As you may already know, we pull meeting data directly off of each individual's calendar and match those sales activities to specific Salesforce records in order to answer questions, an important one being whether the meeting data we are matching is an initial meeting or a follow-up meeting. That can be a little confusing so we're going to explain here.
Here's how our matching logic to distinguish meetings as initial or follow-up works:
First, we look for the exact email address that appears on the calendar invite and see if that email address appears as an Opportunity Contact on any open Opportunities that are owned by the individual. If so, we associate the meeting to that opportunity. We then cross-check to see if this is the 1st or 2nd(+) meeting with the Opportunity Contact associated with the Opportunity. Basically, the 1st meeting is marked as the initial and any subsequent meeting associated with the same opportunity will be marked as a follow-up.
Keep in mind that some actions can cause variations in initial vs follow-up designation, though.
First, If an Opportunity is created after the initial meeting, Atrium will count that 1st meeting as an initial meeting against the Account and then the 2nd meeting as an initial meeting against the Opportunity. This means the 3rd meeting will be marked as the first follow-up meeting.
Which cards will allow you to filter by initial or follow-up meeting: