Engagio Reports enable you to send batch reports out to your marketing and sales teams on a scheduled basis. Here are a few examples of Reports that we think you might find helpful to set up in your instance. 

Please note that though we tried to be as general as possible you may have more specific ways (custom fields, etc.) you track things that would require you to adjust these examples as necessary. 

Reports to help your Sales team...    

I like to think that salespeople generally care about two things...creating pipeline and closing deals. Here are three reports that should help them do just that.

1. Create Pipeline - Most Engaged Executives 

CXOs, VPs, and Directors with marketing engagement yesterday and no sales touches this week in Non-Opp Accounts

Member Type

Selector

  1. Here we want to look for higher level people (CXO, VP, Director). You will have this Role field out of the box with Engagio and in general it is a great way of filtering out Leads/Contacts that either don’t have a job title or have a title that isn’t helpful to sell to. 

  2. We then want to find these Executives that have activity in the past day. We do this by adding a “Filter” and selecting “Relationship” to find “People with Activities…” This lets us now add activity fields to more specifically look for just “marketing” engagements with an Activity Date in the past day.

  3. Next, we want to filter out any people that have had any sort of “Sales Engagement” in the past 7 days so the AEs don’t see people in the report that they have already followed up with.

  4. Finally we want to filter out Open Opportunities. We can do this by using two “Relationships.” First, we will find the “People with Accounts…” Relationship. Inside that Relationship we will add a second Relationship, “Accounts with Opportunities…” We will need to modify the header of the second Relationship to “No Opportunities” rather than “Any Opportunities” since we want to find People with Accounts that have No Opportunities that are Open. We account for that last condition by using the standard Salesforce field “Is Closed” and set it to “False.”

Layout

In the Layout we will display the the Account Name the Full Name, Title, and (person’s) Engagement Minutes (7 Days) of the Executive. We will sort in descending order based on the person’s Engagement Minutes (7 Days). In other words, show the person with the most engagement first, the second most engaged person second, and so on. Finally, I kept the Max Rows at 10, which is the default, but you can increase as needed if you get feedback that your sales team would like to see more people directly in the email. Remember that the Max Rows only limits how many records (people in this Report) will show inline within the email itself and you can always click on the “see full report..” link at the bottom of the email to see all the people that qualify.

Subscription

Finally, let’s set up a Personalized Subscription to send to our Sales team. I always like to send myself a quick sample to double-check that everything looks correct before saving the Subscription. I can do this by clicking the “Send Now” button and selecting one of the Account Owner Lists.

After I send myself a One-Time Report I am ready to create the Personalized Subscription for this Report. As a reminder, this will create a subscription for each “Owner” in Engagio and automatically apply their list as a filter so they only see the records (people in this Report) that are most relevant to them.

2. Create Pipeline - Closed Lost Opp Engagement

Accounts with a Closed Lost Opp more than 3 months ago with recent Engagement but no sales touches

Member Type

Selector

  1. This helps ensure that the Accounts that are engaging have a more substantial amount of Engagement. 

  2. Let’s make sure we only surface the Accounts that Sales hasn’t followed up with recently

  3. Here we add a Relationship to find the Accounts with Closed Lost Opps. We will first add the “Accounts with Opportunities…” Relationship and then add our filters. (Note: The “Type” = “New Business” is specific to Engagio’s sales process and your filters to find Closed Lost opps may differ). 

  4. Finally let’s ensure that we exclude any Accounts that have an Open Opportunity so this list can be focused on creating pipeline.

Subscription

Finally, let’s set up a Personalized Subscription to send to our Sales team. I always like to send myself a quick sample to double-check that everything looks correct before saving the Subscription. I can do this by clicking the “Send Now” button and selecting one of the Account Owner Lists.

After I send myself a One-Time Report I am ready to create the Personalized Subscription for this Report. As a reminder, this will create a subscription for each “Owner” in Engagio and automatically apply their list as a filter so they only see the records (people in this Report) that are most relevant to them.

3. Close Deals - Cold Opp Report

Open Opportunities with marketing Engagement yesterday but no Sales Touches in the last two weeks. 

Member Type

Selector

  1. Is Closed = False is a great way to find Open Opportunities. 

  2. Here we want to look for Marketing Engagement in the past day.

  3. Finally, we want to filter out any Opps with Sales Engagement in the past 14 days.

Layout

In the Layout we will display the Opportunity Name, Stage, Close Date, Account Sales Touches (14 Days), and Engagement Minutes (7 Days). We will sort by the Opportunities with the most Account Engagement Minutes (7 Days) and show a Maximum of 10 rows in the email. 

Subscription

Finally, let’s set up a Personalized Subscription to send to our Sales team. I always like to send myself a quick sample to double-check that everything looks correct before saving the Subscription. I can do this by clicking the “Send Now” button and selecting one of the Account Owner Lists.

After I send myself a One-Time Report I am ready to create the Global Subscription for this Report. As a reminder, this will create a subscription for each “Owner” in Engagio and automatically apply their list as a filter so they only see the records (people in this Report) that are most relevant to them.

4. Close Deals - Warm Opp Report

Marketing Activity yesterday from People in my Open Opportunities with Close Dates in the next 90 days

Member Type

Selector

  1. Just look for engagement that has been tagged as Marketing

  2. The activity happened yesterday…

  3. The activities came from accounts, those accounts have opportunities that are Open and have a Close Date in the next 3 months.

Layout 

In the Layout we will include the (account) Name, (person) Full Name, Title, (activity) Category, Details, and Engagement Minutes for each activity record. Since the same person might have performed multiple activities in a day, we will first sort by Full Name ascending (so the same person’s activity are all grouped together) and then Engagement Minutes descending so that for each person, the record with the most engagement minute value will show first.

Subscription

Finally, let’s set up a Personalized Subscription to send to our Sales team. I always like to send myself a quick sample to double-check that everything looks correct before saving the Subscription. I can do this by clicking the “Send Now” button and selecting one of the Account Owner Lists.

After I send myself a One-Time Report I am ready to create the Personalized Subscription for this Report. As a reminder, this will create a subscription for each “Owner” in Engagio and automatically apply their list as a filter so they only see the records (people in this Report) that are most relevant to them.