The Sales & Marketing Alignment Dashboard from Influ2 helps you unify your revenue marketing efforts, cut through the noise with named contacts, and boost pipeline performance. Use its simple visual insights and key metrics to understand how aligned (or misaligned) your organization is and ways you can improve it.
Example: The Broken hand-offs section of the dashboard shows you which contacts have been prioritized for sales outreach, but were not outreached. This may signal a weak hand-off process, a need to adjust prioritization
In this article, we’ll walk you through the different areas of this dashboard and how you can make the most of them.
Quick Tip: You can download or schedule reports in multiple formats (PDF, CSV, or PNG). Simply click the three-dot menu at the top of the Reports page to access these options.
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Dashboard Filters
The top section of the dashboard gives you the option to adjust various filters, which changes the dashboard and metrics you see.
- Quarter start date: Select the date to start tracking from for 3 full calendar months (e.g. if you select January, it will track January-March).
- Funnel stage: Focus on Pipeline Generation, Sales Pipeline, or both.
- Marketing audience type: Choose between Targeted (all contacts added for targeting) or Reached (contacts with at least one ad impression).
- Opportunity pipeline: Analyze data from specific pipelines.
- Contact or Account owner name: Filter by team members responsible for specific contacts or accounts.
- Cohort name: Select from your already-created Cohorts
- Prioritization type: Choose between Prioritized only, Engaged only, or Prioritized + Engaged
Visual Alignment
See 5 unique alignment metrics that help you visually understand your audience sizes and overlap.
- Warm-up audience: Targeted by marketing but not outreached by sales
- Broken hand-offs: Prioritized for sales outreach but not outreached
- Cold outreach audience: Outreached by sales but not targeted by marketing
- Shared audience: Targeted by marketing and outreached by sales
- Aligned hand-offs: Prioritized for sales outreach and outreached
Quick Tip: While your goal may be to increase alignment in all areas, that is not the case at every organizations. For example, marketing may run large awareness campaigns at scale (have a large Warm-up audience), while sales resources are saved for smaller audiences of buying group members at key accounts. Or maybe sales and marketing are responsible for different verticals or geos altogether.
Current Alignment
View current alignment, as a percentage, in key areas.
- Targeted audience outreached: The % of marketing-targeted people that were outreached by sales
- Outreach audience targeted: The % of sales-outreached people that were targeted by marketing
- Successful hand-offs: The % of people that were prioritized for sales outreach that were outreached
Quick Tip: Click the tooltip by each metric for an expanded definition, average among Influ2 customers, and an idea to improve alignment.
Pathways to Alignment
View lists of audiences that you can view and download to improve alignment in key areas
- Marketing warm-up: People targeted by marketing but not contacted by sales
- Cold-outreached audience: People outreached by sales but not targeted by marketing
- Broken hand-offs: People prioritized for sales outreach but have not been outreached
Pipeline influence
Discover how sales and marketing alignment affected your program’s success.
- Opportunities generated with and without Influ2
- Opportunities progressed with and without Influ2
- Opportunities won with and without Influ2
Influence Definition: At least one decision-maker in the account was influenced by an ad through 15+ views or a click.
Prospect owner metrics
Discover how well sales and marketing are aligned by prospect Contact Owner or Account Owner.
Analyze alignment by Contact owner or Prospect owner to assess team performance and contributions.
- Marketing warm-up
- Shared audience
- Cold sales
- Hand-off %
As you can see, the Sales & Marketing Alignment Dashboard provides a wealth of knowledge that can help you understand and improve your processes.