Salesforce - Revenue Impact Dashboard

Revenue Impact Dashboard is aimed towards providing the marketers a view into what revenue impact webinars/events with Virtual Pro deliver to them while giving them actionable metrics that can help accelerate their sales journey. 

This is powered by data from your Salesforce, giving a simple yet powerful view of the revenue impact of webinars/events run by you.

How to connect Salesforce to Virtual Pro?

Steps to Integrate Salesforce from Integration Tab: How to connect Salesforce with Virtual Pro

Once Salesforce integration is complete, the sync with Salesforce for Revenue Impact dashboard will start. 

Salesforce already connected to Virtual Pro - what’s next?
 

If you had setup your Salesforce before Revenue Impact Dashboard was released, follow below steps:

Step 1: Click on the Settings icon on the Salesforce tab. 

Step 2: A right side panel will appear with a toggle to allow access to the data to be read for the revenue impact dashboard. Toggle it on.

Step 3: A pop up asking for permission to read the data is shown. Accept the same.

Step 4: Once accepted, the sync with Salesforce will begin.

Step 5: Click on Go to Revenue Impact Dashboard to access the dashboard.

Metrics definitions: 

What is Virtual Pro Touched?

Any existing or new prospect present or created in Salesforce, will be considered to be touched by Virtual Pro, if they attend one or more events with Hubilo.

What is Virtual Pro Sourced?

Sourced Leads - Any new lead in Salesforce who attends one or more events with Virtual Pro & has the LeadSource == Virtual Pro

 

Sourced Opportunities -  An opportunity whose linked contact in Salesforce attends one or more events with Virtual Pro & has the LeadSource == Virtual Pro
Also, any sourced lead converted to opportunity will also be called a sourced opportunity.

 

Sourced Closed Won - Any sourced opportunity, which gets converted to a closed won deal will be called influenced closed won.

What is Virtual Pro Influenced?

Influenced Leads - Any existing lead in Salesforce, who attends one or more events with Hubilo.

Influenced Opportunities - Any existing opportunity in Salesforce, whose linked contact(s) attend one or more events with Hubilo. 
Also, any influenced lead converted to opportunity will also be called a influenced opportunity.

Influenced Closed - Won Any influenced opportunity, which gets converted to a closed won deal will be called influenced closed won.

Revenue Impact Dashboard walk through:

Revenue Impact Dashboard can be accessed by logging in to the dashboard. It consists of three main sections:

1. Overview: Our dashboard provides an extensive look at your generated or influenced pipeline, breaking down opportunities stage-by-stage and offering an in-depth view of closed-won deals. We also provide a list of leads we've engaged with, arming you with the data you need to devise effective strategies.
    
2. Event-wise Breakup: In this section, marketers can analyze the impact on a per-event basis. It provides insights into metrics such as attendance, registrations, revenue, and costs for each event. Furthermore, it gives the value for ROI basis the cost & opportunities. Marketers can identify which events deliver the best ROI, guiding future event planning and strategy. 
    
3. Hidden Revenue Unlocked: This section shows comparative metrics, which show the impact of touchpoints through Virtual Pro, comparing them to prospects not touched by Virtual Pro at all.

These three sections of the Revenue impact dashboard helps marketers gain a thorough understanding of their returns, from an overall view to event-specific details and hidden revenue unlocked by Hubilo.

Overview:

This section gives a comprehensive view of the leads/pipeline/deals that are sourced through/influenced by Hubilo. 

The data is populated based on the date range selected on top, which filters the impacted leads/pipeline/deals whose touchpoint date falls in that date range.

It is divided into multiple sections:

Overall Funnel

The funnel view for tracking the number of prospects through each step, from left to right, within Virtual Pro, is structured as follows:

1. Registrants - This section displays the number of users who have registered for a webinar or event hosted with Hubilo. This is subject to selected date range.
    
2. Attendees - This section displays the number of users who have attended a webinar or event hosted with Hubilo. This is subject to selected date range.
    
3. Leads - This section represents the # of leads sourced through or influenced by Hubilo. The leads are categorized into sourced and influenced leads by hovering on them. This is subject to selected date range.
    
4. Opportunities - The section shows. the # & $ value of opportunities sourced through or influenced by Hubilo. Hovering over the data provides a breakdown of sourced and influenced opportunities. This is subject to selected date range.
    
5. Closed Won - This section shows the # & $ value of opportunities that are successfully converted to won deals. Hovering over the data provides a breakdown of sourced and influenced deals. This is subject to selected date range.

In cases where data is unavailable for certain steps of the funnel, it will be displayed as zero, ensuring a complete and consistent view of the funnel progression.

Opportunities & Closed Won

This section covers the details of all opportunities/closed won impacted by Hubilo.

All time pipeline:

This section shows both the $ value and number (#) of opportunities that were either sourced or influenced by the Virtual Pro touchpoint ever. 

It is further broken down into sourced and influenced opportunities.

This is subject to selected date range & applied filters.

Closed Won & Closed Lost widgets:

• Closed Won - This section shows the # & $ value of opportunities that are successfully converted to won deals. 
   
• Closed Lost - This section shows the # & $ value of opportunities that are converted to closed lost opportunities. 

This is subject to selected date range & applied filters.

Stagewise breakdown of opportunities:

The graph shows only the open opportunities sourced through/influenced by Hubilo. Each stage in the connected Salesforce account is represented here. Switching b/w sourced & influenced is allowed.

This is subject to selected date range & applied filters.

Top Opportunities:

The list shows only the open opportunities sourced through/influenced by Hubilo. The below fields are in the list:

1. Opportunity Name
2. Account
3. $ Value
4. Opportunity Stage
5. Touchpoint (Sourced/Influenced)
6. Closing on
7. Opportunity Type

The table can be sorted on different columns, and can be downloaded/exported.

This is subject to selected date range & applied filters.

Top Closed Won:

The list shows the closed won deals sourced through/influenced by Hubilo. The below fields are in the list:

1. Opportunity Name
2. Account
3. $ Value
4. Touchpoint (Sourced/Influenced)
5. Creation Date
6. Closing On
7. Opportunity Type

The table can be sorted on different columns, and can be downloaded/exported.

This is subject to selected date range & applied filters.

Filters for Opportunities & Closed Won:

In addition to the page-level date filter, there are additional filters on event (event type or individual events), industry, account & geography (country) that can be applied.

Leads:

Total Leads in different status:

The graph shows only the open leads sourced through/influenced by Hubilo. Each status in the connected Salesforce account is represented here. Switching b/w sourced & influenced is allowed.

This is subject to selected date range & applied filters.

Leads list:

The list shows the open leads sourced through/influenced by Hubilo. The below fields are in the list:

1. Name
2. Email ID
3. Lead Status
4. Creation Date
5. Lead Source

The table can be sorted on different columns, and can be downloaded/exported. This is subject to selected date range & applied filters.

Filters for Leads:
In addition to the page-level date filter, there is an additional filter on events (event type or individual events) that can be applied.

Event-wise breakup:

This section gives an event-wise breakup of the leads/pipeline/deals that are sourced through/influenced by Hubilo. 

The data is populated based on the date range selected on top, which filters the webinars/events which fall within or overlap with that date range.

There is an overview of all events on the top with the following events:

1. Total Events.
2. Registrations - Count of all the registrations in webinars/events with Hubilo.
3. Attendees - Count of all the attendees in webinars/events with Hubilo.
4. $ cost = Attendee credits / add-on costs are added. Add your other costs too for an accurate ROI calculation.
5. ROI = Ratio of $ value of opportunities to $ value of cost
6. Total Leads = Count of all the leads sourced through/influenced by Hubilo.
7. Total pipeline $ (#) = $ value & count of all the opportunities sourced through/influenced by Hubilo.
8. Total Closed Won $ (#) = $ value & count of all the closed won deals sourced through/influenced by Hubilo.

Event-wise summary:

This data is broken into event level data shown as a table with the following columns:

1. Event Name - This is the name of the event
2. Event Date - This is the start date of the event
3. Registration #: Number of registrations for that event
4. Attendees #: Number of attendees for that event
5. Cost $:  Attendee credits / add-on costs for that event. Other costs can be added manually.
6. ROI (Opportunities to cost): Calculated as the ratio of opportunity value to cost for that event
7. Leads #: Count of the leads sourced through/influenced by Virtual Pro for that event
8. Pipeline $ (#): $ value & count of all the opportunities sourced through/influenced by Virtual Pro for that event
9. Closed won $ (#): $ value & count of all the closed won deals sourced through/influenced by Virtual Pro for that event

The table can be sorted on different columns, and can be downloaded/exported. This is subject to selected date range & applied filters.

Virtual Pro impact metrics (Hidden revenue unlocked)

This section demonstrates how the impact with Virtual Pro leads to better conversion rates and accelerates the journey through the sales funnel.

The data is populated based on the date range selected on top, which filters the impacted leads/pipeline/deals whose touchpoint date falls in that date range.

Velocity Impact

This section shows the impact of Virtual Pro touchpoint in the velocity of movement through the various stages in the sales lifecycle.

1. Lead to Opportunity: This metric shows the velocity of conversion of a lead to an opportunity.
2. Opportunity Stage Change: This metric shows the velocity of movement through the opportunity stages.
3. Opportunity to Closed-Won: This metric shows the velocity of conversion of an opportunity to a closed won deal.

Win Rate Impact:

This section shows the impact of Virtual Pro in the rate of conversion through the various stages in the sales lifecycle.

1. Lead to Opportunity %: This metric shows the conversion % of leads to opportunities.
2. Opportunity to Closed-Won %: This metric shows the conversion % of opportunities to closed won deals.
3. Opportunity to Closed-Lost %: This metric shows the conversion % of opportunities to closed lost opportunities.

Syncing with Salesforce

The last time of syncing of data is shown across the revenue impact dashboard.

First time sync

Once the user sets up the Salesforce integration or switches on the toggle for Salesforce data sync for the revenue impact dashboard for the first time, the data from Salesforce is read & processed.

Once it is ready, it will be available on the Revenue Impact Dashboard.

Automated regular sync

The data is refreshed periodically, fresh data is pulled from Salesforce every 24 hours. 

Only the different data is taken and updated on Salesforce to minimize the API calls made to your Salesforce account.

Manual sync

In case if an urgent update of data is required, there is an option to sync manually.

This is available only once every 2 hours, to avoid a huge number of API calls to your Salesforce. 

Steps are as follows:

Step 1: Click on the Settings icon on the Salesforce tab. 

Step 2: A right side panel will appear with a CTA “Sync Now”. Click on it to initiate a sync.

Switching off the sync

In a particular scenario, if you wish to switch off the data sync with Salesforce, follow these steps:

Step 1: Click on the Settings icon on the Salesforce tab. 

Step 2: A right side panel will appear with a toggle to allow access to the data to be read for the revenue impact dashboard. Turn the toggle off.

Step 3: A pop up asking for confirmation is shown. Click on Confirm.

Step 4: Your data will no longer be read or synced with Salesforce.