5 - Data Adjustment Overview

The ABM Data Adjustment

Two custom objects help Full Circle ABM track funnel data: Account Funnel Trackers and Account Funnel Records. When your organization is ready to launch Full Circle ABM, we'll perform a few adjustments to make sure your current target accounts — the ones that are already in the middle of a sales engagement when we deploy — will be tracked all the way through to their final outcome. As a reminder, here's how data flows through FCI ABM:

The data adjustment is a three-step process:

1. Insert an Account Funnel Tracker (AFT) for all target accounts. We will insert an AFT record for each target account listed in the report you provide us during the Business Process Review.
2. Insert an Account Funnel Record (AFR) for all Opportunities under your target accounts, then back-populate the funnel with historical funnel stage dates. We will insert an AFR for each Opportunity under a target account. Using data and input that you provide, we'll then populate the dates for funnel stages that have already been attained. Please note that historical back-population relies on source data and decisions made by your team members, and is only as accurate as the information we are given during the Business Process Review.
3. Update previously-inserted AFTs. Existing Account Funnel Trackers will be updated to reflect an aggregate view of all Account Funnel Records.

The ABM data adjustment allows you to track the outcome of existing engagements, as well as open and previous opportunities. This enables you to use Full Circle ABM funnel reporting immediately after launch, rather than waiting to accrue new data before seeing value from the platform.