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 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.
The options for this filter let you customize reporting on specific dates, but we auto-create some timeline filters that are popular:
As an example of customization, here is the timeframe to find the metrics for the second half of September. 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
Hover and Click
- 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.
- Click: If you click the Data point, you can "View Details". These details will pull up a modal like shown in the screenshot below.
- In this modal pop-up, there is a table of Opportunities (Renewals, Recognitions, Expansions, etc), which Account they are for, as well as the Created and Closed dates. You can also click View Conversation to see the conversation that influenced this opportunity.
- There are two tabs, one organizing opportunities influenced by Drift using Create Date, then other using Closed date (see second screenshot).
The above screenshot is a test example.
The above screenshot is a test example.
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