Reporting on Target Account Reach & Engagement within Salesforce

Dorothy Milazzo

Hello Revheads,

We do most of our reporting out of Salesforce as it's just easiest for visibility. One metric I couldn't figure out how to get into Salesforce would be the numbers for how many accounts we're reaching & engaging with for our campaigns.

I have that as a segment in Salesforce and could push the segment name in, to get the reach number but that doesn't capture how many engaged. And even if I pulled in the reach number via the 6sense segment name, it would only report on accounts that exist in Salesforce.

Any ideas or suggestions?

Thanks,

Dorothy

Brandon McBride

Hi @Dorothy Milazzo! If you have the orchestrations package or are part of the workflows beta, you could automate the addition of those accounts into Salesforce.

I'd investigate the discrepancy between what's in your CRM vs. what's not to see if it's a viable solution. Operations might not be fond of the idea of adding accounts because they were served an ad, but if they're in your ICP and you're targeting them for a purpose then they have a valid reason to be in your systems.

If you don't have those options available, you could also approach it manually.

Josh Holzhaeuser

Hi @Dorothy Milazzo, here are a few options I can think of off the top of my head:

1) Creating a segment that defines your TAM (yes, this would mean you'd need a more complete list of your companies TAM accounts in SFDC, which may be a challenging exercise.)

2) If that's a tall order, you could also create a segment in 6sense that excludes accounts you know are outside of your addressable market and use that "exclusion-segment" to report on reach & engagement, using the engagement report in 6sense. This way you'd not be limited to what is in SFDC.

3) A third approach could be to use a segment that only includes accounts in consideration onward (i.e. they've shown some level company-specific intent). You still may need/want to exclude some accounts with this approach but it is another way to identify more qualified in-market accounts whether or not they are in SFDC.

You could also do a combination of #2 & #3. If the reporting needs to be in SFDC, then you may have no other option but #1. I hope this is helpful!

Paul Osmond

I know we just opened a ReportingHQ neighborhood here in RevCity with some guidelines on how to leverage some of the platform 6sense reports for data for what feels like your request - you may be able to see some methods there that will help you!

Kimberly Conklin

@Dorothy Milazzo Linking ReportingHQ here!

Dorothy Milazzo

Thank you everyone!