Provide the ability to create Interesting Moments reports (by company, by lead) | Community
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Dan_Stevens_
Dan_Stevens_
Level 10
September 10, 2015
New

Provide the ability to create Interesting Moments reports (by company, by lead)

  • September 10, 2015
  • 8 replies
  • 5461 views

We are global organization that has a very account-centric focus (vs. net-new leads).  We are constantly getting requests from the Sales teams to better understand the activity that's taking place within their accounts.  We haven't yet deployed Sales Insight in CRM (MS Dynamics), but even when we do, it will be on a very limited basis (initially a pilot, given the number of Salespeople in our company).  And it still won't provide the level of reporting that our Sales teams are asking.

Ideally, here's the type of report (within Revenue Cycle Explorer) that we would like to provide the Sales teams:

I'd have to think that this would be extremely valuable to any Sales team in any organization/company.

    8 replies

    Elliott_Lowe1
    Elliott_Lowe1
    Level 7
    September 10, 2015

    This concept be valuable with other Activity Log elements that are part of Sales Insight such as Web Activity, Score and Email.  The Program Membership Analysis provides similar functionality, but only for program memberships.  Perhaps this report type could be called 'Sales Insight Analysis'.

    Dan_Stevens_
    Dan_Stevens_Author
    Level 10
    September 10, 2015

    Elliott, I've created something very similar in RCE that also includes a custom IM score field (which updates each time someone triggers an IM).  This at least enables us to limit the report where "IM score" > 0.  I've also included any program where the lead reached success, but this won't give a complete picture since some of our IMs don't necessarily indicate program success.  For example, look at the second row where there has been 22 IMs.  The majority of these IMs are "visits 5 or more web pages in a day" and not tied to a specific program.

    So I think we're on to something - we just need Marketo to keep a running log of IM's per lead - and make those available to us in RCE.

    Dan_Stevens_
    Dan_Stevens_Author
    Level 10
    September 10, 2015

    Matt Garisch, I noticed you voted down this idea.  I'd just be interested as to why you don't think this reporting capability would be useful for Marketo customers like us?

    A
    Anonymous
    September 14, 2015

    Hi Dan

    Apologies, I did vote it down but then voted up again. I was just exploring the platform.

    Matt

    A
    Anonymous
    September 10, 2015

    Yes!! We need to have transparency with our sales team so they can easily see what emails are being sent, opened, and clicked in their territories. When we can't easily report on and communicate that activity, it adds to conflict between sales and marketing teams. 

      A
      AlokRa4
      Level 10
      November 18, 2015

      We recently found a workaround for this. Posted the detailed solution here: https://nation.marketo.com/message/110897

      A
      Anonymous
      February 25, 2016

      Just FYI Dan, Marketo will support Account Based Marketing as standard offering in 2016 (per roadmap), one of the features in work is to show all interesting moments at account level.

      There are many other interesting features in work for ABM, please feel free to reach out me at mjeswani@marketo.com if you require more details.

      Dan_Stevens_
      Dan_Stevens_Author
      Level 10
      February 25, 2016

      That's great MJ.  Look forward for some of these ABM-only features to also extend out to the greater lead database (e.g., the ability to view IMs for a select defined company list (or all companies within a specific region with at least one IM).

      Dan_Stevens_
      Dan_Stevens_Author
      Level 10
      March 22, 2016

      Here's another variation that focuses on a single account/company.  Not only does it list all of the interesting moments (and potentially any "touch"/"response"), but it visually indicates when such activity took place.  The Opportunity Influencer Analyzer does not scale well for large organizations like ours, where we have thousands of opportunities.  And therefore is of no use to us.

      A
      Anonymous
      March 23, 2016

      This looks good Dan.

      That's why I am excited for new Marketo ABM which will show single view of your accounts and all data including opportunities, leads, activities aggregated at account level.

      Nora_Mendenhall
      Nora_Mendenhall
      Level 2
      March 9, 2017

      Dan, your layout/request is perfect.

      I don't have RCE so it would be great to be able to generate that report without it!

      K
      kh-lschutte
      February 7, 2020
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