Business Overview
Last updated Dec 18th, 2024
Overview
The Business Overview section contains reports that help you understand how your teams activities are directly contributing to the business outcomes you care about such as meetings booked, pipeline generated and closed won opportunities.
Requirements
Plan, role and permissions
The following is required to view the Business Overview reports:
- Either the Team and Enterprise plans
- Salesforce integration
- Common Room user must be assigned `admin` role
- You must have the Shared activities setting enabled in Salesforce
Setup
Default definitions
Our Business Overview reports are built on top of Salesforce meetings and opportunity objects. These objects are used to track the business outcomes you care about such as meetings booked, pipeline generated and closed won. When you successfully authenticate and connect your Salesforce instance, we will use the following definitions to construct a default view of your report. See below for details on how to customize the reports to fit your specific business needs.
Objects
- Meeting - All `Event` objects of type `Meeting`
- Opportunity - All `Opportunity` objects
Outcomes
- Meetings booked
- Uses all Meeting objects
- Pipeline generated
- Opportunity where stage name does not include "0" or "1". This is meant to exclude stages such as "Stage 0 - Activation", "Stage 1 - Discovery", etc.
- Uses the `Amount` field to represent ARR
- Closed won
- Opportunity where stage name contains "closed won".
- Uses the `Amount` field to represent ARR
Important: The initial meeting or opportunity import can fail for a variety of reasons ranging from missing permissions, meetings not being tracked via the `Event` object, etc. In these cases, please follow the in-product instructions to contact us about customizing your report.
Customizing your report
The default view of Business Overview reports is meant to give you a quick preview of your data without any setup. In order to customize the reports to your specific business needs, please contact us and a member of our team will be in touch shortly.
Details
Reports
The Business Overview section consists of the following pre-built reports.
| Page | Description |
|---|---|
Segment performance | Quickly understand how your various segments are contributing to your business outcomes. |
User performance | Quickly understand how your team is contributing to your business outcomes |
Role performance | Quickly understand how the various roles are contributing to business outcomes |
Attribution reporting | Get a birds eye view of how Common Room is contributing against your business outcomes |
Segment, user and role performance
Our performance reports are designed to provide views into how user actions in Common Room are contributing to your business outcomes. The columns in the report can roughly be thought of as stages in a funnel.
| Report | Definition |
|---|---|
Contacts in segment | [Only for Segment performance] Total # of contacts in a given segment. |
Contacts actioned | # of user actions that are more outbound oriented such as sending a contact to Outreach. (See further below for more explicit definitions). |
Contacts researched | # of passive user actions such as contact profile views. (See further below for more explicit definitions). |
Meetings booked | # of meetings associated with a contact with a user action. We will only count a meeting once for a given contact. Uses the Meeting objects associated contact(s) for matching. |
Pipegen opportunities | # of pipegen opportunities associated with a contact with a user action. Uses the Opportunity Contact Role to match to the appropriate contact. |
Pipegen amount | $ amount associated with the pipegen opportunities. |
Closed won opportunities | # of closed won opportunities associated with a contact with a user action. Uses the Opportunity Contact Role to match to the appropriate contact. |
Closed won amount | $ amount associated with the closed won opportunities. |
Attribution reporting
The Attribution reporting tab provides a birds eye view of how Common Room is influencing the business outcomes you care about. More specifically, you will get a overall summary view of the outcomes in addition to a time chart that shows the outcomes plotted over the selected time range.
How the reports work
User actions
Our business reports all start from the actions that your team take from within Common Room. These actions can broadly be broken out into two categories.
- Contacts actioned - User actions that represent intent to outbound to a contact such as:
- Send email
- Send message
- Sync to Salesforce
- Update task status (e.g. mark as complete)
- Contacts researched - User actions that are more passive in intent and indicate that there was some interaction with the contact such as:
- View contact profile
- Navigate to social profile
- Navigate to company website
- Disqualify
- Copy email
- Copy phone number
Note that actions from automated workflows are not currently captured as user actions.
Attribution
In order to provide a comprehensive view of your business outcomes, we offer two different attribution options:
- Sourced - Means that there was both a “contact actioned" on and the outcome (Meeting or Opportunity) was created after the action.
- Influenced - Means that there was either:
- A "contact researched" where the outcome (Meeting or Opportunity) was created after the action.
- A "contact actioned" on where the opportunity was created before the action but it is still open.
Drill downs
In order to better audit your data, you can quickly drill down into any table cell or chart to view the underlying data by right-clicking and selecting the "Drill down" option.
FAQ
Do you support Hubspot?
Hubspot is not currently supported but will be coming soon!
How often does the data get refreshed?
Meeting and opportunity data is refreshed along with our inbound Salesforce sync on an hourly basis.
Can I add my own custom business outcomes?
Yes, we support adding custom business outcomes. Please contact us to set this up.
