Writing Champion and Economic Buyer to Opportunity Contact Roles

Overview

Spotlight.ai automatically discovers contacts from the meetings and emails it analyzes and syncs them to Salesforce in two ways:

Contact creation: Newly discovered contacts are created in Salesforce.
Opportunity Contact Roles (OCR): Discovered contacts are added to the relevant Salesforce opportunity as Opportunity Contact Roles.

This applies to all contacts Spotlight.ai finds - but it is most significant for contacts designated as Champion or Economic Buyer (EB), since those roles carry strategic weight in the deal. When Spotlight.ai identifies a Champion or EB - either manually by a rep or automatically by the AI - that designation is written to Salesforce as the corresponding Opportunity Contact Role.

This is a bi-directional integration: changes flow from Spotlight.ai to Salesforce and back. Changes made directly in Salesforce OCR will update Spotlight.ai when the Opportunity in Salesforce is opened or updated.

How It Works

Spotlight.ai analyzes meetings and emails associated with an opportunity.
Contacts discovered in those interactions are created in Salesforce if they don't already exist.
Those contacts are added to the Salesforce Opportunity Contact Roles for the relevant opportunity.
For contacts designated as Champion or Economic Buyer - by a user or by Spotlight.ai's AI - the specific role is written to Salesforce as well.
Spotlight.ai checks whether the Write to OCR feature is enabled for your organization before syncing.

What Gets Written to Salesforce

All contacts discovered from meetings and emails are created as Salesforce Contacts and added to Opportunity Contact Roles.
Champion in Spotlight.ai - Opportunity Contact Role: Champion
Economic Buyer in Spotlight.ai - Opportunity Contact Role: Economic Buyer
Both manual and AI-detected assignments trigger the sync.

Important Notes

Updating spotlight.ai: Salesforce OCR changes will only update Spotlight.ai when the Opportunity is updated or viewed (that's when we sync the data back to Spotlight.ai), and not whe the OCR is edited.
Organization-level setting: This feature is enabled or disabled for the entire organization, not per user.
No backfill: Only contacts and assignments discovered after enabling the feature are synced to Salesforce.

Important - Action required before enabling this feature

Before Spotlight.ai can reliably sync contact roles, your Salesforce admin must ensure that no Opportunity Contact Role picklist value is set as the default - especially Champion or Economic Buyer.

To fix this, go to Setup - Object Manager - Opportunity Contact Role - Fields & Relationships - Role, review the picklist values, and uncheck any value marked as Default.

Frequently Asked Questions

Does this ONLY apply to Champion and Economic Buyer contacts?

❌ No. Spotlight.ai syncs all contacts it discovers from meetings and emails. Champion and EB are highlighted because their specific role designations are also written to Salesforce OCR.

Does this work for AI-detected Champions and Economic Buyers?

✅ Yes. Both manual and AI-detected assignments trigger the sync.

Will changes made in Salesforce OCR update Spotlight.ai?

✅ Yes. When the parent Opportunity is edited or opened in Salesforce.

Can I enable this for specific users only?

❌ No. This is an organization-level setting only.