Skip to main content
Act-On Software

Setting Up a Revenue Impact Report

 

The Revenue Impact report is used to track the performance of your marketing efforts over time: from lead generation to opportunity creation and revenue. You can report on which lead sources generated the most leads and opportunities (lead source examples include 'survey', 'webinar,' etc.).

You can also report on which CRM campaigns and campaign types generated the most opportunity pipeline and revenues, and you can drill down on the campaign opportunities by opportunity stage.

  • Have an integrated account with either Salesforce, Microsoft Dynamics or SugarCRM.
  • Have the CRM connector authenticated using a user that can access the fields listed below (Leads, Opportunities and Campaigns)
  • Have an 'All Leads' CRM list imported in Contacts > Marketing Lists. If your account does not already have an 'All Leads' list imported from your CRM into Act-On, you will need to set it up:
    1. Go to Contacts > Marketing Lists, and click the Import button
    2. Select All "Your CRM" Leads
    3. Set the sync settings of this list to pull your CRM Leads data as often as you need it to be refreshed (e.g., daily). Click the list to display the menu and select Import/Export > "Your CRM" Sync Setup and click the Schedule button to select the desired sync schedule.
  • Have your CRM Administration set up on a sync. Set the sync settings in Settings > CRM Administration. The fields that are pre-selected are the fields Act-On reads to provide you with accurate reporting.

Each organization implements their CRM in their own way. The Revenue Impact report is designed to fit the general best practices used in the majority of CRM implementations. To ensure consistent results in these reports, follow these guidelines when using Salesforce:

  • Use opportunities and campaigns in your CRM – CRM Campaigns must be active to display in the report. Inactive campaigns and associated opportunity data are not displayed.
  • Opportunities should be associated with a primary campaign – Opportunities not associated with a campaign are grouped in 'no campaign.'
  • Opportunities should have the correct amount and close date – Note that the revenue metrics for campaigns in this report are obtained by summing amounts of the opportunities associated with each campaign. The report does not use any revenue metrics from the CRM campaign records.
  • Lead Sources and Campaign Types – These should reflect your set of general marketing programs  (e.g., 'Survey,' 'Webinar,' 'Email Nurture,' etc.) as opposed to a giant list of detailed lead sources and specific campaigns. Use a secondary field like 'Lead Source Detail' to collect more granular details about the source of the leads. The values in your picklists for Lead Source and Campaign Type should be overlapping with few exceptions so that the Leads and Opportunities by Lead Type reports will align with the Campaigns by Campaign Type report.
  • Fields required for this report
    • Lead Source
    • Opportunity Source (automatically populated if converting a lead or contact to an opportunity)
    • Opportunity Amount
    • Opportunity Created Date
    • Opportunity Stage
    • Opportunity Close Date
    • Opportunity Name
    • Primary Campaign Source
    • Campaign Type
    • Campaign ID - Automatically created for each campaign

The field listed above are automatically pre-selected for you in your CRM Administration. The naming convention of these fields may vary slightly depending on which CRM you are connected. Review the CRM Administration page and the corresponding tabs for Opportunities and Campaigns to identify the fields associated with your specific CRM.

CRM Opportunity Fields

Revenue Impact reports pertain to the following fields from your CRM.

  • Stage – The value needs to be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs in the report. Other values, like Negotiation/Review, will populate the revenue in Pipeline reports.
  • Amount – The Pipeline column in the Campaigns graph pulls from the "Expected Revenue" field for open opportunities. The Revenue column pulls from the "Amount" field for closed/won opportunities.
  • Created Date – This is automatically generated and populated once the Opportunity is created in Salesforce
  • Close Date – This field has to reflect the correct close date to ensure the revenue is attributed to the proper time period
  • Lead Source – This field will show the new opportunities created per the source of the opportunity. This field is also displayed on the lead record. When converting a lead or a contact to an opportunity, the lead source will automatically carry over to the opportunity lead source field.
  • Campaign Type – This represents the campaigns that influenced your opportunities
  • Primary Campaign Source – This will provide richer insight to specific campaigns that influenced your opportunities
  • Opportunity Stage/State Code – The value needs to be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs in the report. Other values, like ‘In Progress’, will populate the revenue in Pipeline reports.
  • Actual Revenue – The Revenue Impact report bases the dollar fields on the Actual Revenue field for closed opportunities.
  • Est. Revenue - The Revenue Impact report bases the dollar fields on the estimated Revenue field for open opportunities.
  • Created On – This is automatically generated and populated once the Opportunity is created in Microsoft Dynamics
  • Actual Close Date – This field has to reflect the correct close date to ensure the revenue is represented in the proper time period
  • Est. Close Date - This field has to reflect the correct estimated date to ensure the revenue is represented in the proper time period
  • Originating Lead - This field is needed to obtain the opportunity's source as displayed in the report. The Lead Source of the Originating Lead record is looked up and is what will display as the opportunity's source in the report.
  • Source Campaign – This represents the campaigns that influenced your opportunities
  • Source Campaign ID – This is automatically generated and populated once the Campaign is created in Microsoft Dynamics
  • Sales Stage – The value needs to be 'Closed Won' or 'Closed Lost' to populate the Wins and Revenue Booked graphs in the report. Other values, like ‘Negotiation/Review’, will populate the revenue in Pipeline reports.
  • Closed – This field has to reflect the ‘Closed Won’ or ‘Closed Lost’ to populate the appropriate Sales Stage.
  • Likely– The Revenue Impact report bases the dollar fields on the unconverted amount for open opportunities.
  • Date Created – This is automatically generated and populated once the Opportunity is created in SugarCRM
  • Expected Close Date - This field has to reflect the correct estimated or actual date to ensure the revenue is represented in the proper time period
  • Lead Source - This field will show the new opportunities created per the source of the opportunity
  • Campaign Type – This represents the campaigns that influenced your opportunities
  • Campaign_ID – This is automatically generated and populated once the Campaign is created in SugarCRM
  • ID – Opportunity ID. This is automatically generated once the Opportunity is created in SugarCRM

In some versions of SugarCRM, you may be required to create a Revenue Line Item in order to access/populate some of these fields. Check the SugarCRM help documentation for more information. 

  • Was this article helpful?