Salesforce: Convert Lead with Campaign Influence & Primary Campaign Source

In this blog, we are going to discuss Lead conversion and its relationship to Campaign and Opportunity.

Here is the scenario:
1. Create a new Lead

2. From Campaign History in Lead Related List, add "GC Campaign", then add "DM Campaign" with both Status = Sent.

3. Edit "GC Campaign" Status to Responded

4. Convert Lead: create new Account, Contact, and Opportunity

5. In Campaign, Lead automatically changed to Contact for both Campaign Members related list.

6. In Account, Contact added in Contacts related list, Opportunity added in Opportunities related list.

7. In Contact, both campaigns were added to the Campaign History related list, with Status and Responded brought over from Lead.

8. In Opportunity, the campaign is added as Campaign Influence related list with Contact Name, Primary Campaign Source = DM Campaign; this is because "DM Campaign" is the latest campaign attached to the Lead, although the Status is not Responded.

9. In the "DM Campaign", the Opportunity created is added in the "Influenced Opportunities" related list.

10. If the user changes the Primary Campaign Source in the Opportunity page layout from DM Campaign to GC Campaign, Opportunities in the Campaign related list move to GC Campaign as well.


Campaign Influence
System Administrators can configure Campaign Influence from Setup - Customize - Campaigns - Campaign Influence, such that only Campaigns within the last 120 days (see Specify Campaign Influence Time Frame) with the rule Responded = True will be associated with Opportunities as Campaign Influence.


Primary Campaign Source
Primary Campaign Source in Opportunity automatically refers to the last associated campaign on a lead before lead conversion, or the last associated campaign on a contact (if the contact was manually added to SFDC without being converted from a lead). See the Member First Associated field in the Campaign History related list in Contact or Lead.

screenshot from Contact / Lead

Opportunity may be influenced by more than one campaign. If you enable Campaign Influence and the campaign fits into Time Frame and Rules, when you convert a Lead, all Campaigns related to the Lead will be created as Campaign Influences in the Opportunity related list.

You can also manually associate additional influential campaigns with an opportunity, but only one will be marked as the Primary Campaign Source. A campaign manually added to an Opportunity will not be added back into the Opportunity related list in Campaign. You can view influential campaigns from the Campaign Influence related list on the Opportunity detail page.

Screenshot from Opportunity

Primary Campaign Source field on the Opportunity detail page designates the most influential campaign for that opportunity based on the data in the Campaign Influence related list.

Reference: What is Campaign Influence?