Can sellers see more than 180 days of activity in Sales Intelligence/iFrame?

Ami Arad

Unfortunately, no. Whether using the standalone web app or the iFrame, salespeople can only see the last 180 days of marketing and sales activity. However, anything a seller might need to know in some edge case does still exist in the source systems (MAP for Marketing activities, CRM for activities the seller did). So, if a seller needs to find an email or a meeting that happened 200 days ago, it’s all still in CRM or their email. It hasn’t been erased; it’s just not surfaced in the 6s iFrame. For Marketing activities, if they really need to know if someone attended a webinar 9 months ago, or clicked on an outbound email campaign a year ago, it's in the MAP, and MOPS can retrieve that information for them.

While it's never fun to tell a user that they can't do something they want to do, 6 months is an eternity in a sales cycle these days! Let's look at three different sales cycles:

Scenario 1: There is no active sales cycle. With all due respect, anything that happened over 6 months ago probably has no bearing on a seller's ability to open an opportunity today. In theory, could you follow up with someone that attended a webinar 8 months ago? Sure, you could. Are they likely to even remember it? Probably not. You're better off finding something that indicates recent intent, or finding someone else to reach out to.

Scenario 2: There is an active sales cycle, it's long, but stable (the stakeholders are mostly the same). Again, anything that happened 180 days ago may be interesting, but is it useful or necessary for the evaluation you're in? Presumably, you're either already talking to the right people, or you're trying. If there's an email from 9 months ago you sent to someone, you have it in your Outbox, CRM, or both.

Scenario 3: There is an active sales cycle and it's crazy! Stakeholders are coming and going, there's employee turnover, constantly changing priorities, timelines, etc. Well, if that's the case, then anything that happened 180 days ago is even less relevant. With intense change, does it matter what keywords someone researched 7 months ago? Or a marketing email someone clicked on 9 months ago?

I would never say that a salesperson never needs to see something that happened 181+ days ago, but every revenue moment decays just a little bit with each passing day. If there is a legitimate need to find out about a Marketing or Sales activity that is older than 180 days, the data should still be in the source system (MAP or CRM) even if it's not in the 6sense UI.