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Viewing a Revenue Impact Report

 

Utilize the Revenue Impact report to attribute the revenue impact of your marketing efforts to Lead Source, Campaign, and Campaign Type. Gain insight into how your CRM Lead Sources and CRM Campaigns convert in a funnel from leads to converted opportunities.

In the article, we'll show you:

  • The differences between the reports.
  • Navigating the reports.
  • The CRM Opportunity fields the reports pertain to. 

The Reports

New Leads Generated Report

New Opportunities Created Report

Wins Report

Trends Over Time Report

Lead Source to the generation of new leads. Enables you to attribute your CRM Lead Source to the conversion of leads into opportunities. Enables you to attribute your CRM campaigns to the resulting opportunities and wins (either the numerical count or the revenue). The bar chart helps identify which campaign is generating the most opportunities and wins, while the grid will allow you to drill into the campaign for more detail. 

Shows the last year (in quarters or months):

  • Opportunities created
  • Opportunities won
  • Net change in the number of opportunities period over period
  • Revenue booked

Navigating the Reports

Reporting Period

Wins Report Rollup

Viewing Individual Campaigns

On the top left of the report, you can select the date granularity (quarters or months) and use the arrows to go to previous and next date periods. The bar chart portion of the Wins Report rolls up the campaigns into Campaign Type and answers the question: “Which Campaign Type is generating the most opportunities and wins?” The data grid portion lets you drill down the Campaign Type into their individual Campaigns and answers the question: “Which Campaigns and Campaign Types are generating what Opportunities, conversion rates, revenue pipeline, revenue, and average revenue per win?”

Reports Pertain to the Following CRM Opportunity Fields

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 Revenue Impact report bases the dollar fields on the Amount field rather than the Expected Revenue field of the Opportunity

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

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 Source - This field will show the new opportunities created per the source of the opportunity

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

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