Whether you're looking at opportunity metrics vs. call metrics vs. email metrics, etc., one question that may stand out to you is how Atrium pulls and filters data from the various platforms to provide you with all the high-value insights for your team. Here we'll breakdown what data is pulled from Salesforce, your email platform, and if applicable, from Gong and show you where that data is filtered and applied!
SFDC Mapped Field Filters
These are default Data Filters in Atrium that allow you to chose which field from Salesforce you want to map to standard Atrium concepts - like "Lead Source" or "Account Tier". You can map these fields in Atrium's admin interface.
First, hover over your name in the right hand corner, select "Salesforce Settings" >> select either Account, Opportunity, or Call settings to select filters for each SFDC object.
Select Edit next to the section you want to update and click the drop down next to the filter you want to select and choose the field you want to use and hit Save!
Each section is designated to map to a specific Salesforce concept -
Salesforce Account Mapping - Atrium needs to know which fields on your account objects represent key sales concepts.
- Account Type - The field that describes a company's relationship to your sales organization (i.e. Customer, Prospect, etc)
- Account Tier - Used to indicate an account's prioritization for prospecting or fit with your ideal customer profile
Salesforce Opportunity Mapping - Atrium needs to know which fields on your opportunity objects represent key sales concepts.
- Bookings - The amount of "Closed Won" revenue that counts towards quota retirement
- Pipeline - Used to calculate the total potential value of all OPEN opportunities
- Opp Type - Specifies the business type associated with an opportunity (e.g. New Business, Existing Business, etc.)
- Opp Source - The source an opportunity is generated from
- Opp Sourced By - Specifies the person who receives credit for sourcing the opportunity
- Forecast Category - Generally used to designate how certain a deal is to closing for forecasting purposes
- Sales Accepted Opp % - What stage and opportunity probability does an opportunity become "sales accepted" or "sales qualified"? For Atrium, AE Win Rate will only include opportunities that reach this stage, and the Opportunities Created card will distinguish between opportunities that reached this stage versus those that did not
- Nurture Stages - Stages that represent opportunities not in an active sales process (e.g. "nurture" or "on hold" stages)
- Opp Types - Atrium will use your "Opportunity Type" field to differentiate between new and existing business opportunities. In this section you will see your Salesforce Field Values, and you will have the option to select the correct deal type for each field value
Salesforce Call Mapping - Atrium will pull call activity data from the Salesforce Task object to calculate metrics like Calls, Accounts Touched, Untouched Opps, etc., and it's important to note that in field 2 you will be able to select more than one subtype, if applicable.
- Field 1 - Which field on the Task object do you use to identify calls?
- Field 2 - Which “Task Subtype” values represent calls?
- Call Dispositions - Atrium groups call dispositions to indicate whether a sales rep connected with a prospect, and if so, in what way. This information appears as a filter on the Calls card. In this section you will see your Salesforce Field Values, and you will have the option to select the correct Atrium Concept for each field value.
SFDC Custom Field Filters
In addition to default data filters in Salesforce that all orgs will apply to their Atrium instance, you have the option of creating custom filters to get more succinct with your data in your Atrium instance. We can support up to eight custom filters, four from the account object and four from the opportunity object in Salesforce.
Just as with default Salesforce field mapping, When you are logged into Atrium, at the top right under your name you will see a dropdown, and you will want to hover over Company & Salesforce Settings to see the section for Custom Data Filters -
Once there, you will see the option to Add a Custom Filter -
Inside the setting details you will need to select 3 things, the type of custom data filter would you like to add, which is based on which object you want to look at in Salesforce, the Salesforce field you want to filter on, and what you want to call your filter -
In addition to the Salesforce field being on either the account or opportunity object, there are also only certain field types that we can aggregate into Atrium. The 7 field types we support are -
- Checkbox
- External Lookup Relationship
- Formula (if the type of the formula output matches another value in this list)
- Lookup Relationship
- Picklist
- Text
- Text Area
Finally, the following is a list of metrics cards where you can apply a Custom Data Filters -
- Accounts Touched
- Average Selling Price - Existing Business
- Average Selling Price - New Business
- Bookings
- Calls
- Contacts Touched per Account
- Email Engagement Rate
- Emails Sent
- Meetings Created (G Cal only)
- New Opportunities Owned
- New Pipeline Owned
- Opp Conversion - Conversion Rate from Stage
- Opportunities Created
- Opportunities Owned
- Opportunity Age
- Opportunity Health
- Pipeline Created
- Pipeline Owned
- Stage Reached - Opp Owned By
- Stage Reached - Opp Sourced By
- Win Rate - Existing Business
- Win Rate - New Business
- Meetings on Calendar
Email and Meeting Data and How it is Applied