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media-cloud-setup

Media Cloud setup for advertising sales management, audience segmentation, campaign management, revenue management, and cross-channel ad products. NOT for Marketing Cloud setup — use admin/marketing-cloud-engagement-setup. NOT for Data Cloud segments — use admin/data-cloud-segmentation.

Open the skill folder on GitHub

Media Cloud Setup

Activate when configuring Salesforce Media Cloud for a publisher, broadcaster, streaming service, or ad sales organization. Media Cloud is the industry bundle for advertising sales management — deal-to-cash for media — distinct from Marketing Cloud (marketer outbound) and Data Cloud (CDP / audience store).

Before Starting

Core Concepts

Opportunity → Quote → Order line

Media Cloud Advertising Sales Management (ASM) ships standard objects, all prefixed Ad. AdOpportunity "Represents ad sales specific details of an advertisement campaign opportunity," with AdOpportunityLineItem as "a line item in an advertisement opportunity." AdQuote "Represents the details of a quote for an advertisement campaign" and AdQuoteLine "the details of a line item in an advertisement campaign quote." On the order side, AdOrderItem "Represents the advertisement campaign specific details of an ad order item."

The buy's detail hangs off the line as a family of junctions and child records rather than fields — for orders: AdOrderItemAdSpaceSpec, AdOrderItemCreativeSizeType, AdOrderItemDeliveryFrequency ("the frequency at which an ad order item must be served"), AdOrderItemDeliverySchedule ("the time period and days for serving an ad order item"), AdOrderItemPrintIssue, AdOrderItemUnitsSplit, AdOrderLineAdTarget, AdOrderLineHiatus, AdOrderLineTargetExpression, AdOrderLineTargetValue. Each has an AdQuoteLine… mirror on the quote side.

Audience segmentation and targeting

Audiences come from Data Cloud or a DMP. Targeting is expressed on the line itself: AdOrderLineAdTarget "Represents selections made by users against a specific Ad Order Line item for a particular category," AdOrderLineTargetExpression "the expression that decides the targeting criteria for an ad order line," and AdOrderLineTargetValue the values within it. Fill rates and forecast availability are live calculations against the ad server's inventory, not static lookups.

Revenue recognition per media type

Recognition rules differ by ad product: digital is delivery-based (ASC 606 performance obligation satisfied as impressions serve), linear is broadcast-based, print is issue-date-based. Media Cloud Revenue Management models these with product-specific rules.

Common Patterns

Pattern: Digital display order from deal to invoice

AdOpportunity negotiated → AdQuote and AdQuoteLine priced → AdOrderItem per flight, with AdOrderItemDeliverySchedule and AdOrderItemDeliveryFrequency setting when it serves and AdOrderItemCreativeSizeType fixing the creative → order pushed to the ad server through the AdTech Integration API → daily delivery pulled back → invoice generated from delivered impressions at contracted CPM.

Pattern: Linear spot avail and rate card

Rate cards are matrix: daypart × program × week. Forecasting avails uses Programmatic Scheduler or integration with a broadcast traffic system. Deals reserve spots; confirmation locks inventory.

Pattern: Cross-channel bundled sponsorship

One deal spans digital + linear + streaming. A single AdQuote carries an AdQuoteLine per channel, each with its own AdQuoteMediaTypeProperty ("information associated with the media type for an ad quote"). Revenue recognition rules differ per line — the quote aggregates the deal, but each line runs its own recognition rule.

Decision Guidance

SituationRecommended ApproachReason
Ad inventory forecastingAd-server integration with cached availabilityLive inventory source of truth
Audience targetingData Cloud + AdOrderLineAdTarget / target expressionSingle audience catalog
Rate card managementMedia Cloud rate cards per productShipped versioning
Revenue recognitionMedia Cloud Revenue ManagementHandles product-specific rules
Multi-channel bundleOne AdQuote, one AdQuoteLine per channelAggregated deal, per-channel rec
  1. Confirm Media Cloud license, Revenue Cloud dependency, and ad-server integration path.
  2. Define the ad product catalog per media type (digital, linear, print, OOH, streaming).
  3. Build rate cards for each product with appropriate versioning and effective-dating.
  4. Configure AdOpportunity → AdQuote/AdQuoteLine → AdOrderItem records; validate with a sample flight end-to-end.
  5. Integrate with ad server: order push, daily delivery pull, reconciliation job.
  6. Configure revenue recognition rules per product family; validate with accounting.
  7. Build a campaign performance dashboard; sign off with sales, ops, and finance.

Review Checklist

Salesforce-Specific Gotchas

  1. Ad server delivery volumes are huge. Loading raw impression logs into Salesforce kills storage; aggregate upstream and sync daily rollups only.
  2. Audience size forecasts expire fast. An AdQuoteLine forecast based on yesterday's audience can mislead pricing; refresh on save.
  3. Rate card versioning is not retroactive. New rate card versions apply to new AdQuoteLine records only; in-flight orders keep their original rates.

Output Artifacts

ArtifactDescription
Media Cloud activation planLicense, package, and feature toggle order
Ad product catalogProduct-level rate/inventory/delivery rules
Ad-server integration specEndpoints, payload, reconciliation schedule
Revenue recognition rulebookPer-product recognition rule set

Package files