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3 - ABM Funnel Objects

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Joel Mayer
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A Tale of Two Objects

Full Circle ABM tracks your Account Funnel on its own separate objects, which means it won't consume valuable field resources on your standard Account object. Both objects track movement through the Account Funnel, but each object approaches this task in its own unique way.

Account Funnel Tracker

Every Active Target Account has an Account Funnel Tracker record. This is how Full Circle ABM knows which Accounts to track Account Funnels on. The Account Funnel Tracker record represents the stage of an active Account Funnel Record that has progressed the farthest. In other words, if you want to know which stage an Account is currently in, this is where you'll want to look.
Note: The stage and date attainments on the Account Funnel Tracker record reflect the first time an Account reached that particular stage, even if it has attained the stage multiple times.

Key Fields:

Field Description
Active Indicates the Account is currently an Active Target Account. When Target Account is unselected, Active is unchecked. If reselected, a new active Account Funnel Tracker may be created.
Current Stage The current stage of the most progressed active Account Funnel Record. If no active Funnel Records exist, this will be "Targeted," or "Won" if the Account had a Won deal. If Account becomes Untargeted, the value will be "Closed."
Account The Account associated to the Account Funnel Tracker.
Funnel Fields and Dates The attainment and date of the first time this Account reached that funnel stage (i.e. Detected and Detected Date) as an Active Target Account.
Funnel Velocity Fields Reflects the number of days between funnel stages from stage to stage and from stage to Won. (e.g. "Detected to Engaged" and "Detected to Won.")
Funnel Start Date The date of the first active funnel activity occurring on the Account.
Target Close Date The date the Target Account was unselected as Targeted.

Account Funnel Record

If Full Circle ABM detects Account activity on a Targeted Account (as defined in Account Funnels configuration), an Account Funnel Record will be created or updated. Generally, an Account Funnel Record represents an Account's progression towards an Opportunity and eventually a Won Deal.

  • An Account can have multiple active Account Funnel Records if there are multiple active Opportunities (based on configuration).
  • Account Funnel Records can be closed (based on Configuration), allowing subsequent Account activity to open new Account Funnel Records. This enables historical funnel reporting and metrics.
  • Account Funnel Records are associated to the Account and the active Account Funnel Tracker. If there is no Active Account Funnel Tracker, Account Funnel Records will not be created or updated.

Key Fields

Field Description
Account The Account associated to the Account Funnel Record (AFR).
Account Funnel Tracker The Account Funnel Tracker associated to the AFR.
Active Indicates Account Funnel activity and that the instance of the record is active.
Closed Date The date the AFR is closed and set to inactive.
Funnel Fields and Dates Reflects attainment and date of the Account Funnel Stage (e.g. Detected and Detected Date) in the current Funnel Progression.
Funnel Attainment Fields Checkbox fields reflecting that the funnel stage criteria was met and not back populated (e.g. Detected - Attained).
Funnel Velocity Fields Reflects number of days between each funnel stage (e.g. Detected to Engaged).
Funnel Start Date The date the funnel record was started or created.
Funnel Status Indicates the current stage of the funnel record. If the funnel record is closed, reflects how/why it ended, e.g. Closed - Won, Closed - Lost, or Closed - No Longer Active.
Opportunity Fields Opportunity, Type, Amount, Stage (only associated if there is a funnel stage with Opportunity Create or Update condition).

Shutting Down a Funnel Record

Below are the scenarios in which an Account Funnel Record can be shut down (or closed), along with an explanation of what happens to the associated Account Funnel Record and Account Funnel Tracker.
Note: These scenarios may or may not apply, based on specific customer configuration.

Scenario Account Funnel Record Account Funnel Tracker

Opportunity Closed/Lost

  • Active unchecked
  • Closed Date Set
  • Funnel Status = "Closed - Lost"
  • Current Stage =
    • Targeted (If no other active AFRs), else..
    • Stage of most progressed active AFR
Opportunity Closed/Won
  • Active unchecked
  • Closed Date Set
  • "Won" funnel stage and date set
  • Funnel Status = "Closed - Won"
  • "Won" funnel stage and date set (if not blank)
  • Current Stage =
    • Won (If no other active AFRs), else..
    • Stage of most progressed active AFR

Account activity has halted

  • Stage Regression
  • Qualified Engagements Disqualified/Nurtured
  • Active unchecked
  • Closed Date Set
  • Funnel Status = "Closed - No Longer Active"
  • New Account Funnel Record can be created (if configured)
  • Current Stage =
    • Targeted (If no other active AFRs), else..
    • Stage of most progressed active AFR

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