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