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Connectors / Integrations
CaliberMind Connectors - Start Here!
Overview of Connectors
Adding Your First Connector
CaliberMind Connectors
How to Connect: Act-On
How To Connect: AdRoll / RollWorks
How to Connect: G2, Bombora, or 6sense
How to Connect: Google Ads [via FiveTran]
How To Connect: Google Analytics
How to Connect: Google Sheets
How To Connect: HubSpot
How to Connect: Klaviyo [via FiveTran]
How To Connect: LinkedIn Ads
How To Connect: Marketo
How To Connect: Microsoft Dynamics
How To Connect: Outreach
How to Connect: Pardot [via FiveTran]
How to Connect: Salesforce [via FiveTran]
How to Connect: Segment [via FiveTran]
How to Connect: Twitter [via FiveTran]
How to Connect: ZoomInfo / DiscoverOrg
Kickfire
Setting Up the LinkedIn Push Connector
Setting Up the Salesforce Push Connector
Power BI/ Tableau/ Looker Connectors Article
Connecting Your Data Warehouse to CaliberMind - Start Here!
Connecting Tableau to CaliberMind
CaliberMind Data Export to Google Cloud Storage
Ingesting CaliberMind Data Into Snowflake
Pushing CaliberMind Person Engagement Data to Salesforce
Integrations Appendix by Connector
SFTP Connector - Updated 2021
Replicating CaliberMind Attribution Data to Salesforce
How to Connect Facebook Ads
KickFire De-Anonymization in CaliberMind
Field History SFDC Limits (Salesforce)
SFTP Synced Files - Making a Data Change
Connections - Email Notifications
CaliberMind Data Access FAQs
Microsoft Bing Connector
Bing/Microsoft Ad's Connector
Connector Health and Web Tracker Health reports
Connectors Status Page
In-App Notifications
CaliberMind IP Addresses for Whitelisting
Developer Guide
Developer Guide - Start Here!
CaliberMind Entity Relations and System Tables
What is Google BigQuery
CaliberMind Common Data Sources
CaliberMind Identity Levels
System Configuration
Object Mapping for Filters - Start Here!
Custom Configuration for Object Mapping
Object Mapping Filters
How to Map Your Salesforce Opportunity Revenue Field
Object Mapping: Create a Filter
Object Mapping: Create a Mapping
Object Manager: Campaign Member
Object Mapping: Create a Replacement
Object Mapping: Create a Campaign Substitution
How to See Your Object Manager History and Revert Back to Previous Versions
Setting Your Saved Filters for In-App Reporting
Setting Up UTM Mapping in CaliberMind
UTM Parameters Formatting and Best Practices
Standard Channel Logic
Channel Ranking Logic
Custom SQL Data Transformations
Add BigQuery Users within CaliberMind
Remove a BigQuery User within CaliberMind
Adding Custom Columns in Salesforce
How to Email CaliberMind Reports
Setting Up Account Trend Emails
List Builder
List Builder - Start Here!
What are Lists?
Creating a List Using the List Builder - Step-by-Step Instructions
Use Case Videos - Creating a List Using the List Builder
Importing a List
Downloading a List - Step-by-Step Instructions
Account List Upload - File Requirements
People List Upload - File Requirements
Campaign List Upload - File Requirements
Creating an Account List From a Campaign
Creating Company Lists in List Builder
Creating Company Lists using SQL
How to create a list of all Opportunities that have a very low Engagement
Where is my Segments Menu?
Keyboard Shortcuts using SQL
Web Tracker Installation & Settings
Web Tracker and Installation Settings - Start Here!
Installing AnalyticsJS (CaliberMind snippet)
Two ways to identify prospects that submit a form containing email address using AnalyticsJS
Install AnalyticsJS on a HubSpot website
Using AnalyticsJS Identify on embedded Hubspot forms
Using AnalyticsJS Identify on embedded Marketo forms
Types of Analytics.js Calls
Analytics.JS Overview
Using Analytics.js to Track Web and Product Events
How Cookie Settings Affect the Analytics.JS Tracking Script
Google Tag Manager (GTM) Ad Blockers
Using AnalyticsJS with Drift
Using AnalyticsJS with Qualified
How to check your AnalyticsJS implementation
Identify users using Intercom Messenger
Flows
CaliberMind's Most Popular Flows | Automations
How to use QuickFlows
Flows Status Page
Merge records in Salesforce CRM
Add a Quick-Flow to Salesforce Campaign
Using ClearBit Flows
Setting Up Workflow - Lead Deduplication
ZoomInfo - Add-to/Enrich your database
Setting Up Workflow - Website Repair
Setting Up Workflow - Account Deduplication
Creating Sales Campaigns from Salesloft and Outreach Activities
Setting Up Workflow - Contact Deduplication
Campaigns
Campaigns - Start Here!
Custom Programs for Campaigns
Campaign-Program Membership
Custom Campaigns
Program Logic for Campaigns
Setting Up Answers
Setting Up Answers - Start Here!
Using CaliberMind Answers to Understand Campaign Performance
Using CaliberMind Answers to Understand Account Engagement
Using CaliberMind Answers to Understand Funnel Performance
Using CaliberMind Answers to Understand Funnel Impact
Using CaliberMind Answers to Understand Funnel Flow
User Administration & SSO
Administration and SSO - Start Here!
Single Sign On (SSO) Setup
Manage Users - Viewing, Inviting, Updating Users and Roles
User Authentication and Provisioning
CaliberMind Data Warehouse Access in Google BigQuery
CaliberMind Insights Dashboards
Working in Insights
CaliberMind Insights - Browser Requirements
CaliberMind Insights - Sharing Dashboards & User Permissions
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CaliberMind Insights - Using Dashboards
CaliberMind Insights - Dashboard Refresh Schedule
CaliberMind Insights - Application Concepts and Terminology
CaliberMind Insights - Filters & Aggregation Type
Building Dashboards - Insights
Attribution Dashboards - Insights
Insights - Attribution - Start Here!
Insights - Attribution Terminology and Key Concepts
Insights - Attribution Overview Dashboard 2.0
Engagement Dashboards - Insights
Insights - Engagement - Start Here!
Insights - Engagement - Dashboard Terminology & Key Concepts
Insights - Engagement Overview
Insights - Engagement - System Account Detail
Insights - Engagement - Person Detail
Build Insights Dashboards - Start Here!
Creating a Custom Pipeline Dashboard (VIDEO)
CaliberMind Insights - Creating Custom Dashboards
Build Your Own Insights Pipeline Dashboard
Building Formulas with Functions
Insights - ROAS Dashboard Use Cases
Creating and Editing a Widget Formula
Using Conditional Statements
How is CaliberMind ROAS Reporting Different than Insights ROI?
Insights - ROI - Start Here!
How to Create a Filter Bookmark
Create Date Range Filters - Step-by-Step
Creating Formulas Based on Criteria and Conditions (Filters)
Insights Data Connector Health Dashboard
Dashboard Function Reference
Introduction to Formulas - Start Here!
Insights Web Tracker Health Dashboard
Using Quick Functions
Insights - ROAS Terminology & Key Concepts
Insights Engagement Dashboard - Aggregation Dates
CaliberMind Sandbox
GDPR Compliance with CaliberMind
Data Dictionary
Attribution
Analytics
Attribution
Attribution Overview: Summary Tab
Attribution Overview: Comparisons Tab
Attribution Overview: Explore Tab
Attribution Overview: Opps Tab
Attribution Overview: People Tab
Attribution Overview: Events Tab
Campaign Types: Best Practices for Easy-to-Read Attribution
Virtual Campaigns in CaliberMind
Attribution - CaliberMind versus Embedded Attribution in Salesforce?
Removal effect with a Markov chain model
Attribution Reports Summary
Demand Generation
Data Integrity
Customer Success
Understanding Reports
CaliberMind Analytics Concepts
Overview of Analytics and Attribution
Filters and Hyperlinks
Using the Engagement Trending Report
Analytics Reporting: Salesforce Custom Column Filter Support
Using Tags to Organize Your Lists
Attribution Overview - Campaign Performance Table
Using Campaign Lists in Dashboards
Using Company Lists in Dashboards
CaliberMind Metrics Definition
Product Attribution Dashboard
Self-Hosting CaliberMind AnalyticsJS
ROI
Revolutionizing Marketing ROI: CaliberMind's Innovative New Approach
Return On Ad Spend Dashboards
Revenue Contribution Reports Summary
Channel ROI Overview
Creating and maintaining a custom advertising budget for ROAS
Best Practices for Tracking Return-on-Ad-Spend (ROAS)
Why Is CaliberMind ROAS or ROI Different Than My Ad Platform?
Campaign ROI Overview
Budget for ROI Channel Reporting
Attribution Models
Funnels
Funnels 101
Funnels - Start Here!
Marketing & Sales Funnel Foundations
What is a Marketing Funnel?
Sales Funnel Journey: Questions and Answers
Common Funnel Issues
Sales Funnel Glossary
Funnel Stage Definitions
Funnel Terms and Concepts
What is the difference between an Active Journey and a Journey?
In-App Funnels
Funnel Overview: Summary Tab
Funnel Overview: Progression Tab
Funnel Overview: Cohort Tab
Funnel Overview: Stage Analyzer Tab
Funnel Overview: Comparison Tab
Funnel Overview: Journeys Tab
Insights Funnels
Funnel Stages Configuration and Stage Definitions
Funnel Configuration
Funnels FAQs Technical Documentation
Funnel Trigger Events Dashboard
Funnel Company Inclusion Configuration
Event Explore for Funnels
Funnel History Event Configuration
What channels move journeys through a given stage?
Funnel Trend Dashboard
How can I see the number of journeys in or passing through a funnel stage during a period of time?
Sales Funnel Metrics
What touches are influencing each step in the funnel?
How do I see the first event (or "tipping point") in each stage of my funnel?
Funnel Events Technical Documentation
Funnel Static Event Configuration
What is a Starter Funnel?
Funnel Person Inclusion Configuration
Funnel Cohort Analysis Dashboard
Where are my customers stuck in journeys?
Funnel Cohort Analysis Use Cases
Funnel Data Explore Dashboard
Use Cases for Funnels
How do I know the last event that happened before a journey stage change?
How do I identify stage conversion rates?
Funnel Person Status Exits
Introducing CaliberMind's Funnels
Funnels - Lead, Contact, Account, Opportunity Statuses and Stages
Pressure Event Dashboard 101
Demand Generation Funnel Dashboard
Engagement and ABM
Engagement Scoring
Model Configuration
Customize Engagement Scoring Models - Start Here!
Engagement Scoring Models Overview
How to Change Event Touch Scores
How to Add or Change Engagement Score Multipliers
Add or Change Engagement Score Filters
Create Multiple Engagement Score Models
Which touches and events are we scoring?
Sales Opportunity Data Model
Engagement Scoring Time Decay - How It Works & How to Change It
Custom Attribution Configuration - Custom Weighting
Using Engagement Score to Trigger an Update in Salesforce
Default ABM Scoring Logic
Engagement Reporting
Engagement: Summary Tab
Engagement Overview: Companies Tab
Engagement Overview: People Tab
Engagement Overview: Campaigns Tab
Engagement Overview: Explore Tab
Company Engagement AI Summary
Account-Based Marketing Reports
Linking to CaliberMind Reports in Salesforce
ABM Best Practices
Account-to-Lead (A2L) Matching
Lead-to-Account Matching (L2A)
Pushing CaliberMind ABM Scoring Fields to Salesforce.com
3rd Party Intent Signals with Bombora
Tutorials and Use Cases
Digital Marketing Terminology
Customizing Report Visibility (Show/Hide)
How to Manage Your Offsite Events Using CaliberMind
How can I manage my BDR/SDR team activities with CaliberMind?
Combining Engagement Score with Attribution
Enabling the Sales Teams to see the Entire Buyers Journey
How Can I Identify High Risk Opportunities?
How does Sales leverage CaliberMind? Some key use cases.
Running a Sales/Pipeline Review with CaliberMind
How Is CaliberMind Different From My CRM Attribution?
CRM Campaign Member Status and Campaign Response Best Practices
How Do I Optimize Advertising Spend?
Campaign Best Practices Across Systems
How do I use CaliberMind to shorten our sales cycle?
Answering Business Questions Using CaliberMind Reports
Which of my leads are the most engaged?
How Do I Know If a Campaign Is Good or Bad?
How to Flatten Your Campaign Structure in Salesforce
Table of Contents
- What's a Conversion Rate?
- Why are Conversion Rates Powerful?
- How does CaliberMind define a Cohort?
- The scenario for our Use Case -
- USE CASE REPORT #1 - DATA EXPLORE DASHBOARD
- USE CASE REPORT #2 - TREND ANALYSIS DASHBOARD
- USE CASE REPORT #3 - COHORT ANALYSIS DASHBOARD
- Can I skip stages and calculate conversion rates between early and late stages?
- All Categories
- Funnels
- Insights Funnels
- How do I identify stage conversion rates?
How do I identify stage conversion rates?
- What's a Conversion Rate?
- Why are Conversion Rates Powerful?
- How does CaliberMind define a Cohort?
- The scenario for our Use Case -
- USE CASE REPORT #1 - DATA EXPLORE DASHBOARD
- USE CASE REPORT #2 - TREND ANALYSIS DASHBOARD
- USE CASE REPORT #3 - COHORT ANALYSIS DASHBOARD
- Can I skip stages and calculate conversion rates between early and late stages?
What's a Conversion Rate?
A conversion rate has the starting population (accounts or people - depending on your funnel type - that started in a certain stage during a given period) as the denominator and the "success" population (accounts or people - depending on your funnel type - that are in your starting population and moved to the next stage). In other words:
Conversion Rate = (Subset of Start Stage that Progressed to the End Stage) / (All Start Stage in that Period)
When we look at conversion rate trends over several quarters or months, we can begin to see whether we're moving accounts or people through the funnel more or less effectively.
Why are Conversion Rates Powerful?
Knowing how much volume passes through a stage every quarter is fine, but in my opinion, understanding conversion rates and the number of days in a stage are powerful tidbits that can help you improve funnel efficiency, which ultimately means we're no longer about filling a pipeline with copious volume - we're focused on generating more pipeline and bookings from the volume we already have.
For example, if I know that my sales team is converting less qualified accounts into pipeline, I have a red flag I need to research. This downward trend in conversion rates could mean that an integration broke, someone changed the sales views in their CRM (making it hard to find their leads), marketing changed their channel mix for the worse, or lead follow-up became less of a priority for sales management.
When I know there's a new trend, I have a shot at avoiding it in the future if it's bad and repeating it in the future if it's good. We highly recommend reading this article on the compound effect of incremental change in funnels.
How does CaliberMind define a Cohort?
Cohorts make the difference between calculating a true conversion rate and looking at a weird ratio.
For example, if we don't cohort our data, later stages that happened this month might be larger than earlier stages. When we tell the executive team that, surprise!, our conversion rate is higher than 100%, they'll tell you you're wrong before you can blink. In their mind, the funnel should be biggest at the top and gradually get smaller under closed won.
If we decide to cohort by the MQL date, that means that the starting and biggest population will be the pool of MQLs, and then we'll take that same MQL population and watch how they subsequently move through the funnel.
Let's put that another way.
Let's say we have 50 people take a survey in May and 100 people take the survey in June. If we're cohorting, we watch that original group of 50 people and flag which of those 50 became a customer (let's say 5 people) for a conversion rate of 10%.
If we don't cohort, 2 people may have converted into a customer in May and 12 people in June. If we look at the ratios, May will be 4% (2 divided by 50) and June will be 12% (12 divided by 100) even though 3 of those 12 took the survey in May.
Cohorting allows us to snap the line and keep the population we're analyzing by week/month/quarter consistent over time. It's also a truer representation of our buyer's likelihood to buy because we're keeping watch of any buyer's behavior and analyzing it 1:1.
The scenario for our Use Case -
With a board meeting just on the horizon, I know my CMO will ask several questions about the funnel. How did we do compared to prior quarters? If things changed, were they for the worse or the better? Why did they change?
Before I can answer that last question, I need to understand my conversion rates compared to prior periods so I can form a hypothesis to test what changed.
There are three different ways we can analyze funnel conversion rates in CaliberMind:
- Funnels: Data Explore
- Funnels: Trend Analysis
- Funnels: Cohort Analysis
USE CASE REPORT #1 - DATA EXPLORE DASHBOARD
When I use the Data Explore dashboard, it's like using a super powerful pivot table. I need to make several decisions about how I want to view my data. First, I'm going to look at conversion rates by month and stage. That will allow me to see how my conversion rates are changing over time.
- First, I'll open the dashboard:
![open data explore dashboard](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623216422/screen-shot-2023-04-27-at-12-13-44-pm.png)
- Next, select how much time you want to analyze. In this example, I'll select This and Last Year:
![data explore time selection](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623238778/screen-shot-2023-04-27-at-12-14-34-pm.png)
- Then pick how you want to cohort the data. I recommend cohorting by the stage start date when calculating conversion rates and then clicking Apply:
![date cohort for data explore](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623261491/screen-shot-2023-04-27-at-12-15-22-pm.png)
- Choose date aggregation = Months, and click Apply:
![Date aggregation data explore](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623279793/screen-shot-2023-04-27-at-12-15-43-pm.png)
- I want to view the table so the Row is Stage Name (1), the Column is Stage Start Date (2), and the Metric is Conversion Rate (3). Remember to click the green Apply button after each selection:
![pivot table selections for data explore](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623320564/screen-shot-2023-04-27-at-12-17-07-pm.png)
- Finally, I can review the results. I've highlighted a few areas of interest to dive into further in my research:
![conversion rates by stage](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682623197228/screen-shot-2023-04-27-at-12-18-05-pm.png)
Why Is My Final Stage Conversion Rate 0%?
Each stage's conversion rate is the percentage of how many started in the stage you're viewing that subsequently moved to the next stage. For example, if I'm looking at 06: Late Stage Opportunity - Best Case / Commit, my numerator is the number of late stage that moved to 07: Customer. Because in our case "Customer" is the final stage and there is not a subsequent stage, there can't be a conversion rate over 0%.
USE CASE REPORT #2 - TREND ANALYSIS DASHBOARD
![Trend Analysis Conversion Report](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1680224824548/trendanalysisconversio.png)
The Trend Analysis Dashboard is a great way to quickly get conversion rate trends in an easy-to-read visual format. I'm going to do this by opening the dashboard and:
A. Select the timeframe I want to view. We recommend at least 5 quarters to understand whether or not there is seasonality in your sales cycle.
B. Click the conversion rate tab to make sure that's the chart I'm viewing.
C. Select the funnel stage I want to analyze. Note that your conversion rate is always the percentage of accounts or people that started in the stage you select and then subsequently moved to the next stage in your funnel.
D. Select your date aggregation. I recommend months because it helps me spot quarterly trends, like does pipeline conversion go down in month three with my full cycle sellers?
F. The chart will automatically compare this year to the prior period, which is a great way to understand whether you're on trend or seeing an exception.
USE CASE REPORT #3 - COHORT ANALYSIS DASHBOARD
The cohort view lets you look at the overall conversion rate for the selected period and allows you to break down the data into smaller increments to see how the conversion rate trends over time. From the cohort view, I've called out the recommended selections for this analysis in the screenshot below:
![Cohort dashboard for conversion analysis](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682624429275/screen-shot-2023-04-27-at-12-38-37-pm.png)
- Select the date range. We recommend at least 5 quarters worth of data to determine whether or not you're experiencing some seasonality in your selling cycle.
- Select the metric to display in the middle table (above "5" with the green bars) and select Apply.
- Select the stage to cohort by and then click Apply.
- Select the date aggregation to display conversion rates in the central chart.
- Once the data selections have run (remember to click Apply where applicable) chart #5 shows the total conversion rate for the period.
The central table of the Cohort Analysis dashboard is where I can begin to spot some interesting trends and begin my research:
![cohort report conversion analysis](https://files.helpdocs.io/h1a0l0dsgy/articles/utj48lsc6g/1682624897064/screen-shot-2023-04-27-at-12-39-50-pm.png)
Can I skip stages and calculate conversion rates between early and late stages?
At this time, conversion rates strictly are defined as the percent of accounts or people that were in the listed stage in the given period that subsequently moved to the next stage (at any point in time).
We do not have an out-of-the box way to skip stages, but please contact customer success in your dedicated Slack channel or help@calibermind.com to get a set of options for how to tackle this request.