Active users

Kernel's customizable algorithm detects which accounts are owned by active sales reps.

Account ownership

The purpose of Kernel's AI Cleaning & Hierarchies module is to bring the CRM into a functional state without risking any existing business processes.

When making structural changes to a live CRM, one of the most important considerations is whether an account is actively owned and actively managed by a sales rep.

An account may be out of business or an exact duplicate of another account, but deleting or merging this account may still be disruptive to a sales rep who was actively managing this account.

Account ownership is an integral part of how Kernel thinks of Account risk

User definitions

Kernel categorizes all users as either Active, Inactive, or Integration

How categorization works

Kernel applies user rules in a specific order of priority:

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1. Your Custom Rules (Highest Priority)

   • User Overrides: Any user you’ve manually assigned to a category will be placed there first.

   • Custom Conditions: If you’ve defined custom conditions for Active, Inactive, or Integration, these rules are applied before Kernel’s defaults.

This means your rules always take precedence over Kernel’s logic.

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1. Kernel’s Default Logic If a user doesn't match any of your custom rules, we apply our default logic in the following order:

   • Integration Users:

     A user is marked as Integration if they meet any of these conditions. If they do, no further rules are checked.

     • Keyword Match: Their Name, Username, or Profile Name contains terms like "integration," "salesforce," or "zoominfo" (case-insensitive).

     • API Permission: Profile has API-only permissions.

     • User Type: Their user type field is set to 'Integration' or 'Api Only User'.

   • Inactive Users:

     If the user is not an Integration user, we'll mark them as Inactive if they meet any of these conditions:

     • Inactive Flag: Their IsActive field is set to false.

     • Last Login: Their LastLoginDate was more than 90 days ago.

   • Active Users:

     Finally, they're marked Active: If a user is not categorized as Integration or Inactive by any of the rules above, they are considered Active.

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Summary Table

Category	Definition
Active	Active human users, e.g., SDRs and Account Executives.
Inactive	Inactive human users, including users who have not been active , as well as RevOps and System Administrators.
Integration	Integration (robot) users, e.g., users called “Integration User” or users with a Profile permission set that gives API access only.

User fields

Kernel uses the following standard fields in Salesforce:

• Name

• Username

• Title

• ProfileId (--> Profile.Name)

• LastLoginDate

• IsActive

• UserType

Kernel's algorithm uses a combination of static rules, keyword matching, and AI analysis to determine which type of user it is.

Name	Title	IsActive	LastLoginDate	User type
Gary Smith	Account Executive	false	[6 months ago]	Inactive
Ringlead Integration	null	true	[1 day ago]	Integration
Betty Smith	SDR	true	[3 days ago]	Active
Zak Benney	RevOps	true	[1 day ago]	Inactive
Chad Smith	Account Executive	true	[6 months ago]	Inactive

Custom logic

Kernel's standard logic can be modified to your needs, and also augmented with custom logic, such as using custom fields on the User object in the logic. For example, these may be fields related to cost centers, segments, managers, or title variations.

If you don't use the native OwnerId field to track account ownership, e.g., using a custom field, Kernel can also accommodate this.