Writing Champion and Economic Buyer to Salesforce Opportunity Contact Roles

Overview

Spotlight.ai can automatically propagate Champion and Economic Buyer (EB) contacts into the matching Salesforce Opportunity Contact Roles (OCR) on the parent opportunity. This keeps Salesforce aligned with the personas Spotlight.ai identifies during meetings and across deal activity, so your reps and managers see the same Champion/EB designations in either system.

How it works

When a contact is created in Spotlight.ai — or an existing contact is updated — and is identified as a Champion or Economic Buyer, Spotlight.ai writes that role to the corresponding Opportunity Contact Role in Salesforce.

This happens in two cases:

Manual: A user explicitly tags a contact as Champion or EB inside Spotlight.ai.
Programmatic: Spotlight.ai detects the persona automatically from the meeting context and assigns the role.

In both cases, the same downstream write to Salesforce occurs once the feature is enabled.

Enabling the feature

Auto-writing to OCR is gated by a per-tenant feature flag and requires some minor configuration in Spotlight.ai. Customers must opt in before Spotlight.ai creates or modifies OCR entries in Salesforce. Reach out to your Spotlight.ai contact to have the flag enabled for your tenant.

What gets written to Salesforce

When the feature is enabled and the conditions are met, Spotlight.ai will:

Add the contact to the OCR on the linked opportunity with the appropriate role (Champion or Economic Buyer), if no entry exists.
Update an existing OCR entry if the role has changed.

Sync direction

The integration is bi-directional:

Spotlight.ai → Salesforce: When a contact is tagged as Champion or Economic Buyer in Spotlight.ai (manually or programmatically), Spotlight.ai writes that role to the matching Opportunity Contact Role in Salesforce.
Salesforce → Spotlight.ai: When you add or edit a contact role directly in Salesforce, that change is reflected in Spotlight.ai the next time the parent opportunity is edited, or when you reopen the opportunity in Salesforce.

The net result: whichever system you update, the other one catches up — Spotlight.ai writes immediately to Salesforce, and Salesforce changes propagate back on the next opportunity touch.