Prerequisites

To use this feature, you must have ABM Scorecard with Trends as part of your Terminus subscription. Additionally, you will need to have added account lists to ABM Scorecard to be able to leverage Trending Scorecard dashboard tiles.

 

Feature Overview 

Terminus Dashboards provide a centralized view to measure performance and visualize trends across marketing programs, business units, and organizational KPIs. 

The Scorecard Trending dashboard tile types allow users to track the performance of key business outcomes and segments from the Trending section in ABM Scorecard in a customizable view. 

For an introductory overview of how Dashboards are created and managed, check out this article


Overview of Tile Types & Settings

The Scorecard Trending tile type features four primary types of visualizations, including: 


Trending Chart

 


Gauge

Trending Goal (Pareto Chart)



and Donut

 

The data populated from the Scorecard Trending tiles will be based on your tracked account lists in ABM Scorecard. To learn more about adding lists to ABM Scorecard, check out this article.  

There are nine different primary metrics that these tiles can be used to report on. These include: 

  • Accounts
  • Opportunities Won
  • Opportunities Created
  • Deals Closed
  • Pipeline Created
  • Revenue Won
  • Win-Rate
  • Deal Velocity
  • Average Deal Size 

The available tile settings will reflect the report settings in the Trending view of ABM Scorecard; please reference this article to learn more about how each of these primary metrics is defined.

For reference, here is how each tile setting correlates to the Scorecard Trending report: 

  • Visualization = The desired chart type.
  • Metric = The primary KPI you want to report on.
  • Calculation = Whether the graph should display Cumulative data, Net-New (Net Change), or a Snapshot for the selected Date Range.
  • Progression = The account cohort you want to show progression on, based on your primary metrics (Ex: Accounts to Engaged Accounts, or Accounts to Open Opportunities)
  • Account Lists = The account lists you want to show performance for. By default, all account lists added to ABM Scorecard will be included.
  • Date Range = Desired reporting timeframe.
  • Interval = The reporting interval displayed on the graph/chart.
  • Group by = How accounts are grouped on the graph (Ex: By Account List, by Engagement, by Industry, etc.)
  • Chart Style = Options include line, column, stacked area, or stacked column.
  • Goal $ = Option to set a goal for the primary metric selected. 

Some of these options may vary, based on the chart type you select. The “Gauge” chart type will also allow you to define ranges for the “red,” “yellow,” and “green” sections:

 

Creating a Trending Scorecard Dashboard Tile

Unlike the other dashboard tile types, the Scorecard Trending dashboard tiles cannot be created from the Trending Scorecard interface, and will need to be created directly in a dashboard.

New dashboard tiles can be created within a Dashboard by select the “Add Tile” button, and selecting the “Scorecard Trending” tile type:


Additionally, clicking on any of the tiles from the Dashboard will take you to the full report inside of Trending Scorecard. 

 

Example Tiles 

Here are some example tiles you can create to get started:


Engaged Accounts

Show trends in account engagement over time for your target account lists. Compare cohorts of engaged vs. not engaged accounts.

  • Visualization: Trending Chart
  • Metric: Accounts
  • Calculation: Snapshot
  • Progression: Engaged Accounts
    • Note: If any of the accounts in your selected lists were considered to not be engaged during the reporting date range, there will be a “Not Engaged” cohort represented, for comparison
  • Account Lists: [All lists, or specific lists]
  • Date Range: [Current Quarter]
  • Interval: Weekly
  • Group By: Engagement
  • Chart Style: Line


Win Rate

Compare the rate of opportunities created vs. opportunities closed for a specific date range. Filter by specific account lists or segments to refine further. 

  • Visualization: Trending Chart
  • Metric: Win-Rate
  • Calculation: Cumulative
  • Progression: Target Accounts
  • Account Lists: [All lists, or specific lists]
  • Date Range: [Last Full Quarter]
  • Interval: Weekly
  • Group By: Account List
  • Chart Style: Stacked Column


Opportunities Created or Won

Track your progress against your quarterly goals for opportunity creation and closed won deals. 

 

  • Visualization: Gauge
  • Metric: Opportunities Won
  • Progression: Accounts with New Opportunities
  • Account Lists: [All lists, or specific lists]
  • Date Range: [Last Full Quarter]
  • Interval: Weekly 


Pipeline Created or Revenue Won by Program / Segment

See where you’re creating the most pipeline or revenue across different industries, company sizes, or by specific target account program (re: account list). 

 

  • Visualization: Trending Chart
  • Metric: Pipeline Created / Revenue Won
  • Calculation: Net-New
  • Progression: Target Accounts
  • Account Lists: [All lists, or specific lists]
  • Date Range: [Last Full Quarter]
  • Interval: Quarterly
  • Group By: Firmographics, Industry
  • Chart Style: Column

Pro Tip: Extend the chart length by using the drag and drop arrow feature:

 


FAQs
 

Why is the total amount less than the sum of amounts plotted on the graph when using “Group by Account List”?

  • Grouping your data by account list will not de-duplicate the amounts of a single account represented in multiple account lists. The totals shown in the tile are representative of the unique totals, deduplicating accounts that may be represented more than once.  
    • E.g. A single account’s $1,000 in pipeline created can be represented visually by two account lists that contain the account ($1,000+$1,000), but will be only shown once in the total amount ($1,000). 

What is the best way to visualize aggregate calculations (e.g. Win-rate, Deal Velocity)?

  • We recommend using a non-stacked visualization such as a single column or line series chart. This view will ensure that the y-axis will only represent the values of the selected metric, instead of summing the aggregated calculations (e.g. 15% win-rate + 15% win-rate does not equal 30% win-rate) 

Why does the tile truncate the values in the legend?

  • Since the dashboard tile view has limited screen size, we only show some of the values in the legend in the tile. If you hover over a value on the graph or navigate to the full report (by clicking the tile), you can still access all of the values without truncation. 
 
Was this article helpful?
0 out of 0 found this helpful

Comments

0 comments

Article is closed for comments.