After the Workshop: Your Path to Production

Plan the Move to Production

TIP: The agent itself can't be moved with change sets. A Prospecting Agent built in a sandbox has to be rebuilt in production. Flows can be deployed normally. Many teams do their testing in the sandbox and then build the final agent directly in production.

When you rebuild in production, recreate these items:

• [ ] Report sources (make sure the reports exist in production)
• [ ] Account Research and Find Prospects criteria (copy them from your sandbox agent)
• [ ] ZoomInfo connection (use a dedicated, non-admin ZoomInfo user)
• [ ] Lead vs. Contact creation setting
• [ ] Routing, ownership, and weekly volume. Switch from your test settings to your real ones.
• [ ] The Generate Prospects From Account action on the Account page
• [ ] Permission sets for your builders and reps

Make These Business Decisions

The agent strengthens your sales process. It doesn't replace it. Decide these before go-live:

• Lead or Contact? Should the agent create Leads or Contacts? You set this in the agent's advanced prospecting settings.
• Handoff: Who gets an approved prospect first, the SDR or the AE?
• Response time: How quickly must an approved prospect be contacted (for example, within 48 hours)?
• Routing: Account owner, even distribution across reps, or a single user who routes onward with your existing tools?
• Volume: Start at about 10 prospects per rep per week, then increase.
• Rejection review: Who reviews rejection reasons to tune the criteria? We recommend a monthly review for the first quarter.
• Keeping the ICP current: Who updates the criteria as your ICP changes? This is usually RevOps or Sales Strategy.

Connect Approved Prospects to Your Workflow

Plan two record-triggered flows on the Prospecting Agent Recommended Target object:

1. Cadence push: When a prospect is approved, add it to your sales engagement tool (for example, Outreach, Salesloft, or Gong Engage). Some tools also need a flag set on the Contact itself. Check that the flag is set, not just that the flow ran.
2. Write-back and attribution: When a prospect is approved, update the Lead or Contact with the agent's reasoning and an "agent generated" flag, so you can report on pipeline the agent sourced.

Measure Results

• Capture a baseline before go-live: target account count, meetings booked, pipeline created, conversion rates, and rep time spent researching accounts.
• There are no standard report types for Prospecting Agent results yet. Build a custom report type on Prospecting Agent Recommended Target to track recommendations by status, owner, and week, plus rejection reasons.
• Filter your pipeline reports on the "agent generated" flag to see pipeline and wins the agent sourced.

Scale to More Segments

• Add more report sources (for example, Tier 2 unassigned accounts or Tier 3 closed-lost accounts).
• If different segments need different criteria, keep one agent, and give each segment its own copy of the Account Research and Find Prospects criteria. Don't create a separate agent per segment.
• Using another data provider? If it syncs data onto Account or Contact fields in Salesforce, the agent can use those fields in your criteria.