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tegwick
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Record deep research on commercial identity coupling across theory, law, regulation, and software (KYC, LEI, DUNS, eIDAS, CRM). Introduce Commercial Commitment, Legal Person, and Beneficial Owner to the canon model and document the fluid-to-bound identity gradient in the conceptual model.
4.2 KiB
4.2 KiB
Salesforce CRM Commercial Record Model
Source Type
Product data model reference. Salesforce Account, Contact, Lead, and B2B relationship patterns.
Domain
CRM, sales operations, commercial customer records, and B2B account hierarchies.
Why This Source Matters
Salesforce Account is the archetypal commercial record in enterprise software: a company or household you sell to, distinct from Contact (people) and User (login). It operationalizes commercial identity separate from authentication.
Key Concepts
- Account: company, household, or partner organization in CRM; core commercial record.
- Contact: person associated with accounts; human relationship endpoint.
- Lead: unqualified prospect before conversion to Account/Contact.
- Opportunity: potential revenue deal tied to Account.
- Account hierarchy: parent-child account relationships (global HQ → subsidiaries).
- Account-Contact Relationship: many-to-many person-to-account roles (ACR).
- Person Account: B2C pattern merging person and account for individual consumers.
- Partner / Customer / Competitor: account type labels for commercial role hints.
- User (Salesforce): internal login for CRM operators, not customer identity.
Relevant Terminology
| Term | Source meaning |
|---|---|
| Account | CRM commercial entity record. |
| Contact | Person linked to accounts. |
| Lead | Pre-qualification prospect. |
| ACR | Account-Contact Relationship with roles. |
| Account hierarchy | Parent/child commercial structure. |
| Person Account | B2C combined person+account pattern. |
| Customer account (informal) | Often means CRM Account object. |
Modeling Assumptions
- Commercial party (Account) ≠ login User; sales data outlives individual logins.
- Multiple contacts represent people acting for commercial account (agency in practice).
- Hierarchy models corporate structure for roll-up revenue and ownership context.
- Lead → Account conversion is fluid-to-bound transition in commercial funnel.
- Person Account blurs person/account boundary for B2C — convenient but risky for canon purity.
- Account type hints customer/vendor/partner but is not authorization.
Identity-Canon Implications
- Salesforce Account maps to Commercial Record linked to Organization (B2B) or Natural Person (person account).
- Contact maps to Natural Person + Affiliation or Representation to Organization.
- ACR maps to Membership or Representation with role metadata.
- Account hierarchy maps to Organization parent/child structural relationships.
- Lead maps to provisional Identity/Commercial prospect with weak evidence until conversion.
- User maps to internal Account (employee), not customer.
- Validates Commercial Record concept from Customer Account resolution work.
Terminology Conflicts
- Account (CRM) vs. Account (login): Salesforce naming collision.
- Customer account language vs. Account object: product uses Account for all.
- Person Account vs. P2 separation: B2C shortcut vs. canon layers.
Candidate Canonical Mappings
| Salesforce concept | Candidate canonical concept |
|---|---|
| Account (B2B) | Commercial Record + Organization |
| Contact | Natural Person |
| Account-Contact Relationship | Affiliation / Representation |
| Account hierarchy | Organization structure Relationship |
| Lead | Prospective Commercial Record (weak) |
| Opportunity | Commercial Commitment (pipeline stage) |
| User | Account (internal operator) |
| Person Account | Commercial Record + Natural Person (combined projection) |
Open Questions
- Should pipeline Opportunity map to Commercial Commitment subtype or downstream only?
- How should Person Account be discouraged in canon-aligned adapters?
References
- Salesforce Account object reference — https://developer.salesforce.com/docs/atlas.en-us.object_reference.meta/object_reference/sforce_api_objects_account.htm
- Shellblack, Leads vs Account and Contacts — https://www.shellblack.com/whiteboard/overview-of-leads-account-and-contacts-the-salesforce-data-model/
- SalesforceBen, Account best practices — https://www.salesforceben.com/best-practices-salesforce-account-object/