Table of Contents

Sales Opportunity Data Model

Sales Opportunity Data Model

Using the Sales Opportunity Data Model, you can perform simple reporting using tables that will look familiar to Salesforce customers.

Sample CaliberMind Sales Opportunity Data Model

Person List, Campaign List, Account List

Many of our customers have very specific business rules or filtering criteria that they need to apply into reports. This can be done through the use of lists. To learn more about CaliberMind's List Builder, click here.

Company Stats

In CaliberMind, the company object is similar to Salesforce's account object in that it represents one company. However, this object is more inclusive because it includes records for leads that have not yet been formally joined in the account object.

CompanyStats includes all records from the company table with some useful summary information about each record like revenue and overall engagement.

column_name

data_type

description

abm_ordinal

INT64

An ordinal number that corresponds with each ABM_stage field for sorting and reporing purposes.

abm_stage

STRING

The current lifecycle stage of the company.

account_created_date

DATE

The date that the account/company was first created

account_engagement

STRING

A categorical classification of the accounts current engagement level with 0 being the lowest and 4 being the most engaged.

account_fit

FLOAT64

This is a percentile rank of this company's Ideal Customer Profile score.

account_initial_value

INT64

The initial estimated opportunity revenue for the account/company - first opp created

account_ltv

INT64

The lifetime-value of the account/company

account_ltv_lost

INT64

The lifetime-value of the account/company - lost opportunities only

account_region

STRING

The standardized/logic-based region of the account/company

account_score

FLOAT64

The account/company engagement score as of today

account_score1

FLOAT64

The account/company engagement score yesterday

account_score30

FLOAT64

The account/company engagement score 30-days before today

account_score7

FLOAT64

The account/company engagement score 7 days before today

account_score_change_day

FLOAT64

The account/company engagement score change one day ago from today (day-over-day)

account_score_change_month

FLOAT64

The account/company engagement score change one month ago from today (month-over-month)

account_score_change_week

FLOAT64

The account/company engagement score change one week ago from today (week-over-week)

account_score_index

FLOAT64

The account/company engagement score index as of today - among all accounts, ranked 0-100

account_segment

STRING

The standardized/logic-based segment category of the account/company

account_status

STRING

The standardized/logic-based status of the account/company

account_subregion

STRING

The standardized/logic-based subregion of the account/company

account_tier

STRING

The standardized/logic-based tier grouping of the account/company

account_type

STRING

The type category of the account/company

amount_won

STRING

This is the total sum of opportunity amount from won opportunities.

avg_engagement

FLOAT64

This average level of engagement for this company/account.

city

STRING

The city that the account/company is located

company_id

STRING

The primary ID key for account/company, maps from account/company ID from CRM

company_name

STRING

The name of the account/company

contacts

INT64

The total number of contacts associated with the account/company

converting_campaign

STRING

This is the name of the campaign someone touched just before the account converted to a customer.

converting_touch

STRING

This is the name of the specific event or touch someone interacted with just before the account converted to a customer.

converting_type

STRING

This is the campaign type from the campaign someone touched just before the account converted to a customer.

country

STRING

The country that the account/company is located

customer_date

DATE

The date that the account/company first became a customer due to a won opportunity

customer_initial_value

INT64

The initial estimated opportunity revenue for the account/company - first opp created - customers only

customer_ltv

INT64

The lifetime-value of the account/company - customers only

customer_status

STRING

The standardized/logic-based status of the account/company

forecast_next_close

DATE

What is the next forecasted close date on open opportunities associated with this company

industry_group

STRING

The standardized industry grouping based on the company record industry field

industry_short

STRING

The standardized industry based on the company record industry field

is_aware

BOOL

True /False field indicating whether the average engagement level if over 0

is_churned

BOOL

Whether or not the account/company is churned - true or false

is_customer_comp

BOOL

Whether or not the account/company is a customer - true or false

is_engaged

BOOL

True / False field whether the average engagement is over 5

is_mqa

BOOL

Whether or not the account/company is a Marketing Qualified Account - true or false

is_recycle

BOOL

Whether or not the account/company has been recycled - true or false

last_lost_opp

DATE

The date of the most recent opportunity which was closed/lost

lead_created_date

DATE

The date that the first lead/contact associated with the company/account was created

mqa_date

DATE

The date that the account/company became a Marketing Qualified Account

object_type

STRING

The type of object associated with the company - whether an account/company or lead

opening_campaign

STRING

The event campaign name of the first touch by a person/individual with the account/company

opening_touch

STRING

The ID of the first touch by a person/individual with this account/company

opening_touch_date

DATE

The event date of the first touch by a person/individual with the account/company

opening_type

STRING

The event type of the first touch by a person/individual with the account/company

opps_lost

INT64

Total number of lost opps associated with the account/company

opps_open

INT64

Total number of open opps associated with the account/company

opps_won

INT64

Total number of won opps associated with the account/company

owner

STRING

The name of the user that is the owner of the account/company

owner_active

BOOL

Whether or not the user that is owner of the account/company is active - true or false

pipeline

INT64

The sum of amount from all opportunities created by this account/company

recycle_date

DATE

The date that the company/account was recycled

state

STRING

The state that the account/company is located

street

STRING

The street address of the account/company

was_mqa

BOOL

Whether or not the account/company was previously a Marketing Qualified Account

website

STRING

The account/company website, mapped from the CRM system (ex. salesforce.account.website)

winning_campaign

STRING

The campaign name of the event immediately prior to the account/company becoming closed/won

Person Table

A person in CaliberMind is any known user with an email address. This can be a lead or a contact from Salesforce and is combined in one table.

column_name

data_type

description

company_id

STRING

The primary ID key for account/company, maps from account/company ID from CRM

created_date

TIMESTAMP

The date that the person record was initially created

department

STRING

The standardized department of the person/individual within their organization

email

STRING

The email address of the person/individual

first_name

STRING

The first name of the individual

id

STRING

primary key for person record, maps from lead or company ID from CRM

is_orphan

BOOL

Whether or not the individual is assocaited with an account/company - true or false

job_level

STRING

The standardized job-level of the person/individual based on title

last_modified_date

TIMESTAMP

The last date that the record was modified

last_name

STRING

The last name of the individual

name

STRING

The full name of the individual

person_owner_name

STRING

The name of the user that is the owner of the lead record

person_owner_role

STRING

The CRM role of the user that is the owner of the person record

title

STRING

The job title of the individual

title_clean

STRING

The job title of the individual, stripped of any special characters (@&,.)

Opportunity

This table is effectively the same as the opportunity table available in Salesforce, but it has additional useful information for analysis.

column_name

data_type

description

close_order

INT64

This is the sequential counter of all opportunities under this account, sorted by close date. This includes both won and lost opportunities.

cm_amount

FLOAT64

The total amount (annual) of the opportunity

cm_campaign_id

STRING

The primary ID key for the campaign, maps from the connected system's campaign data

cm_close_date

DATE

The date that the opportunity was closed

cm_company_id

STRING

The primary ID key for account/company, maps from account/company ID from CRM

cm_created_date

DATE

The date that the opportunity was created

cm_is_closed

BOOL

Whether or not the opportunity has been closed - true or false

cm_is_deleted

BOOL

Whether or not the opportunity has been deleted - true or false

cm_is_won

BOOL

Whether or not the opportunity has been won - true or false

cm_name

STRING

The name of the opportunity

cm_probability

FLOAT64

The probability of the opportunity becoming won

cm_stage

STRING

This is the opportunity stage, as provided by the SalesForce record.

cm_type

STRING

The type of opportunity

cm_weighted_amount

FLOAT64

The amount multiplied by the probability field.

created_order

INT64

This is the sequential order of opportunities under the same account, sorted by their created date.

forecast_category

STRING

This classifies each sales opportunity in terms of the salesperson's confidence in winning the deal in a given period the opportunity into a category

lead_source

STRING

The originating source for the individual that initially caused the opportunity to be created

lead_source_group

STRING

A grouping of lead_source, usually Marketing or Sales

marketing_pipeline_eligible

BOOL

If true, this opportunity should be included in pipeline reporting

marketing_revenue_eligible

BOOL

If true, this opportunity should be included in revenue reporting

num_lost

INT64

This is the ordered sequenceof all lost opportunities under the same account, sorted by close date

num_open

INT64

This is the ordered sequence of all open opportunities under the same account, sorted by close date.

num_won

INT64

This is the ordered sequence of all won opportunities under the same account, sorted by close date.

owner_name

STRING

The record owner's user ID, mapped from the CRM system (ex: salesforce.lead.owner_id)

sales_unit

STRING

This is the categorization of each Sales unit responsible for the opportunity. This field is passed directly from SalesForce.

won_lost_open

STRING

Whether the opportunity has been won, lost, or is still open

won_order

INT64

This is the sequence of won opportunities for the same account, sorted by close date of won opportunities

How did we do?

How to Change Event Touch Scores

Engagement Scoring Time Decay - How It Works & How to Change It

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