Out of the Box Configuration
Below are the pre-defined account lists that Engagio provides out-of-the-box. These lists may be deleted if they’re not interesting, but it is not possible to modify them. If you wish to create a modified version of one of the pre-defined account lists, you can do this by defining an appropriate Salesforce Report and creating an account list linked to that report.
Every account we've synced from your CRM
Accounts with Open Opportunities
Every account that has an open opportunity
Highly Engaged Accounts with No Open Opportunity
The top 10% of accounts, ranked by last 3 months engagement, that have no open opportunity and at least 1 minute of engagement in the last 3 months.
Every account that either:
- Has a Closed/Won opportunity; or,
- Has a Type that contains the word Customer, Partner, or Client, but does not contain Former or start with Ex-.
MQAs with No Follow Up
Every account that is in the MQA status but has 0 sales touches in the last 14 days. “Sales touches” are defined as Task, Event, Inbound Email, and Meeting Attendance (plus Sales Email related events from Marketo, if applicable)
We have created some out of the box filters to address some use cases that we think will help get you started! You can access these filters directly from within Orchestrator by selecting "Filters" and then searching by "System" owner.
Accounts with No Open Opportunities and No Sales Touches:
This is a good filter to apply to your Top Tier Account List. We hope that Top Tier Accounts will have active Sales Engagement and/or Open Opportunities, and this is a good way to figure out if they do!
Accounts with Open Opps:
It is wise to avoid over-communicating with accounts that have open opportunities. This is a good filter to use as a suppression list of Accounts for your all of your Marketing Campaigns.
Accounts with No Engagement:
It is important to keep your target accounts engaged and to identify if they no longer are. You can apply this filter to your Top Tier Account list to get an idea of whether or not your target accounts have engaged with you in the past 3 months.
Account is MQA with No Sales Touches in the Past 14 Days:
When an account becomes an MQA, it is important for sales to keep the conversation going! You can use this filter for automated alerts that go to the Account Owner when accounts have become marketing qualified but have no sales touches in the past 2 weeks.
Accounts with Closed Lost Opportunity:
Reactivate accounts that you previously lost but may have a second chance! Use this filter to find accounts where you have lost an opportunity over 3 months ago but the account has shown recent engagement. They may be interested again!
Engaged People at Accounts with Closed Lost Opportunity Before 90 Days Ago with Recent Engagement:
Use this filter to find who the specific people are who have shown recent engagement at the accounts you found using the Accounts with Closed Lost Opportunity filter above.
Ever wonder what the people at your target accounts were up to yesterday? Use this filter with a report to give sales access to the activity history from people at their target accounts, delivered directly to their inbox each morning to use as a starting point for each day.
Yesterday's Marketing Activity:
Ever wonder what marketing is up to? Use this filter to give sales visibility into what marketing was up to yesterday with their accounts.
Salesforce Custom Fields
While we have a few fields in Salesforce we like to populate by default such as "Engagement Minutes (3 mo.)", we can summarize the engagement happening with your accounts and people in many cool ways. We've pre-seeded some "custom fields" that you can map to Salesforce if you'd like.
How to map a custom field:
Step 1: Create a custom number or date field on the account, lead, or contact in Salesforce that corresponds to the insight you'd like to add.
Step 2: Head over to the Custom Fields Admin page, click Refresh Fields in the top right of the page.
Step 3: Edit the insight you'd like to use, and specify your newly created SFDC fields
Step 4: Each night, we'll populate these custom fields as part of your nightly sync.
Additional Custom Fields Available Out of the Box:
Sales Touches (14 days) - Count of sales activities (tasks, events, inbound emails, meetings) in the past 14 days.
Marketing Engagement (30 days) - Number of engagement minutes from Marketing activities in the past 30 days (Web page visits, form fills, etc.)
Sales Engagement (30 days) - Number of engagement minutes from Marketing activities in the past 30 days (tasks, events, inbound emails, meetings)
Date of Last Inbound Email - Last date an inbound email was detected from this account (must have inbox connected to Engagio)
Date of Last Meeting - Last date a calendar meeting was detected from this account (must have inbox connected to Engagio)
Date of Last Activity Logged - Last date an activity was logged to the account or a lead or contact that is associated with the account.
Date of Last Web Activity - Last date a known (cookied) or unknown page visit occurred with this account.