With the Salesforce Integration, organizations have the option to turn on the Salesforce Revenue Dashboard. This is an infographic chart* that displays the Opportunities, Pipeline, and Closed Won in Salesforce that were influenced by Drift. The metrics are entirely revenue driven and it's a great tool for proving ROI by Drift.
* Unless otherwise noted, examples of the Dashboard in this document are real and anonymous examples taken from different Drift accounts
In this doc, we'll cover
- why we created the Salesforce Dashboard
- how to activate the Dashboard
- how to read the Dashboard
- the revenue influenced report
- the technical flow of how Influenced by Drift works
- FAQs and Related Reading
Why did Drift create this?
How to start using the Dashboard
To turn this on from right within your Dashboard, look to the right of your Drift Overview Dashboard and click the Connect Salesforce Account button.
To turn this on from within your Settings, head to Settings > App Settings > Integrations > Salesforce, or click here. Find and enable the Salesforce Revenue Dashboard toggle.
Now navigate back to your home screen and your Drift Dashboard should now include the Influenced by Drift chart to the right of the Drift Overview chart.
How to read the Dashboard
The Dashboard has three main metrics: Opportunities, Pipeline, and Closed Won.
- Opportunities: the number of sales and pending deals that you decided to track in SFDC which were influenced by Drift.
- Pipeline Influenced: the sum of revenue attached to all said Opportunities which were influenced by Drift.
- Closed Won: the total revenue from deals marked marked as closed-won in SFDC (in which a contact has inked the deal and become your customer) which were influenced by Drift.
Interacting with the Dashboard
Here are the things you'll want to pay attention to in the SFDC Dashboard: Time frame, percent increase and decrease, hovering over data points, and seeing specific opportunities influenced by account name. Let's go over what each of these looks like:
Time Frame Filter
By default, the Dashboard (both Drift Overview and Influenced by Drift) will be filtering by the last 30 days. You can change this by selecting the Filter dashboard at the top of the screen.
As an example of customization, here is the timeframe to find the metrics for the second half of April. The dotted line graph you see in a lighter blue is a time frame of the same length but before your selected dates.
Drift auto-creates these so that you can see the % increase and decrease month-over-month, week-over-week, etc.
Percent Increase and Decrease
Hovering Over Data
- Hover: Within the Salesforce Dashboard, you can hover over specific data points and see the closed won revenue, as well as % increase and decrease since the last time period matching the one you have currently set. The exact dates are specified in the hover box.
The Revenue Influenced Report
For users of SFDC, you have the ability to dive deeper into your data with the Revenue Influenced report which shows you the influenced Pipeline and the influenced closed won. To view this report, click on "View Report" on the Influenced by Drift box.
From here, you'll see how much revenue has been generated by New Business, Expansion, Upgrade, Service, or Other.
To change the timeframe of the report, click on the date box at the top of the screen.
And to export any of the data, simply click the "Export CSV" button at the top right.
Exporting Just What You Want:
When you click the Export CSV button, it will export the data shown on your screen. For example, if you'd like the data for just New Business, select New Business from the drop down, and then click Export CSV.
To drill down further and examine this report in more detail, you can hover over any of the items on the bar graph to see further details, or you can filter the report by using the drop down on the top right hand side of the chart.
Additionally, if you scroll down on this screen, you'll see information about your opportunities including the date created, closes, account name, type and amount. You can also view the conversation, or view the account in Salesforce by hovering over the item and selecting the appropriate icon.
Now we can dig into how exactly we calculate Drift's influence!
How "Influenced by Drift" is Calculated
The elusive definition of "Influence" is not so elusive! We have a public developer document on the queries that our team uses on the data in your Salesforce instance. However, it's also worth describing in plain English. The basic idea is that if there has been a conversation through your Drift Chat before any deal was actually closed, then we have influenced that revenue. Here is how we achieve that definition logistically:
Other Salesforce Articles:
- Mapping Salesforce Attributes
- Salesforce Routing
- Drift's Salesforce Integration
- Connect your Salesforce Sandbox to Drift
- Associate Leads or Contacts with Salesforce Campaign
- Granting Salesforce User Permissions for the Drift <> SFDC Integration
- Bulk Enroll Leads from Salesforce to Drift
- How to Send Sales Sequence Emails Using Drift and Salesforce
- Drift ABM: Sync Accounts into Drift from Salesforce