Metrics are the data points that power your GTM plan. Whether you balance territories in plan or calculate commissions in pay, accurate metrics ensures your strategy is balanced, your forecasts are reliable, and your sales team is incentivized to reach their full potential.
Use case
With metrics you can:
Monitor KPIs in the summary metrics panel and in dashboards.
Balance territories with Smart Plan.
Set quotas and targets against the metric.
Use as measures in reports.
Plot metrics on a map.
Use in scenario planning.
Standard metrics vs custom metrics
As a part of the implementation process, your implementation team works with you to create and customize metrics you want to analyze your data by.
Standard metrics: Create for basic calculations (sums, counts) on standard fields.
Custom metrics: Involve complex calculations, logic, or criteria that cannot be implemented in Fullcast and require product support. Contact your CSM for more information.
Inline metrics: Subset of custom metrics used as a last resort due to significant limitations (filtering incompatibility). Used when dealing with data outside the core account data (node names, assignment information) or complex relationships.
Note
Inline metrics are prone to unexpected behavior and should be avoided unless necessary. Use reports as an alternative to inline metrics, especially to forecast data.
Object relationships and metric creation
Metrics must be related to the module’s primary data (accounts in the territory module, employees in teams, and products in products). Metrics cannot be created for unrelated objects (leads in the territory module, unless a relationship exists). Opportunity metrics are generally possible because opportunities are related to accounts. However, the relationship must be defined correctly.
In Fullcast, you can only create metrics that use SUM or COUNT. If you want to create other types of metrics contact your CSM.
You have limitations on the types of fields you can filter on. For example, you can’t create a date field-based filter in Fullcast. Contact your CSM if you want these kinds of metrics.
Metric types
There are three types of metrics you can configure depending on how you want to display data:
Scalar
Scalar metrics are single, fixed numerical value at a specific point in time. For example, use a scalar target to view the number of tier A accounts for a territory. Scalar metrics can only be used in scalar targets.
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Note
You can create a scalar metric and then use data filtering to impose a time constraint. For example, you could create a sum of bookings metric, that has filter applied to the Close Date field, limiting the data to Current Fiscal Year or Last 90 Days.
Time period
Time period metrics measure individual data points associated with a specific point in time or over a a period of time. For example, amount of opportunities that closed within the last 90 days (displays as a scalar metric with date filters), or amount of opportunities that closed in the last quarter (displays as a timeseries metric).
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Timeseries
Timeseries metrics are sequence of data points associated with a specific time and ordered chronologically. It shows how a metric evolves over a period of time. This is the data you analyze to find trends, patterns, and insights. For example, measuring deals won or closed over a quarter. Timeseries metrics can only be used in timeseries targets.
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Summary metrics panel
The summary metrics panel provides users with easy access to useful metrics as they navigate the platform. You can create custom key metrics that display in the summary metrics panel.
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Key features
The summary metric panel displays the following key components (refer to the corresponding letter from the image map for a description):
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Note
When a target is tied to a displayed metric, the panel also indicates progress toward meeting these goals.
Metric title
Time-series metrics: Indicated by a dynamic bar graph illustrating metric breakdown over time. Hover over each time period to reveal associated variances and actual values.
Scalar metrics: Indicated by a numerical value.
Menu: Available options depend on the type of metric:
Pin (all metric types): Pins the metric to a selected decision center.
Remove (all metric types): Removes the metric from the summary panel.
Group By (timeseries metrics only): Groups data by selected time time period (Month, Quarter, Half Year, Year)
Show Target Attainment (timeseries and time period metrics): Displays data by selected target attainment, if any.
Red indicates calculated variances.
Green indicates actual values.
Grey indicates future targets.
Blue indicates no attainment selected.
Show Rate of Change (timeseries metrics only): Displays data by the selected rate of change (Over Last Month, Over Same Month Last Period).
Time period (timeseries and time period metrics): Displays data during the selected time period which includes:
Fiscal Year: Display all data for the selected fiscal year.
Trailing: Display data over the indicated amount of time (7 days, 30 days, 90 days, 12 months, 24 months, 36 months).
To Date: Display all data within the most recent month, quarter, or year up to the current date.
This: Display data for the current month, quarter, or year.
Last: Displays data for the last month, quarter, year, 2 years, or 3 years.
Next: Displays data for the next month, quarter, year, 2 years, or 3 years.
Custom: Display data within a selected date range.