The Revenue Impact report can help you track the leads and booked deals that were generated from your marketing effots in Act-On. You can track data by Lead Source, Campaign, and Campaign Type.
To access the reports, navigate to Reports > Revenue Impact. You can set a reporting period (quarterly or monthly) from the dropdown in the upper left, and you can move between quarters/months using the arrows.
This report works by pulling in data from your integrated CRM. It currently supports connections with Salesforce, Microsoft Dynamics, and SugarCRM.
In any of these sections, you can click on the data points and chart areas to change what gets displayed.
New Leads Generated
Shows how many leads were derived from each lead source.
New Opportunities Created
Shows how many opportunities were generated from each lead source.
Shows number of opportunities and wins for each Campaign type. The bar chart helps identify which campaign is generating the most opportunities and wins, while the grid beneath it lets you drill into the campaign for more details.
Shows the last year (in quarters or months):
- Opportunities created
- Opportunities won
- Net change in the number of opportunities period over period
- Revenue booked
Setting Up the Report
- Act-On account integrated with either Salesforce, Microsoft Dynamics or SugarCRM
- CRM connected with a user that has full admin permissions or edit access to the fields listed below (on Leads, Opportunities, and Campaigns)
- 'All Leads' CRM list imported in Contacts > Marketing Lists. If your account does not already have an 'All Leads' list imported from your CRM into Act-On, you will need to set it up:
- Go to Contacts > Marketing Lists, and click the Import button
- Select All [Your CRM] Leads
- Set the sync settings of this list to pull your CRM Leads data as often as you need it to be refreshed (e.g., daily). Click the list to display the menu and select Import/Export > "Your CRM" Sync Setup and click the Schedule button to select the desired sync schedule
- CRM Administration sync enabled. You can set this sync up in Settings > CRM Administration. The default fields that are selected are the fields Act-On needs to populate this report.
- The following fields synced to Act-On:
- Lead Source
- Opportunity Source (automatically populated if converting a lead or contact to an opportunity)
- Opportunity Amount
- Opportunity Created Date
- Opportunity Stage
- Opportunity Close Date
- Opportunity Name
- Primary Campaign Source
- Campaign Type
- Campaign ID - Automatically created for each campaign
These fields are automatically selected for you in CRM Administration. Note that the naming may be slightly different depending on your CRM.
The report uses these fields from the Opportunity object in your integrated CRM:
- Stage – Must be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs
- Amount – Based on the Amount field (not the Expected Revenue field)
- Created Date – Automatically generated and populated once the Opportunity is created
- Close Date – Must be accurate to ensure that revenue is attributed to the proper time period
- Lead Source
- Campaign Type
- Primary Campaign Source – Provides richer insight to the influence of your campaigns
- Opportunity Stage/State Code – Must be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs in the report
- Actual Revenue - Used for closed opportunities
- Est. Revenue - Used for open opportunities
- Created On – Automatically generated and populated once the Opportunity is created
- Actual Close Date – Must be accurate to ensure that revenue is attributed to the proper time period
- Est. Close Date - Must be accurate to ensure that revenue is attributed to the proper time period
- Originating Lead Source
- Source Campaign
- Source Campaign ID – Automatically generated and populated once the Campaign is created in Microsoft Dynamics
- Sales Stage – Must be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs
- Closed – Must reflect ‘Closed Won’ or ‘Closed Lost’ to populate the appropriate Sales Stage
- Likely– Used for open opportunities
- Date Created – Automatically generated and populated once the Opportunity is created
- Expected Close Date - Must be accurate to ensure that revenue is attributed to the proper time period
- Lead Source
- Campaign Type
- Campaign_ID – Automatically generated and populated once the Campaign is created
- ID – Automatically generated once the Opportunity is created
Each organization implements their CRM in their own way. To ensure consistent results in these reports, you'll need to follow these guidelines when using Salesforce:
- Use opportunities and campaigns in your CRM – CRM Campaigns must be active to display in the report. Inactive campaigns and associated opportunity data are not displayed.
- Opportunities should be associated with a primary campaign – Opportunities not associated with a campaign are grouped in 'no campaign.'
- Opportunities should have the correct amount and close date – Note that the revenue metrics for campaigns in this report are obtained by summing amounts of the opportunities associated with each campaign. The report does not use any revenue metrics from the CRM campaign records.
- Lead Sources and Campaign Types – These should reflect your set of general marketing programs (e.g., 'Survey,' 'Webinar,' 'Email Nurture,' etc.) as opposed to a giant list of detailed lead sources and specific campaigns. Use a secondary field like 'Lead Source Detail' to collect more granular details about the source of the leads. The values in your picklists for Lead Source and Campaign Type should be overlapping with few exceptions so that the Leads and Opportunities by Lead Type reports will align with the Campaigns by Campaign Type report.