Table of Contents

CaliberMind Metrics Definition

Cathy Funderburg Updated by Cathy Funderburg

General Definitions Found on Dashboards within the CaliberMind App.

Attribution

"Sourced"

Attribution on touches occurring prior to Opportunity creation. If webinar registrant watches the webinar and then has a sales demo leading to a new customer-- the Webinar Campaign was one of the sourcing touches on an Opportunity.

Effectiveness

# Accounts with touches having attribution/ # Accounts with touches

So if a campaign sourced or influenced companies tied to 3 out of 11 touches, but 2 of the touches were from the same company -- it'd have an effectiveness of 30%. 

"Influenced"

Attribution on touches occurring after to Opportunity creation. If a sales demo occurs and then finds an ebook in LinkedIn via a promoted post-- the eBook would have influenced the opportunity, but not sourced it.

Companies Engaged

Companies Engaged

Any account with an inbound engagement in the time period selected

New Engaged Companies

Any account with an inbound engagement in the time period that didn’t have an inbound touch in the prior year.

People Engaged

Leads and Contacts with an inbound engagement in the time period selected 

Engaged Score 

Engaged Score based on the default scoring model with a look-back period of 365 days.

See default scoring model: https://docs.calibermind.com/article/m6vv2e76z0-default-scoring-logic

Last Engaged

Date of last inbound engagement by Lead or Contact

Top Engaging Channels

Number of engaged accounts with a first touch associated with the channel in the time period

See standard channel logic: https://docs.calibermind.com/article/n5ml97rcov-standard-channel-logic

Top Engaging Campaigns 

Number of engaged accounts with a first touch associated with the campaign in the time period selected. 

Marketing Qualified Account

Qualified Companies

Qualified Companies

Accounts with MQA date in the time selected based on CRM data mapping or CaliberMind's qualification score

Summary 

Influenced: Percentage of qualified accounts in the time period selected that were previously touched by marketing

Average Days from Engaged to Qualified

Days from first inbound engagement (within one year from the time period selected) to MQA date 

Qualifying Channel 

Channel of the last inbound touch before MQA 

Qualifying Campaign

Campaign of the last inbound touch before MQA 

Top New Qualifying Channels

Number of qualified accounts in the time period selected with a last touch before MQA  associated with the channel. See standard channel logic: https://docs.calibermind.com/article/n5ml97rcov-standard-channel-logic

Top New Qualifying Campaigns

Number of qualified accounts in the time period selected with a last touch before MQA  associated with the campaign

Pipeline

Pipeline

Number and size of opportunities sourced (marketing touch pre-opp) and/ or influenced (marketing touch post-opp) in the time period selected 

Days to Opp

Days from MQA to Opportunity Creation date

Sourcing Channel 

Channel of the last inbound touch before Opportunity creation date

Sourcing Campaign

Campaign of the last inbound touch before Opportunity creation date

Sourced Opportunities

Opportunities with any inbound touch before opportunity creation date

Sourced Pipeline 

The dollar value of inbound touches of the sourced Opportunity, as determined by the attribution model selected (W-shaped by default) 

Influenced Opportunities

Opportunities with any inbound touch after opportunity creation date

Influenced Pipeline

The dollar value of inbound touches of the influenced Opportunity, as determined by the attribution model selected (W-shaped by default) 

Effectiveness 

How effective a campaign/ channel is in converting engaged accounts to opportunities 

Contributed Revenue 

Closing Channel

Channel of the last inbound touch before Closed/ Won date

Closing Campaign

Campaign of the last inbound touch before Closed/ Won date

Sourced Revenue

The Closed/ Won dollar value of inbound touches of the sourced Opportunity, as determined by the attribution model selected (W-shaped by default) 

Influenced Revenue

The Closed/ Won dollar value of inbound touches of the influenced Opportunity, as determined by the attribution model selected (W-shaped by default) 

Effectiveness 

How effective a campaign/ channel is in converting open opportunities to Closed/Won

How did we do?

Using Account Lists in Dashboards

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