9 - Revenue

This dashboard keeps you fully informed of how much revenue your ABM efforts are driving for your company. It contains 12 components, each of which provides valuable insights.

Note: By default, the date range reflected in these components is All Time. You can also select This Fiscal Year or Last Fiscal Year by using the filter at the top of the dashboard.

Target Account Revenue

Target Account Revenue tells you how much total revenue has been generated from won deals with target accounts.

Report Name: ABM: Avg Deal Size (Target Accts)

Report Type: Opportunities

Targeted Account Win Rate

Targeted Account Win Rate tells you what percentage of target account Opportunities result in a closed/won deal.

Report Name: Win Rate (Target Accounts)
Report Type: Opportunities

Targeted Won Revenue Attribution by Campaign

This component requires Full Circle Campaign Attribution.

Targeted Won Revenue Attribution by Campaign identifies the campaigns that received credit for bringing in the most revenue from target accounts.

In this example, we can see that the Demo Attended campaign brought in the most revenue of any single campaign. We can also see that the Attribution Model Cheat Sheet received credit for bringing in two deals (Record Count: 2), which could mean it’s particularly effective with your target audience.

Report Name: ABM: Won Revenue

Report Type: Campaign Influence Detail w/Related Objects (CRT)

Total Revenue (Target vs Non-Target)

Total Revenue (Target vs Non-Target) compares the total amount of revenue driven by target accounts and non-target accounts.

The “False” column represents revenue from non-target accounts, and the “True” column represents revenue from target accounts. Here, we can see that non-target accounts drove $1.1M in revenue, while target accounts drove $85k.

Report Name: ABM: Avg Deal Size

Report Type: Opportunities

Win Rate (Target vs Non-Target)

Win Rate (Target vs Non-Target) compares the percentage of won deals from target and non-target accounts.

The “False” bar represents non-target accounts, and the “True” bar represents target accounts. In this example, we have a win rate of 100% for non-target accounts and 67% for target accounts.

Now, hold on: If our ABM strategy is effective, we would expect to see a higher win rate among target accounts than non-target accounts. After all, the target accounts are receiving personalized marketing and sales attention! Because this data runs contrary to our expectations, it would be wise to look into possible causes for this discrepancy.

Report Name: Win Rate: Target vs Non-Target
Report Type: Opportunities

Attributed Revenue (Target vs Non-Target)

This component requires Full Circle Campaign Attribution.

Attributed Revenue (Target vs Non-Target) shows target-driven and non-target-driven revenue as a percentage of total revenue.

In this donut chart, we can see that, of $1.1M in total revenue, deals with non-target accounts drove 92.24% ($1M), and deals with target accounts drove 7.76% ($85k).

Report Name: Won Revenue (Target vs Non-Target)

Report Type: Campaign Influence Detail w/Related Objects (CRT)

Target Account Avg Deal Size

Target Account Avg Deal Size tells you how much revenue is driven by your average deal with a target account.

Report Name: ABM: Avg Deal Size (Target Accts)

Report Type: Opportunities

Pipeline Attribution by Campaign

This component requires Full Circle Campaign Attribution.

Pipeline Attribution by Campaign identifies which campaigns are contributing the most to the sales pipeline for target accounts.

In this example, we can see that the Attribution Model Cheat Sheet is a top performer again, with twice the pipeline attribution ($140k) of the next-best-performing campaign.

Report Name: ABM: Pipeline Attribution

Report Type: Campaign Influence Detail w/Related Objects (CRT)

Attributed Pipeline (Target vs Non-Target)

This component requires Full Circle Campaign Attribution.

Attributed Pipeline (Target vs Non-Target) shows target-driven and non-target-driven pipeline contributions as percentages of the pipeline total.

Here, we can see that of the $420k in the pipeline, 88.1% of that ($370k) is attributable to target accounts, and 11.9% ($50k) is attributed to non-target accounts. Taken together with targeted accounts’ comparatively small share of attributed revenue and low win rate, it looks as if our example company may be new to the ABM game — they haven’t been at it long enough to bring in much revenue with their target accounts and they’re still dialing in their strategy, but they’re improving rapidly and contributing a great deal to the current pipeline.

Report Name: ABM: Pipeline Attribution

Report Type: Campaign Influence Detail w/Related Objects (CRT)

Avg Deal Size (Target vs Non-Target)

Avg Deal Size (Target vs Non-Target) compares the average size of a deal with a target account and a non-target account.

The “True” bar represents target accounts, and the “False” bar represents non-target accounts. In this example, target account deals average $43k each, and non-target account deals average $362k each.

Report Name: ABM: Avg Deal Size

Report Type: Opportunities

Opportunity Pipeline (Target vs Non-Target)

Opportunity Pipeline (Target vs Non-Target) shows pipeline revenue for this quarter and the next one, divided up according to target and non-target accounts.

In the current quarter, for example, we can see that non-target accounts are responsible for $89k in pipeline revenue, with target accounts representing $10k.

Report Name: ABM: Opportunity Pipeline

Report Type: Opportunities

Buying Group Members on Opportunity

Buying Group Members on Opportunity provides an overview of the Buying Group members who are assigned to Contact Roles on open opportunities.

This chart lays out the first and last name of each Buying Group member, along with their associated Account Name and their job title. It’s a quick and easy way to keep track of who’s who in your Buying Groups as you review your revenue.

Report Name: ABM Revenue Buying Group by Open Opp

Report Type