License**. This uses a Salesforce Integration user license plus the Salesforce API Integration permission set license, so the integration user **does not consume a paid Salesforce user license**. The wizard reports remaining license counts inline and falls back to **Create with Standard License** or **Select Existing User** when the integration license isn't available. See the updated [integration setup steps](/setup/post-installation#2-assign-shiftup-permissions-to-selected-integration-user).
## Branded PDF exports
Admins can now brand the PDFs ShiftUp generates with their own **company name** and **logo**. Configure your logo URL and enable **Include logo in PDF exports** under **ShiftUp Admin → Application Setup → Branding**, and every Account Plan, Strategy, business case, and Seller Profile PDF will use your logo in the footer. See [PDF branding](/setup/pdf-branding).
## Journey landing page
A new [Journey](/product/journey) page is now the home view when you open ShiftUp. It gives sellers an at-a-glance overview of assigned work and onboarding progress in one place.
## Real-time update notifications and feed (beta)
Never miss a critical update. ShiftUp now includes a [notifications and feed ](/product/notifications-and-feed)system, so Account Plan and Strategy changes are always visible and traceable.
**NOTE:** You may see the "feed" feature on your menu with an empty feed while we prepare for general availability.
## New Activity tab on Sales Strategies
A new [Activity](https://docs.shiftupai.com/onboarding/sales-strategy#activity) tab on Sales Strategies provides a centralized view of all engagement related to a strategy.
## Chat
**Page-aware context** — [ShiftUp Chat](/product/chat-preview) is now contextual to the page you're on. When you open Chat from an account plan or strategy, that record is automatically set as the conversation's context — no need to tag it with `@`. The context chip above the input shows what Chat is anchored to, and follows you as you navigate. You can still use `@` to bring additional records into the conversation.
**Compare multiple objects** — Chat can now compare multiple objects in a single conversation. For example, use Chat to weigh competing strategies on the same account, contrast hypotheses and pain points, or evaluate which deal is further along on MEDDPICC.
## Context Console (Admin)
A new [Context Console](/setup/context-console) is available under **ShiftUp Admin**. Admins can now run any enabled CRM [context provider](/setup/context-providers) against a specific account plan and inspect the exact JSON it returns — making it easy to validate configurations, troubleshoot missing context, and confirm integration-user permissions before data flows into account plans and strategies. Available to users with the ShiftUp admin permission and View All Data when CRM Context is enabled.
## Experience Enhancements
* The adoption dashboard now includes new widgets to indicate onboarding progress from the Journey page.
* The email composer window on the Stakeholder Actions tab now allows resizing or full-screen mode.
* Account and Strategy list views will now include the number of records displayed and the total number of records.
![List View Totals]()
* Account and Strategy list views now include an **Unviewed assigned to me** filter, so you can jump straight to records that are assigned to you and haven't been opened yet.
## Cross-sell strategies are now generally available
[Cross-sell strategies](https://docs.shiftupai.com/product/cross-sell-strategies) are now generally available to all customers. ShiftUp automatically identifies opportunities to expand revenue within accounts you already serve and generates a tailored strategy — including hypotheses, pain points, stakeholders, and a business case — framed around growing the existing relationship. Implement Context Provider to better inform ShiftUp of existing customers.
## Context Providers is now generally available
[Context Providers](/setup/context-providers) is now generally available. Connect ShiftUp to additional CRM data sources — such as won opportunities and account details from Salesforce — to produce more accurate account plans and sales strategies.
## Chat (Preview)
[ShiftUp Chat](/product/chat-preview) is a conversation AI assistant built into the platform. You can ask questions about your accounts, strategies, stakeholders, and deal context - and get instance, sourced answers without leaving Salesforce.
**Chat (Preview) trusted URLs for existing customers** — Customers upgrading to a package version that includes Chat now have a guided setup for adding the required trusted URLs to their Salesforce org. New installations include these URLs automatically. See [Enable chat for existing customers](https://docs.shiftupai.com/setup/enable-chat).
## Meetings (Beta)
A new Meetings feature was added to the menu of ShiftUp. A notetaker sends an AI bot to your meetings to record, transcribe, and extract insights. Transcripts, participants, and AI-generated insights are stored as Salesforce records and linked to your Salesforce accounts, opportunities, and contacts. Additionally, the insights from the meeting inform the ShiftUp Account Plan and Strategies, which may result in an updated or new strategy. Learn how to [Use Shiftup Meetings](/how-to/use-shiftup-meetings).
## New activity tab on strategies
Strategies now include a dedicated **Activity** tab, giving you a centralized view of all actions and events related to a strategy. This tab includes all ShiftUp meetings, and all events and tasks from the related Salesforce Contact, Account, and Opportunity records. Track all engagement in one place without switching between tabs. Learn more about the [Activity Tab](https://docs.shiftupai.com/onboarding/sales-strategy#activity).
## Confidence score history (Beta)
A new **History** tab in the Shiftup Strategy tracks changes in Confidence Score over time. Monitor how strategy health evolves with a visual timeline of score updates, helping you identify actions and insights that increase the Strategy's viability. Learn more about [Confidence Score History](https://docs.shiftupai.com/onboarding/sales-strategy#history).
## Add accounts to ShiftUp from the Salesforce Account record
You can now add accounts to ShiftUp directly from the Salesforce Account object. When viewing an Account record in Salesforce, the ShiftUp tab now lets you add this account to your monitored ShiftUp accounts.
## Improved adoption dashboard
The Adoption Dashboard in **ShiftUp Analytics** has been enhanced with clearer visualizations and more actionable metrics, making it easier to measure and drive platform usage across your organization.
## Email signatures on AI-generated emails
AI-generated emails now automatically include your email signature found in your Salesforce profile, ensuring every outbound message maintains a professional, consistent appearance without manual editing.
## Persistent view filters
Filters applied to Account and Strategy list views are now persistent across sessions. Your preferred sorting, filtering, and display settings are saved so you can pick up exactly where you left off.
## Real-time update notifications and feed (Beta)
Never miss a critical update. ShiftUp now includes a notification and feed system, so Account Plan and Strategy changes are always visible and traceable.
* **Master feed** — Accessible from the left-hand menu, this view shows all updates across all Account Plans and Strategies in your organization.
![Master Feed]()
* **Salesforce bell notifications** — Account Plan and Strategy owners receive alerts with a summary of what changed and a direct link to the updated record.
* **Record feed** — A new tab within each Account Plan or Strategy shows that record's full update history.
* **Master feed** — Accessible from the left-hand menu, this view shows all updates across every Account Plan and Strategy in your organization.
* **Filtering and search** — Filter by type (Account Plan or Strategy updates), update category (Intelligence or Strategy), priority (High, Medium, Low), or search for a specific Account Plan.
## Mass archive strategies
You can now archive multiple strategies from the new strategies tab:
1. Click **Select** at the top of your strategy display.
2. Check the boxes for the strategies you want to archive.
3. Click **Archive** and confirm your selection.
Archived strategies stop being analyzed but can be restored later. Active strategies and Account Plans for the same account are unaffected.
## ShiftUp adoption dashboards
New dashboards in the **ShiftUp Analytics** module provide real-time visibility into how your organization is using ShiftUp. Navigate to **ShiftUp Analytics** and click the **Adoption** tab to see:
* **Plan and strategy velocity** — Status and volume of your account plans and strategies, to determine which are being viewed and by whom.
* **AI efficiency** — Total number of AI-generated emails and call scripts, quantifying time savings.
* **Stakeholder conversions** — How effectively your team is converting key stakeholders.
* **Favorites and high-value targets** — Volume of Account Plans and Strategies being favorited across the company.
## Email and call enhancements
* **Stand-alone call scripts** — Generate call scripts outside of Cadences.
* **Log calls directly** — Use "Log Call Notes" to record calls into Salesforce without switching screens.
* **Strategy activation prompt** — A new prompt reminds users to activate strategies when generating emails or call scripts. This can be turned off in Admin settings.
* **Salesforce email signatures** — ShiftUp-generated emails now include your Salesforce email signature from Settings > Email > My Email Settings.
* **Generate emails without an email address** — Content is generated even when no email address is present, allowing you to obtain the address before sending.
## Sales engagement
ShiftUp can generate personalized email and call scripts aligned to your sales strategy. Choose to generate a stand-alone email or use Salesforce Cadences (requires Sales Engagement in Sales Cloud).
To get started, click on a stakeholder within a Sales Strategy and use the **Actions** or **Cadence** tabs on the side panel.
* **Stand-alone emails** — Click "Generate Email Message" to create a draft you can tailor, copy, or send directly from ShiftUp. Sending records the activity on the contact or lead record.
* **Cadence integration** — Add stakeholders to cadences (they must be converted to a lead or contact first), then generate email or call scripts for each cadence step using "Generate with AI."
* **Context-aware content** — Emails may reference previous calls by checking activity history on the contact or lead record.
**Call logging** — Use "Log Call Notes" to record notes on the logged call record associated with the lead or contact.
Reference the [Using Emails and Calls in a Cadence](/how-to/use-emails-calls-in-cadence) page for more information.
## Account plan updates
* **Account plan notes** — Add context and insights that may not be available from external sources. Notes can now be entered before generating the initial plan through the Seller Profile "Manage Account" function.
* **On-demand refresh** — Request an immediate Account Plan refresh via the ellipsis menu. The default refresh is weekly (or daily for active accounts if configured by your admin).
* **Automated owner synchronization** — Automatically sync Salesforce Account Owners with ShiftUp Account Plans and Strategies. Enable this in ShiftUp Admin > Other Settings.
## Account plan and strategy list view improvements
Several improvements to drive efficiency with customizable displays:
* **Display filter** — New filter button for sorting, filtering (favorites, owned by me, assigned to me, unmonitored accounts), choosing display columns, and pinning the name column.
* **Column sorting and filtering** — Sort via the ellipsis on column headers; filter via the filter icon.
* **Resizable columns** — Drag separator bars to resize columns.
* **Contextual shortcuts** — Right-click on any row for quick actions like copying links, viewing details, or reassigning.
## AI sources cited
ShiftUp now shows the comprehensive list of sources used to develop each Account Plan and Strategy. Find the list in the **Sources** tab, and see inline citations via the info icon within the text.
## Admin updates
* **Push upgrades** — ShiftUp now delivers automatic upgrades to the Salesforce Managed Application. View your version in ShiftUp Admin > Advanced Settings > Version Information. Push upgrades can be disabled if needed.
* **Refresh frequency restriction** — Restrict account plan refresh frequency controls to administrators only via ShiftUp Admin > Advanced Settings.
## Smarter, more concise AI-powered seller profiles
The AI Seller Profile Generator now produces more concise, relevant profiles, cutting the fluff and surfacing targeted guidance. We encourage users to offer insights that are not available on public forums, such as whether to include or exclude specific products and internal selling guidance.
## Expanded seller permissions
A new "Restricted Seller" permission prevents specific sellers from adding accounts to a Seller Profile while keeping other seller capabilities intact.
To activate, go to the ShiftUp Admin console and navigate to **ShiftUp Personas Management**. Assign "Restricted Seller" to the appropriate users. Existing users with the "Seller" permission will continue to be able to add accounts.
![Restricted Seller Permissions]()
## MEDDPICC support
ShiftUp now generates an evidence-based MEDDPICC report that evaluates strategy health by analyzing key MEDDPICC components and providing supporting evidence. The report is available as a PDF and includes a summary of strengths, weaknesses, detailed evidence, gaps, and prescriptive next steps.
To view the report, open a Strategy and select the **MEDDPICC** tab.
## Account plan notes
Sellers can add notes to Account Plans to include context not available from external sources, such as internal project details or meeting notes. Adding a note refreshes the Account Plan and may introduce new strategies.
To add a note, navigate to the Account Plan, select the **Notes** tab, and click **Add Note**.
## Link strategies to existing opportunities
You can now link strategies to existing Salesforce opportunities, in addition to converting strategies to new opportunities. This linkage is reflected in ShiftUp analytics.
* **When activating** - Click "Activate Strategy" and choose "Link to Existing Opportunity."
* **On active strategies** — Use "Link to Opportunity" in the upper right of the strategy overview.
* **To remove** — Use the kebab menu and select "Unlink Opportunity."
## Favorite strategies
Mark Account Plans and Strategies as favorites with the star icon at the top of the screen or in the list view. You can also filter list views to display only favorites. Use this to prioritize your most important plans and strategies.
## Lead and contact creation improvements
Converting stakeholders to Salesforce contacts or leads now includes the job title, and the lead source is set to "ShiftUp" for better tracking.
## Include all strategies in the account plan download
Account Plan PDF downloads now include associated strategies. Strategy-level PDFs also support downloading all sections or specific sections, like the Business Case. Use the kebab menu from the Account Plan or Strategy to perform this action.
## Stakeholder email discovery enhancements
Stakeholder profiles now automatically include verified email addresses, making it faster to identify the right contacts and initiate outreach. Enriched profiles combine role, influence level, and contact information into a single view.
## Stakeholder to contact/lead conversion
Convert stakeholders directly into new Contacts or Leads, or match them to existing CRM records.
## Account plan refreshes
Account Plans now refresh automatically weekly, ensuring you always have the most current account intelligence. You can always request a refresh on demand.
## AI assisted seller profile generation
Let ShiftUp suggest the company profile and the ideal customer profile based on our AI research. You can enrich what's been generated to steer research focus on specific areas.
To use this feature, create or open a seller profile and click **Generate with ShiftUp Intelligence**, then reload the seller profile to review the generated content.
## Seller profile PDF export
Export any seller profile as a formatted PDF for sharing, reporting, or record-keeping. Use the kebab menu from the Seller Profile to perform this action.
## Improved search experience
Search now surfaces related opportunity strategies when you look up an account, giving you deeper context from a single search.
## Sync the account plan and account owners
Automatic syncing between Account Owners and Account Plan Owners ensures consistent ownership. When enabled, new Account Plans inherit the parent Account's owner. To enable this, navigate to ShiftUp Admin > Other Settings > Account Plan Ownership.
![Account Plan Ownership]()
# AI Architecture
Source: https://docs.shiftupai.com/security/ai-architecture
The ShiftUp platform is an enterprise-grade AI engine designed to transform Salesforce data and public research into actionable sales intelligence. By utilizing a "Durable AI Agent" framework, ShiftUp automates complex research and strategy workflows while ensuring that **Salesforce remains the ultimate System of Record**.
![AI Architecture Public]()
# AI Model Policy
Source: https://docs.shiftupai.com/security/ai-model-policy
Model usage, training boundaries, and external source handling.
## Model Training Policy
ShiftUp does not build, fine-tune, or train AI models using customer data.
## Managed Model Providers
ShiftUp uses managed AI model providers that contractually restrict training on inference data.
Examples listed in the security overview include:
* OpenAI
* Google
* Anthropic
* Voyage AI
* Mistral AI
## External Data and Trust Controls
ShiftUp research workflows may use public web content and third-party enrichment providers. External content is treated as untrusted and processed with controls such as:
* Relevance filtering
* Freshness checks
* Evidence and citation requirements where possible
## Customer Governance Recommendations
* Review acceptable use and procurement policies for external data sources.
* Align rollout with legal and security review requirements.
# Data Handling and Storage
Source: https://docs.shiftupai.com/security/data-handling
Data location, runtime processing, and storage boundaries.
## Data Location
* ShiftUp creates managed custom objects in customer Salesforce orgs.
* AI-generated outputs are stored in Salesforce managed objects.
## Runtime Processing
Contextual CRM data is used at analysis runtime and is not shared across customers.
## Storage Outside Salesforce
ShiftUp does not persist CRM record content outside Salesforce. Platform storage is limited to minimal operational metadata used to run workflows.
## Multi-Tenancy and Isolation
* ShiftUp AI Platform is multi-tenant.
* Requests are authorized with specific org-scoped credentials.
* Workflow isolation is enforced at the org boundary.
## Vector Data
* Vector embeddings are derived from public external research data.
* Customer CRM content is not embedded into vector databases.
# Integration Access and Permissions
Source: https://docs.shiftupai.com/security/integration-access
How ShiftUp authenticates and what access controls apply.
## Integration Authentication
* ShiftUp connects through an external client application in the managed package.
* Requests are authorized using OAuth flows.
* Actions run under a customer-defined integration user and follow the Salesforce permission model.
## Permission Model
* ShiftUp provides package permission sets for managed objects and required automation.
* Customers explicitly control any additional permissions on standard objects and API access.
* Effective access is limited to what the integration user is granted.
## Data Read for Context
During analysis, ShiftUp may read contextual Salesforce data such as:
* Seller profile context
* Account fields
* Contact fields
* Opportunity fields
Use least privilege and document all granted permissions for auditability.
# Security Overview
Source: https://docs.shiftupai.com/security/overview
High-level security posture for ShiftUp in Salesforce environments.
This page provides an overview of how ShiftUp handles data security, access, and AI processing when deployed in a Salesforce environment.
ShiftUp has passed Salesforce’s comprehensive security audit, including vulnerability scanning and manual penetration testing.
![Security Architecture]()
## Product Architecture
ShiftUp is a SaaS solution that helps companies build a high‑quality sales pipeline and advance deals faster using AI agents that perform deep, sales‑focused research and generates:
* Account Plans
* Opportunity Strategies
* Relevant Stakeholders & Contact Details
* Conversational Roadmaps
* Personalized Outreach Messaging & Cadences
* Data is never shared across customers
## ShiftUp Architecture Foundations
* **Salesforce Managed Package:** A Salesforce‑approved managed package installed directly in the customerʼs Salesforce org.
* **ShiftUp AI Platform:** An external AI service leveraged by the managed package to execute agentic workflows and maintain vector databases for external research data.
## Data Location
* ShiftUp creates managed Custom Objects for Seller Profiles, Account Plans, Opportunity Strategies, and integration events.
* All AI‑generated outputs are written back and stored exclusively in the customerʼs Salesforce org within ShiftUp managed objects.
## Data Ownership
* Customers retain full ownership of all data stored in their Salesforce org.
* If a customer stops using ShiftUp, all data remains in Salesforce unless the managed package is explicitly uninstalled.
## What Triggers an Analysis
* An Account is added to a Seller Profile.
* A scheduled refresh (daily or weekly, configured by the customer).
* A user initiates an on‑demand refresh or update request.
* An Account Note is added to the Account.
## Integration Access & Permissions
* The ShiftUp Platform connects to Salesforce via an External Client Application included in the managed package.
* Authentication uses OAuth client credentials and runs as a customer‑defined integration user.
* The permissions of this integration are strictly limited to those granted to that user.
## ShiftUp Provides an Out‑of‑the‑Box Integration Permission Set
* ShiftUp managed Objects
* Required Apex classes
* Flows
## Customers Control Any Additional Permissions
* Standard Salesforce Objects
* API access
* Apex REST service
* Never shared across customers
## Existing ShiftUp Data
* Previously generated Account Plans and strategies are read to determine what requires updating.
## Data Storage Outside Salesforce
* ShiftUp does **not** persist CRM record content outside Salesforce.
* Only minimal operational metadata (e.g., org ID, account plan IDs, API key hashes) is stored to operate workflows.
* All final analysis outputs are written back to Salesforce.
## Multi‑Tenancy & Data Segregation
* The ShiftUp AI Platform is multi‑tenant. Each request is authenticated using an API key and Salesforce org ID.
* Internal workflows are logically isolated and keyed by org ID to prevent cross‑org access.
## Vector Data & External Research
* ShiftUp stores vector embeddings derived from publicly available external data gathered during research.
* No customer CRM content is embedded or stored in vector databases.
## AI Model Training
* ShiftUp does not build, fine-tune, or train AI models using customer data.
* The platform uses managed AI models from trusted providers; contractually guaranteed inference data is not used for training.
* Example providers include OpenAI, Google, Anthropic, Voyage AI, and Mistral AI.
## Salesforce Sharing Model & User Access
* ShiftUp supports private sharing models.
* Account Plans and Seller Profiles can be configured as private objects.
* Account Plan ownership can be synchronized with the related Account Owner.
* Only users assigned ShiftUp permission sets can access ShiftUp’s functionality.
## API Usage
* ShiftUp uses bulkified and composite REST APIs to minimize Salesforce API consumption.
* Typical usage is approximately 10 inbound calls per analyzed account.
* Customers are encouraged to configure Salesforce API usage alerts.
## External Data Sources & Trust
* ShiftUp research is public web sources via search providers and custom web scrapers.
* Stakeholder enrichment may include LinkedIn and other third-party data providers.
## External Content is Treated as Untrusted & Processed With:
* Relevance filtering
* Freshness checks
* Evidence requirements with citations and multiple sources, where possible.
# Advanced Setup
Source: https://docs.shiftupai.com/setup/advanced-setup
Branding, Operational controls, background jobs, and license checks.
## ShiftUp Enablement
Admins can enable or disable ShiftUp app functionality for users from the advanced admin area.
![SCR 20260331 Bgbo]()
## Enable/Disable ShiftUp
Master control to disable the ShiftUp user interface for all users, this is automatically enabled after ShiftUp activation.
## Background Jobs
ShiftUp uses scheduled jobs for recurring system operations. Review and monitor job health in Salesforce.
Common job categories include:
* Integration event cleanup
* Integration event retry processing
* Feature usage aggregation
* ShiftUp Feed Items Cleanup
## Branding
Use the branding section to configure the company name and logo displayed in the ShiftUp sidebar.
## License Information
Use the license section in the admin experience to verify active licensing status and allocation details.
## Version Information
Use the version information section to check the current version status of your ShiftUp application. You can opt-out from receiving push upgrades from here and manually install new versions of the package.
## Other Settings
Use this section to run maintenance actions and enable optional features of the application. Each action and feature contains details about the operation/functionality it controls.
# Context Console
Source: https://docs.shiftupai.com/setup/context-console
Inspect exactly what data a context provider returns for a given account plan, directly from ShiftUp Admin.
The **Context Console** is an admin tool inside ShiftUp Admin that lets you run a [context provider](/setup/context-providers) against a specific account plan and inspect the raw data it returns. Use it to verify that your context provider configuration, integration user permissions, and Salesforce field-level security are producing the data you expect — before that data flows into account plans and sales strategies.
## When to use it
* Validate that a newly enabled context provider is returning the expected fields for a seller profile.
* Diagnose missing or unexpected context in a generated account plan or strategy.
* Confirm that the [integration user's permissions](/setup/context-providers#context-provider-permissions) grant access to the records and fields you intend to expose.
* Compare output across multiple providers for the same account by running them individually or all at once.
## Access requirements
The Context Console is only visible to users who meet all three of the following:
* CRM Context for Seller Profiles is enabled in `ShiftUp Admin` > `Advanced` > `App Settings`. See [Context Providers](/setup/context-providers) for setup steps.
* The user has the **ShiftUp admin** permission set.
* The user has the Salesforce **View All Data** permission.
If any of these are not met, the Context Console tab is hidden and the in-app message reads: *"Context Console is unavailable because context providers are disabled, you do not have the ShiftUp admin permission, or you do not have the View All Data permission."*
## Opening the console
Navigate to **ShiftUp Admin** in your Salesforce app launcher.
Select the **Context Console** tab in the application setup view. The tab only appears when the access requirements above are met.
## Running a provider
The console has two panels: a parameter form on the left and a results panel on the right.
Pick the seller profile whose context provider configuration you want to test. This scopes the account-plan search and determines which providers are available.
Choose a single provider to inspect its output in isolation, or select **All** to run every enabled CRM context provider for the chosen seller profile in one pass.
Type at least two characters into **Search Account Plans** and click the search icon. Pick the account plan you want to run the provider against from the dropdown.
Click **Run**. The results panel displays the JSON returned by the provider, along with any errors.
## Reading the results
The results panel renders the provider's response as structured JSON. Use it to confirm:
* **Records returned** — Does the provider find the accounts, opportunities, contacts, or other records you expect?
* **Fields populated** — Are all the fields you configured present and populated? Missing fields usually indicate a field-level security restriction on the integration user, or a field that's been filtered out by context provider field constraints (see [Context Providers](/setup/context-providers#context-provider-field-constraints)).
* **Errors** — If the provider fails, the panel shows the underlying error message. Common causes are insufficient integration user permissions, disabled provider configurations, or invalid seller profile data.
## Troubleshooting
| Symptom | Likely cause |
| :--------------------------------- | :------------------------------------------------------------------------------------------------------------------------------------------------------- |
| **Context Console tab is hidden** | Context Providers are disabled, or you lack the ShiftUp admin permission or View All Data. |
| **No seller profiles in dropdown** | No active seller profiles exist in the org, or none are visible to your user. |
| **No context providers available** | CRM context is enabled but no providers are configured for the selected seller profile. |
| **No account plans found** | The seller profile has no account plans matching the search term, or you need to refine your search. |
| **Provider Execution Failed** | The integration user is missing read permission on a required object or field. Review the error detail and update the integration user's permission set. |
| **Empty fields in the response** | The integration user has access to the record but not the field. Update field-level security on the integration user's permission set. |
## Related
* [Context Providers](/setup/context-providers) — Enable and configure the providers the console tests.
* [Post-installation](/setup/post-installation) — Initial ShiftUp Admin setup.
# Context Providers
Source: https://docs.shiftupai.com/setup/context-providers
By default, ShiftUp has minimal access to your CRM organization context, which limits its ability to gain a deeper understanding of your existing customers, interactions, and deployed solutions. CRM Context providers enable ShiftUp to retrieve additional context about the Accounts being analyzed and use it to create more accurate account- and sales-strategy intelligence.
Go to `ShiftUp Admin` > `Advanced` > `App Settings`
Enable the toggle under `CRM Context for Seller Profiles`
![SCR 20260406 Laqp]()
Once this setting has been enabled, you can go back to your Seller Profile, and a new section called CRM Context Providers will be available. Click `Edit` to one or more context providers you would like to enable.
> To learn more about the data each provider shares with ShiftUp, hover over the info action for each provider.
![SCR 20260406 Laxf]()
## Context Provider Permissions
Context providers are executed with the permissions of the configured Integration User for ShiftUp. So ShiftUp can only read fields for objects, fields, and records that the integration user has read access to. To enable additional access to objects and fields, go to the permission set assigned to the integration user where standard permissions have been granted and extend permissions as needed. We strongly recommend avoiding giving access to all fields; only select the fields that will contribute meaningful context.
## Context Provider Field Constraints
The following fields are ignored by context providers:
* Encrypted fields
* Lookup fields to custom objects
* Long Text Area fields
* Data Category Group Reference fields
* Deprecated/hidden fields
* Custom fields whose namespace prefix has been excluded from the `GS_App_Setting.Excluded_Context_Namespaces` custom metadata type.
## (Optional) Fields related to licensed Managed Packages
If your Salesforce Organization has a managed package that requires assigning licenses to your users and this package adds fields to your standard objects, you must either assign a license to the ShiftUp integration user or exclude these packages from the ShiftUp context provider.
**To add a license to the designated ShiftUp integration User**
Go to `Setup` > `Apps` > `Packaging` > `Installed Packages`
Click `Manage Licenses` on the package that requires user licenses
Ensure the ShiftUp Integration user has a license assigned to the Package
![SCR 20260406 Lowi]( "SCR 20260406 Lowi")
Or click the `Add User` button and add the user, and save.
![SCR 20260406 Locg]()
**Exclude the package namespace for context providers**
If you do not want to assign a package license to the integration user, we need to exclude these package namespaces from the ShiftUp context providers by adding them to a list of excluded namespaces. To do this, perform the following steps:
Go to `Setup` > `Custom Code` > `Custom Metadata Types`
Click `Manage Records` next to `ShiftUp App Setting`
Click Edit on the "Excluded Context Namespaces" setting
Add the list of licensed namespaces you would like to exclude and save
![SCR 20260406 Lpbp]()
![SCR 20260406 Lpey]()
![SCR 20260406 Lpip]()
# Customize Standard Object Layouts
Source: https://docs.shiftupai.com/setup/customize-standard-layouts
To improve adoption of ShiftUp within your organization, we recommend updating some of your standard pages and layouts to include ShiftUp components.
## Update Account Record Page
Go to `Setup` , then click on the `Object Manager` tab and click on the `Account` object.
![SCR 20260331 Kegm]()
Next, open the Account record page where you would like to display ShiftUp account plan details
![SCR 20260331 Kguw]()
And click the `Edit` button
![SCR 20260331 Khdy]()
This will take you to the Lightning App Builder to edit the Account record page. Record pages are very different for each business, so yours may look different. We want to add the `ShiftUp Account Plan` component to this record page, you can decide where you want to add this but we recommend creating a new tab for ShiftUp and dropping the component here.
See sample steps below:
![Exp2]()
ShiftUp should now be available in the Account record page:
![SCR 20260331 Klhy]()
## Update Opportunity Record Page
Go to `Setup` , then click on the `Object Manager` tab and click on the `Opportunity` object.
![SCR 20260331 Kmmy]()
Next, open the Opportunity record page where you would like to display ShiftUp strategy details
![SCR 20260331 Kofy]()
And click the `Edit` button
![SCR 20260331 Kokf]()
This will take you to the Lightning App Builder to edit the Opportunity record page. Record pages are very different for each business, so yours may look different. We want to add the `ShiftUp Opportunity Strategy` component to this record page, you can decide where you want to add this but we recommend creating a new tab for ShiftUp and dropping the component here.
![Exp3]()
ShiftUp should now be available in the Opportunity record page:
![SCR 20260331 Kqak]()
## Enabling Account Plan creation from the Account list view
It is also possible to add create account plans directly from the Accounts list view instead of doing it through the Seller Profile screen inside of the ShiftUp app. To do this, we have to enable a new list view button in the Accounts object.
Go to `Setup` , then click on the `Object Manager` tab and click on the `Account` object.
![SCR 20260331 Kegm]()
Next, go to the `List View Button Layout` section and click the dropdown button next to the list view row.
![SCR 20260331 Kenm]()
In the List View button edit screen, add the `Create Account Plans` button to the list of Selected Buttons and then click `Save`
![SCR 20260331 Ketq]()
You should now be able to create Account Plans directly from the Account list view by selecting accounts and clicking the `Create Account Plans` buttons in the list view.
![Exp4]()
# Disabling ShiftUp
Source: https://docs.shiftupai.com/setup/disabling-shift-up
Access to the Shift Up Salesforce App and Integration can be fully managed from your Salesforce organization.
To disable the Salesforce ShiftUp App, simply go to `ShiftUp Admin` > `Advanced` > `Enable/Disable ShiftUp` and disable the `Enable ShiftUp` toggle.
![SCR 20260405 Scpn]()
This will disable access to the ShiftUp user interface in Salesforce, however, the integration will still remain active. To disable the integration you must disable the `ShiftUp Revenue Intelligence Integration` external client app and clicking the `Disable` button.
![SCR 20260405 Sdjq]()
# Enable chat for existing customers
Source: https://docs.shiftupai.com/setup/enable-chat
Add trusted URLs to your Salesforce org so ShiftUp Chat can connect to AI services. This step is only required for existing customers — new installations include these URLs automatically.
This setup is only required for **existing customers** upgrading to a package version that includes Chat. New customers receive these trusted URLs automatically during installation.
ShiftUp Chat requires three trusted URLs in your Salesforce org to communicate with ShiftUp's AI services. You will need to add each URL as a trusted URL entry in Salesforce Setup.
## Trusted URLs to add
| API Name | URL | Protocol |
| :----------------------------- | :----------------------------- | :-------- |
| `ShiftUp_API_HTTPS_Production` | `https://api.shiftupai.com` | HTTPS |
| `ShiftUp_API_WebSocket` | `wss://api.shiftupai.com` | WebSocket |
| `ShiftUp_Assets` | `https://assets.shiftupai.com` | HTTPS |
## Steps
1. In Salesforce, go to **Setup** and search for **Trusted URLs** in the Quick Find box.
2. Click **Trusted URLs** under **Security**.
![Trusted URLs setup page showing the three required ShiftUp entries]()
3. Click **New Trusted URL** and enter the details for each URL listed above:
* **API Name** — use the name from the table
* **URL** — use the URL from the table
* **Active** — check the box
* **CSP Context** — select **Lightning Experience Pages**
![Trusted URL edit form showing the API name, URL, and Active checkbox]()
4. Click **Save** (or **Save & New** to add the next entry).
5. Repeat for all three URLs.
Once all three trusted URLs are active, Chat will be fully functional in your ShiftUp instance.
Enabling Chat will not increase the number of allocated api calls to Salesforce, it's designed to handle those api calls directly from the client's browser to ShiftUp AI.
# Package Installation
Source: https://docs.shiftupai.com/setup/installation
Install the ShiftUp managed package in Salesforce.
## Installation Flow
1- Log in to Salesforce as a system administrator.
2- Open the package installation link provided by ShiftUp and complete the Salesforce installation wizard.
Click Install
![SCR 20260330 Qegu]()
Allow connection to the trusted Shiftup services
![SCR 20260330 Qdsw]()
Wait for the package to install, if this takes longer than usual a message will appear indicating you'll get an email when the installation is ready.
![SCR 20260330 Qeqr]()
Once the package is installed, it will be listed under `Setup` > `Apps` > `Packaging` > `Installed Packages`
![SCR 20260330 Qfuf]()
## Validation
After installation completes:
* Confirm the ShiftUp app appears in the App Launcher.
![SCR 20260330 Qgup]()
# PDF branding
Source: https://docs.shiftupai.com/setup/pdf-branding
Add your company name and logo to PDFs exported from ShiftUp.
When sellers export an Account Plan, Strategy, or business case from ShiftUp, the generated PDF can include your company's name and logo in the footer instead of the default ShiftUp branding. This makes exported documents feel like an extension of your own materials when shared with customers or stakeholders.
## Prerequisites
* The **ShiftUp Admin** permission set is assigned to your user.
* You have a hosted **logo URL** for your company logo (PNG or JPEG).
Host the logo somewhere publicly reachable from Salesforce — for example, a Salesforce **Files** public link, a CMS asset URL, or any HTTPS image URL. ShiftUp fetches the image when generating a PDF, so the URL must remain accessible to your org.
## Configure your branding
In Salesforce, open the **ShiftUp Admin** app and select **Application Setup**.
In the left-hand accordion, select **Branding**. The Branding panel shows your company name, logo URL, and PDF-export toggle.
Set **Company Name** to the name you want to appear in PDF footers and other branded surfaces.
Paste your logo's URL into the **Logo URL** field.
* Accepted formats: **PNG** and **JPEG**.
* The URL must be reachable from the running Salesforce session.
* Square or wide landscape logos work best in the PDF footer.
Select **Include logo in PDF exports** to use your custom logo on every PDF ShiftUp generates.
When this toggle is **off**, exported PDFs use the default ShiftUp logo in the footer.
Select **Save Settings**. The next PDF export will use your branding.
## Where your branding appears
Your company logo is embedded in the **footer** of every PDF generated by ShiftUp, including:
* Account Plan exports
* Strategy exports
* Business case exports
* Account Strategies exports
* Seller Profile exports
If the custom logo fails to load when a PDF is generated — for example, the URL is unreachable or returns an unsupported format — ShiftUp falls back to no logo for that export rather than failing the PDF generation.
## Troubleshooting
* Confirm **Include logo in PDF exports** is enabled in **Branding**.
* Open the **Logo URL** in a browser tab — if it doesn't load there, Salesforce can't reach it either.
* Verify the file is a **PNG** or **JPEG**. Other formats (SVG, WebP, GIF) are not supported.
* Re-save the Branding settings after fixing the URL.
Use a higher-resolution source image. The PDF generator preserves the embedded image's aspect ratio but scales it to fit the footer, so very low-resolution logos will look soft.
Turn off **Include logo in PDF exports** in **Branding** and save. New PDF exports will use the default ShiftUp logo in the footer.
# ShiftUp Integration Setup
Source: https://docs.shiftupai.com/setup/post-installation
One-time setup actions required after package installation. ShiftUp provides a streamlined setup experience that will guide you through the following steps:
1. Assign the **ShiftUp Admin** permission set to the current admin user.
2. Assign ShiftUp permissions to your selected integration user.
3. Assign additional standard object and system permissions to the integration user.
4. Authorize the ShiftUp integration.
5. Activate ShiftUp AI services.
6. (Optional) Align org-wide sharing settings with your Account sharing model.
To begin the setup, click the app launcher icon and search for `ShiftUp Admin`, then click on the tab and click the `Set Up` button in the `Integration Setup` section.
![SCR 20260330 Ssou]()
## 1. Assign the ShiftUp Admin permission set
![SCR 20260330 Stif]()
![SCR 20260330 Stpf]()
> NOTE: If you see the AI Capabilities Notice banner, share your Salesforce Organization ID (00D...) with ShiftUp for activation. Otherwise, you won’t be able to complete the final step of the wizard.
## 2. Assign ShiftUp permissions to selected integration user
This step picks the user that ShiftUp will use to read and write data in your Salesforce org. The wizard offers three options. The first option is **recommended** because it does not consume a paid Salesforce user license.
### Option 1 (Recommended): Create with Integration License
ShiftUp creates a dedicated integration user that uses a **Salesforce Integration** user license plus the **Salesforce API Integration** permission set license — neither of which counts against your paid Salesforce user licenses.
Use this option when both of the following are true:
* Your org has at least one available **Salesforce Integration** user license.
* Your org has at least one available **Salesforce API Integration** permission set license.
The wizard reports remaining counts for both licenses inline. If either is unavailable, the **Create with Integration License** button is disabled and you'll need to use Option 2 or Option 3.
To use this option, click **Create with Integration License**. ShiftUp provisions a dedicated user named "Integration ShiftUp," assigns the **Minimum Access - API Only Integrations** profile, and attaches the Salesforce API Integration permission set license.
Salesforce Integration licenses and Salesforce API Integration permission set licenses are included with most editions of Sales Cloud. Check `Setup` > `Company Information` to see your available counts before running the wizard.
### Option 2: Create with Standard License
ShiftUp creates a dedicated integration user that uses a **standard Salesforce user license** with the **Minimum Access - Salesforce** profile.
Use this option when you don't have Salesforce Integration licenses available and you have a spare standard Salesforce user license you're willing to dedicate to the integration.
To use this option, click **Create with Standard License**.
### Option 3: Select Existing User
Choose an active Salesforce user that already exists in your org. ShiftUp assigns the **ShiftUp Integration** permission set to that user.
We strongly recommend selecting a **dedicated user with minimal permissions** rather than a real human user, so the integration's access stays auditable and scoped. ShiftUp will use this user's permissions to read and write data, so granting the integration broader access than necessary increases your risk surface.
Search for the user, select them, and click the assign button to add the ShiftUp Integration permission set.
![Screenshot 2026 06 05 At 6 47 31 AM]()
Whichever option you pick, ShiftUp will only read and write the records and fields you grant the integration user access to. You can further scope access in Step 3 by tailoring the **ShiftUp Standard Permissions** permission set.
## 3. Assign Standard Permissions to the integration user
ShiftUp requires some permissions to standard objects which need to be explicitly approved in your organization. The required permissions are listed on the left side of the screen. We will take care of setting this permissions but we need to manually create the permission set "shell" first.
To create the permission set "shell", click on the `Manage Permission Sets` link in the screen:
![SCR 20260330 Tbtn]()
This opens the `Permission Sets` setup page in a new tab. In that tab, click `New` at the top of the list, create a permission set named `ShiftUp Standard Permissions`, and then click `Save`.
![SCR 20260330 Tcmk]()
Next, go back to the ShiftUp Admin tab and click the `Validate` button to refresh the list of available permission sets.
![SCR 20260330 Tdlc]()
Select the new `ShiftUp Standard Permissions` permission set and click the `Add Permissions ` button. Then click `Next` to move to the next step.
![SCR 20260330 Tdpi]()
## 4. Authorize the ShiftUp integration
You now need to authorize the ShiftUp integration to run in the context of the user configured in Step 2. To do this, first copy the username of the designated integration user and then click the `Open OAuth Policy Configuration` button.
![SCR 20260330 Tgyw]()
This will open the ShiftUp Integration External Client Application setup screen, where you will need to perform the following steps:
Click the `Edit` button in the `Policies` tab:
![SCR 20260330 Tfuj]()
Next, expand the `OAuth Polcies` section, check the `Enable Client Credentials Flow` , paste the integration username in the `Run As (Username)` field and click `Save`
![SCR 20260330 Tgim]()
Go back to the ShiftUp Admin tab, click the `Refresh Status` button to confirm the integration user authorization was set correctly and click `Next` to continue to the last step.
![SCR 20260330 Tibz]()
## 5. Activate ShiftUp AI services
Your org now has all the necessary permissions to start using ShiftUp, the last step is to activate the ShiftUp AI services for this org. To do this, we need to get some information about your user and organization.
Click the `Activate ShiftUp AI` button to begin, this will take you a Salesforce Login screen in which you will enter your current user (Admin) credentials.
![SCR 20260330 Tire]()
![SCR 20260330 Tjvm]()
Next, you will be asked to allow ShiftUp to read some basic information about your org. Click `Allow`
![SCR 20260330 Tkvk]()
Finally, you should be redirect back to the Integration Setup screen and a success message should indicate the activation has completed successfully. Finally, click `Done`
![SCR 20260330 Tlgy]()
## 6. (Optional) Align ShiftUp Account Plan org-wide sharing settings
If a `Private` sharing model has been configured for Accounts in your Salesforce org, you can align the `ShiftUp Account Plan` object to also be `Private.`
To do this, go to `Setup` > `Security` > `Sharing Setting` , click the `Edit` button, then scroll down to the `ShiftUp Account Plan` row, change the `Default Internal Access` to `Private` and Save.
# Prerequisites
Source: https://docs.shiftupai.com/setup/prerequisites
Required settings and access checks before installing ShiftUp.
Complete this checklist before package installation.
## Admin Access
* Salesforce System Administrator access in the target org.
* Latest package install link from ShiftUp.
## Org Configuration
* Enable **Lightning Web Security** in Salesforce:
* `Setup > Security > Session Settings`
* Confirm **Use Lightning Web Security for Lightning web components and Aura components** is enabled.
## Recommended Prep
* We recommend a designated integration user account for ShiftUp for granular permission control and auditability. The [setup wizard](/setup/post-installation#2-assign-shiftup-permissions-to-selected-integration-user) can create this user for you in one of two ways:
* **Recommended:** Use a **Salesforce Integration** user license plus a **Salesforce API Integration** permission set license. This does not consume a paid Salesforce user license. Verify available counts under `Setup` > `Company Information`.
* **Fallback:** Use a standard Salesforce user license with the Minimum Access - Salesforce profile.
If neither license type is available, identify an existing user to use as the integration user in advance.
* Please share your salesforce organization Id in advance with ShiftUp to speed up activation. You can find it under `Setup` > `Company Information` then look for the value in the`Salesforce.com Organization ID` field.
# Reports and Dashboards
Source: https://docs.shiftupai.com/setup/reports-and-dashboards
ShiftUp is natively built on the Salesforce platform and provides out-of-the-box Reports and Dashboards to analyze pipeline impact and adoption metrics.
These dashboards and reports are only available to System Administrators by default. To extend access to the rest of your users, the corresponding folders must be shared with users in your org.
## Sharing ShiftUp Reports
Go to the `Reports` tab, then select `All Folders`.
Look for the `ShiftUp Reports` folder in the list.
Click the actions drop-down on the right of the row and select `Share`.
Share the folder with the `All Internal Users` group.
![SCR 20260331 Imkn]()
![SCR 20260331 Injw]()
## Sharing ShiftUp Dashboards
Go to the `Dashboards` tab, then select `All Folders`.
Look for the `ShiftUp Dashboards` folder in the list.
Click the actions drop-down on the right of the row and select `Share`.
Share the folder with the `All Internal Users` group.
# Seller Profile Setup
Source: https://docs.shiftupai.com/setup/seller-setup
After ShiftUp AI services activation, configure your first seller profile to provide context to ShiftUp on your company and Ideal customer profile.
To begin, open the Seller Profile tab in the ShiftUp application by using one of the following:
Back in the ShiftUp Admin tab, click the `Set Up` button in the `Seller Profile Setup` section to go to the Seller Profile tab in ShiftUp app.
![SCR 20260330 Tqdg]()
Alternatively, you can open the ShiftUp app by clicking in the `App Launcher` and searching for `ShiftUp` here:
![SCR 20260330 Trpn]()
## Create a Seller Profile
Click the `Create New Profile` button in the Seller Profiles tab of the ShiftUp app
![SCR 20260330 Tska]()
Next, fill out the `Basic Information` section for your company. ShiftUp will research your company's website, but we still require some context around your `Company Profile` and `Ideal Customer Profile`. You can fill these out manually but we recommend ShiftUp generate this for you by using the `Generate with ShiftUp Intelligence` button.
![SCR 20260330 Ttup]()
You can provide some custom instructions if you would like ShiftUp to focus on particular solutions and/or type of customers for your Seller Profile. Click `Generate Profile Content` when ready.
![SCR 20260330 Tvkf]()
ShiftUp will begin researching your company and generate the Seller Profile info, this process can take up to 20-30 mins, the profile will be `Inactive` in the meantime.
![SCR 20260330 Tvya]()
When the seller profile suggestions are ready, you will see a message under the seller profile name. Click this message to review the suggestions.
![SCR 20260330 Ujxy]()
Review each suggestions and click the `Accept` button to apply it, do this for both the `Company Profile` and `Ideal Customer Profile` fields. You can edit the suggestions at any option once you've applied them to the seller profile.
![SCR 20260330 Ulsj 1]()
## Activate the Seller Profile
After accepting the suggestions, activate the seller profile and save changes.
![SCR 20260330 Ukjr]()
## Add accounts to the Seller Profile
The final step is to add accounts to your Seller Profile, this will signal ShiftUp to begin collecting intelligence and generate Account Plans and Opportunity Strategies for the selected accounts.
To add accounts, go to your Seller Profile, click `Monitored Accounts` and then click the `Manage Accounts` button.
![SCR 20260330 Uobn]()
Next, select the accounts from the left column and move them to the right column. Optionally, notes can be added on a particular account if you want to provide some account-specific context that is important for ShiftUp to be aware of.
![SCR 20260330 Uozj]()
Once accounts are added, the selected accounts will be displayed under the `Monitored Accounts` of the seller profile and the `Account Plans` tab will display the new records.
![SCR 20260330 Upor]()
Please note that account plan intelligence generation is a research intensive task that can take several minutes, we recommend to check back in an hour to see the results. For more info on how to use Account Plans and Strategies, we recommend visiting the [**Account Management**](/onboarding/account-management) module.
![SCR 20260330 Uqer]()
## Rollout Tips
* Start with a pilot group.
* Validate generated outputs and ownership behavior.
* Expand profile account coverage in phases.
# ShiftUp User Setup
Source: https://docs.shiftupai.com/setup/shift-up-users-setup
Expand access to the ShiftUp app in your organization by assigning users one of the ShiftUp permission sets.
## ShiftUp Personas
The following personas are supported in the ShiftUp application:
* **Admin**: full management access to ShiftUp data
* **Manager**: seller capabilities plus seller profile management and strategy assignments.
* **Seller**: works account plans and opportunity strategies, can also add accounts to seller profiles.
* **Restricted Seller**: works account plans and opportunity strategies.
## Assigning ShiftUp Permission Sets
To assign a ShiftUp permission set, go to the `ShiftUp Admin` tab, then click the `Set Up` button in the `ShiftUp Personas Assignment` section.
![SCR 20260331 Bebo]()
Select the users you want to enable in ShiftUp, assign the corresponding permission set and save changes.
![SCR 20260331 Beib]()
The specified users will have the assigned level of access after changes have been saved and they should now be able to see the `ShiftUp` application in their App Launcher.
![SCR 20260331 Bfsq]()
# Uninstalling ShiftUp
Source: https://docs.shiftupai.com/setup/uninstalling-shift-up
To uninstall ShiftUp from your Salesforce org, you must follow the next steps:
### 1. Remove ShiftUp Lightning components from your custom object record pages
If you've added any of the ShiftUp Lightning Components to new or existing object record pages, you must first remove these components and save your record pages.
![Exp]()
### 2. Disable Package Flows and Remove Package Permission Set Assignments
Active flows provided as part of the package must be disabled and permission set assignments for permission sets created by the package must be removed. To simplify this process, you can run the script below in your Salesforce Org's Developer Console to do this programmatically and save time.
DO NOT modify the contents of this script, this script is scoped to only affect components related to the ShiftUp package, modifying the contents of this script could lead to data loss in your environment.
```text theme={null}
String packageNS = 'tvggs';
// Deactivate package flows
List flows = [SELECT Id, DurableId FROM FlowDefinitionView WHERE IsActive = TRUE AND NamespacePrefix = :packageNS LIMIT 20];
for (FlowDefinitionView flow : flows) {
HttpRequest req = new HttpRequest();
req.setMethod('PATCH');
req.setHeader('Authorization', 'Bearer ' + UserInfo.getSessionId());
req.setHeader('Content-Type', 'application/json');
req.setEndpoint(URL.getOrgDomainUrl().toExternalForm() + '/services/data/v66.0/tooling/sobjects/FlowDefinition/' + flow.DurableId);
String body = '{"Metadata": { "activeVersionNumber": "0"}}';
req.setBody(body);
Http http = new Http();
HttpResponse res = http.send(req);
if (res.getStatusCode() != 204) {
System.debug('Error updating flow ' + flow.Id + ': ' + res.getBody());
}
}
// Remove package permission set assignments
List assignments = [SELECT Id FROM PermissionSetAssignment WHERE PermissionSet.NamespacePrefix = :packageNS LIMIT 1000];
delete assignments;
```
After running this script, you can inspect the debug logs and confirm there was no error clearing up the data (there will be no debug logs if there are no errors).
![Exp5]()
### 3. Uninstall the package
Go to `Setup` > `Apps` > `Packaging` > `Installed Packages` and click the `Uninstall` link next to the `ShiftUp AI Revenue Intelligence` package.
![SCR 20260405 Sdyy]()
A list of all the components included in the package will be displayed, scroll to the bottom of the list and select if you would like store a copy of the package data, select the checkbox to confirm you want to uninstall the package and click the Uninstall button. This process can take several minutes.
![SCR 20260405 Skvx]()
Errors may occur during package uninstall if there are other dependencies to ShiftUp components from additional configurations in your Salesforce org. The error page will indicate the dependencies, clear out this dependencies and retry the uninstall process.
Once the package has been successfully uninstalled, it will be listed under the `Uninstalled Packages` section
![SCR 20260405 Smhr]()