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

Related Articles

Table of Contents