Reporting & Dashboards

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Saima
Saima Posts: 60 6senser
edited December 2023 in 6th Street

Hi, it's Saima again 👋

Reporting & Dashboards are most definitely the #1 topic I get asked about by customers and prospects. When it comes to Reporting and Dashboards, you’ve got to remember 2 key guiding principles:

1.      Data culture is decision culture. The fundamental objective in collecting, analyzing and deploying data and analytics is to make better decisions.

2.      The best dashboards and metrics are the ones that are used by the revenue team, so they need to be accurate, relevant, timely and in-context, with metrics that are understood across marketing & sales

Our top line reporting at 6sense lives in SFDC – which is the source of truth for Marketing, Sales & CS. The dashboards are open to all, fostering transparency across the org, and provides a view of total pipeline for the company, not just Marketing Sourced pipeline. The data is real-time, and each number is put into context vs our annual plan, and color coded based on performance trends. We leverage a lot of 6sense fields and data points to get to the level of granularity we like to inspect by…and boy do we like to inspect. All metrics are filterable and drillable down to:

  • Deal Type 
  • Account GTM Segment 
  • Primary Source

Key areas of the dashboards are arranged by:

  • Leading indicators into pipeline creation (6QAs, S0, S1, S2 by month vs goal)
  • Conversion rates and velocity of progression from each of those stages to the next (color coded red/yellow/green)
  • Bookings Insights (by source, competitive/noncompetitive win rates, ASP)

 We have additional views that drill down into most of these metrics down to the team, geo and rep levels. We actively leverage 6sense reporting (Segment Performance, Funnel Insights) in the platform to further understand trends at the campaign level and see which combinations of activities are helping to drive reach, engagement and conversions in our ICP.

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Comments

  • Zack Hunter
    Zack Hunter Posts: 10 ✭✭✭✭

    Hi Saima-

    What's the best way to report on pipeline generated from 6QA accounts in salesforce? Would it be 6QA start date equals "this year?"

    I feel like using the checkbox of 6QA equals true could miss out on some pipeline as the accounts cycle in and out as the field changes.

    Thanks!

  • Saima
    Saima Posts: 60 6senser

    Hi @Zack Hunrer ,

    Thanks for your question! We report on pipeline generated this year based on the opportunity created date, or the date it became “qualified pipeline” which is a later stage for us. In order to track which opportunities were generated from 6QA accounts, we pass the 6QA checkbox & 6QA date on to the opportunity record at the time of opportunity creation. This ensures that even if an account falls out of 6QA over time, we captured and froze it when the opportunity was created so we can tell that the account was a 6QA at that time.

    This allows us to easily look at total pipeline and see what % of pipeline came from 6QAs, how the profile of those opps differs when it came from a 6QA vs not etc. Hope that helps!

  • bboisier
    bboisier Posts: 2 ✭✭✭✭

    Hi @Saima,

    This is great, thank you so much. I'm also getting a ton of insight from the deck you presented at Breakthrough.

    Couple questions: When building an accountability dashboard, I see you have reports for unworked 6QAs WoW. Do you also look at # of activities per 6QA or # of personas enrolled in cadences?

    Also, do you leverage the contact profile fit data, ie a report for # of contacts enrolled broken down by contact profile fit? Curious if the contact profile fit is something you emphasize.


    Thanks!

    Brian Boisier

  • Saima
    Saima Posts: 60 6senser

    Hi @bboisier ,

    Yes and Yes! We look at activities against 6QA as well as multithreading. We know based on our successfully converted and progressed 6QAs what the optimal number of activities (by BDR vs AE) and optimal number of contacts is, and base our inspection on "what good looks like". Contact fit is another important datapoint for us, and we leverage that information to determine which types of contacts to acquire and enrich against our 6QAs.

    Thanks!

  • Paulo Moreira
    Paulo Moreira Posts: 22 6senser

    @Sofia Silva this is the post I mentioned! Really value to understand what worked and contributing to the specific quarter or accounts success!

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