Revenue Influence & Pipeline Influence Dashboards

Qualified helps you grow pipeline and close deals. Review ready-made dashboards to learn exactly how much Qualified influences your Salesforce-tracked open opportunities and closed won revenue.

Viewing the Dashboards

The Revenue Influence and Pipeline Influence dashboards display the total value of opportunities that Qualified influenced. We recommend reviewing these dashboards together for a complete picture of how Qualified affects your pipeline.

To review these dashboards:

1. Log in to your Qualified admin account.
2. Click the Analytics icon.
3. Below Dashboards, click Revenue Influence or Pipeline Influence.

For Qualified to accept influence credit on either dashboard, a visitor’s interaction with Qualified must occur before an opportunity’s close date. The influence can happen, however, before or after the opportunity’s created date. The key differences between the dashboards are:

• The Revenue Influence dashboard includes closed won opportunities closed within a specific timeframe.
• The Pipeline Influence dashboard includes all opportunities created within a specific timeframe.

The Revenue Influence and Pipeline Influence dashboards include up to three different tiles with analytics. When you click one, a list of all opportunities included in that tile’s calculation appears below.

You can also click the column headers to sort the list or drag and drop them to reorder the columns. From the Session Report column, click Link to review which Qualified visitor sessions influenced that specific opportunity. Click the Arrow icon in the Salesforce Link column to open the opportunity record within Salesforce.

If your Revenue Influence and Pipeline Influence dashboards look different, your account might be displaying an older version. If so, reach out to your Qualified Success Architect for the updated analytics described below.

Understanding the Analytics

These dashboards query your Salesforce instance to identify which opportunities are associated with your website visitors. The associated Salesforce object type, account, and opportunities impact when influence is attributed to Qualified. Choose the attribution type that dictates which opportunities are included in a specific tile’s calculation.

In a tile’s top-right corner, click the Filter icon and select from Include Opportunities based on: 

Tile 1: Opportunities influenced by conversation with Leads or Contacts identified by Qualified

This tile displays the total number and sum value of opportunities where:

• A visitor interacted with the Qualified messenger (sent a message, responded to a question, or booked a meeting).
• If the visitor was not associated with an existing lead or contact when they interacted with the Qualified messenger, Qualified created a lead or the visitor was later identified, such as by clicking a tracked link within a Salesloft email.
• The visitor is associated with a new or existing opportunity.
• Depending on the option selected from Include Opportunities based on:
  • Account match: The contact or lead is associated with a new or existing opportunity.
  • Opportunity Contact Role match: The opportunity has a saved contact role from a visitor’s matched contact or from a Qualified-created lead that was converted to a contact.
  • Either: The contact or lead is associated with a new or existing opportunity and/or is added as a contact role on an opportunity.

Tile 2: Opportunities influenced by conversation with Leads created by Qualified

This tile displays the total number and sum value of opportunities where:

• A visitor not matched to a Salesforce record interacted with the Qualified messenger (sent a message, responded to a question, booked a meeting, or clicked a button).
• Qualified created a lead or the visitor was later identified, such as by clicking a link within a Salesloft email.
• Depending on the option selected from Include Opportunities based on:
  • Account match: The new contact or lead is associated with a new or existing opportunity.
  • Opportunity Contact Role match: The new lead is converted to a contact and then added as a contact role on a new or existing opportunity.
  • Either: The contact or lead is associated with a new or existing opportunity and/or is added as a contact role on an opportunity.

This tile is not visible if Qualified has never created leads in your Salesforce instance. If Qualified has created leads in your Salesforce instance but there are no opportunities due to your dashboard filters, the tile will display $0.

Tile 3: New Opportunities created by Leads created by Qualified

This tile displays the total number and sum value of opportunities where:

• A visitor not matched to a Salesforce record interacted with the Qualified messenger (sent a message, responded to a question, booked a meeting, or clicked a button).
• Qualified created a lead from that visitor.
• The new Qualified-created lead was directly converted into a new opportunity. (This does not include Qualified-created contacts that converted into new opportunities.)

The only available attribution option is Opportunity Contact Role match because this tile is about Qualified-created leads that convert into opportunities. When a Qualified-created lead is converted into an opportunity, that lead is automatically added as a contact role on the opportunity.

This tile is not visible if Qualified has never created leads that converted to an opportunity in your Salesforce instance. If Qualified has created leads in your Salesforce instance but there are no opportunities due to your dashboard filters, the tile will display $0.

Customizing Your Dashboards

There are several ways to narrow down which opportunities are included in your Revenue Influence and Pipeline Influence dashboards. 

Timeframe

You can specify which dates are used when searching for applicable opportunities. For example, you could review the last full quarter or your current quarter’s progress thus far.

In the top-right corner, click the dates to open a calendar and then select your interested dates. On the Revenue Influence dashboard, this searches for opportunities’ Close Date. On the Pipeline Influence dashboard, it searches using opportunities’ Created Date.

Creating Dashboard Filters

To apply filters that change which opportunities are used to calculate all three dashboard tiles:

1. Click the Analytics icon on the left. 
2. Click Revenue Influence or Pipeline Influence below Dashboards.
3. Click the Filter icon in the upper-right corner. A panel will appear where you can build different filters:
   

   Filter Type	Description
   Currency field to report on	Select the numeric Salesforce opportunity field used in the dashboard’s value calculations, such as Amount or Total Contract Value. This defaults to the Amount field.
   Opportunity type	If you want to understand Qualified’s influence on different sales motions, filter by the opportunity type field, like New Customer or Expansion.
   Maximum number of days before Opportunity created date in which a conversation occurred	Qualified only accepts influence credit when the visitor’s interaction with Qualified occurred during a defined time period. Pick the number of days before an opportunity was first created that Qualified should check for visitor interactions. By default, 90 days is applied.
   Opportunity status	On the Pipeline Influence dashboard, filter for opportunities in specific statuses, like Open or Closed/Open.
   Opportunity stages	On the Pipeline Influence dashboard, filter for opportunities in specific stages, like Discovery or Proposal.

4. When you’re finished creating filters, click Update.

Editing Individual Tiles

Both dashboards also allow you to edit individual tiles. Click the Filter icon in the upper-right corner on a tile to update its Title, Color, or apply a filter. There are two available filters:

• Select Lead Sources: Filter based on your Salesforce lead source field’s picklist. 
• Include Opportunities based on: Pick which Qualified attribution option is used.