If this is the first model you're building, you'll add a goal during the Salesforce integration.
Who can use this feature?
How It Works
Our goal modeling analyzes information from your systems of record and The Network of RecordTM to give you insight into prospects most likely to convert by analyzing your historical successes and failures. During setup, you'll add validation rules to describe the sales or marketing objective you are trying to optimize. Our modeling engine then analyzes information from your systems of record and The Network of Record and sorts information into four categories: Either New, Open, Won, or Lost. These categories are used to identify which prospects you want to market to and which prospects you don't want filling your pipeline so you can make informed data-drive decisions to get the best ROI.
- New represents net-new prospects you can reach because of The Network of Record.
- Open represents existing prospects and leads from your systems of record that you want to actively market or sell too.
- Won represents existing leads, accounts, and contacts and customers from your systems of record that have meet your sales or marketing objective. These may have upsell or cross-sell opportunities.
- Lost represents existing leads from your systems of record that were rejected or disqualified.
Add a Goal
We recommend that your first goal be specific to a funnel stage, such as MQL. When your first goal focuses on the top of the funnel, you'll have more data to work with and a more accurate view of existing patterns and expected outcomes, so your insights and segments are more actionable. For best results, we recommend that you use a goal that includes at least 5000 Won and 5000 Lost records.
- From the Goal menu, select Manage Goals.
- Click New Goal.
- Define your won criteria by describing business you want more of. Decide if your Won criteria needs to meet any or all of the rules you set.
- Define your lost criteria by describing business you want less of. Decide if your Lost criteria needs to meet any or all of the rules you set.
Example Goal For Optimizing Marketing Qualified Leads
This goal defines when the lead qualification threshold for MQL has been surpassed and Sales is now actively pursuing this qualified lead.