Create Salesforce Dashboards with Demandbase Data Using Salesforce Classic

OVERVIEW

Demandbase has the ability to save data to custom objects and custom fields within Salesforce. Because the data is pushed to Salesforce, it is available in custom Account Views, Reports, and Dashboards. You may now incorporate Demandbase data in dashboards to power important insights for Marketing, Sales, Management, and Executives.

CONSIDERATIONS

Creating Dashboards is a straightforward process. However, you should double check that your Salesforce user account has the appropriate permissions to create custom dashboards. Please confirm with your Salesforce Administrator before attempting the following steps.

Before dashboards can be created, the following should be completed:

1. Demandbase for Salesforce App is installed
2. Custom fields are created
3. Demandbase data has been successfully saved to your Salesforce fields

SALESFORCE DASHBOARDS

Dashboards in Salesforce are powered by unique Salesforce reports. Each visualization element within a dashboard has a Salesforce report that dictates what data is displayed. The first step in creating a Dashboard is by understanding what KPIs you want to track. Here are some common dashboard visualizations:

1. Account Scores by Sales Rep
2. Account Scores by Territories
3. Account Scores by Sales Manager
4. High Scored Accounts
5. High Intent Accounts
6. High Intent Accounts with no Opportunities with no Sales Activity
7. High Scored Accounts with no Sales Activity
8. High Scored Accounts with no Website Activity
9. High Scored Accounts with Website activity
10. Accounts Active Onsite with no Sales Activity
11. Accounts with Trending Intent with no Sales Activity
12. Accounts with Opportunities with no Website Activity
13. Target Accounts with Competitor Intent Behaviors
14. Customer Accounts with Competitor Intent Behaviors
15. Accounts with Product X Intent
16. Customer accounts who own Product X with Product Y Intent
17. Customer accounts who own Product X with Website Activity Related to Product Y
18. Accounts with Competitor X Intent
19. Accounts with Competitor Y Intent
20. Accounts with 25+ Page Views in Last 30 Days
21. Opportunities with no Page Views in Last 30 Days
22. Opportunities with Competitor Intent
23. Customer Accounts with Upcoming Renewal with no Page Views in Last 30 Days

As you can see, there’s multiple ways to use Demandbase data in collaboration with other data that’s available in Salesforce to get a fantastic view on how your sales reps should dictate their day and outreach strategy. The exact visualization and insight your company requires is unique. Ultimately, we want you to create what’s most meaningful for your business.

YOUR FIRST DASHBOARD BUILD

The following steps include a sample basic dashboard with 5 different visualizations. They include:

1. Qualification Score by Rep
2. High Qualification Score by Rep
3. Accounts Onsite in the Last 30 Days with No Opportunities Generated
4. Accounts Engaged or with High Intent and No Sales Activities Logged in 30 days
5. Accounts Researching Competitors

STEP-BY-STEP REPORT GUIDE 

Click the steps below to learn more about creating Salesforce reports. As a reminder, dashboards in Salesforce are powered by unique Salesforce reports. Each visualization element within a dashboard has a Salesforce report that dictates what data is displayed.

• Step 1: Create a List of Visualizations You Want to Build
• Step 2: Create the Salesforce Reports
• Step 3: Create a Qualification Score by Rep Report
• Step 4: Build the High Qualification Score by Rep Report 
• Step 5: Build the Accounts Onsite in the Last 30 days with No Opportunities Generated Report 
• Step 6: Build an Accounts Engaged or with High Intent and No Sales Activities Logged in
  30 Days Report
• Step 7: Build an Accounts Researching Competitors Report

Step 1: Create a List of Visualizations You Want to Build

Step 2: Create the Salesforce Reports

2.1 In your Salesforce account, navigate to Reports > Create New Report. 

2.2 Be sure to select the correct report type. 

• If the data you want to use lives on the Account object only, select an Account Report. 
• If the data you want to use also lives on the Opportunity object, select the Account with Opportunities type and click the Create button.

Step 3: Create Qualification Score By Rep Report

3.1 Using our examples above, let’s create the first report, which is a report that shows Qualification Score by Rep. Your report build should look something like this:

3.2 Save the report into a public folder.

Step 4: Build the High Qualification Score by Rep Report

4.1 Your report should look something like this:

4.2 Save the report into a public folder.

Step 5: Build the Accounts Onsite in the Last 30 days with No Opportunities Generated Report

5.1 Your report should look something like this:

5.2 Save the report into a public folder.

Step 6: Build an Accounts Engaged or with High Intent and No Sales Activities Logged in 30 Days

6.1 Your report should look something like this:

6.2 Save the report into a public folder.

Step 7: Build an Accounts Researching Competitors Report

7.1 Your report should look something like this:

7.2 Save the report into a public folder.

STEP-BY-STEP DASHBOARD GUIDE 

Click the links below to learn more about building dashboards in Salesforce.

• Step 1: Create a New Dashboard
• Step 2: Add Data Sources
• Step 3: Edit the Titles and Configure the Visualizations

Step 1: Create a New Dashboard

1.1 Click New Dashboard from the Reports tab.

1.2 Start building out the visualizations within the dashboard. On the left hand side, drag the appropriate elements onto the dashboard. Your dashboard should now look something like this:

Step 2: Add Data Sources

2.1 Within each visualization, you are prompted to Drag a data source here to add data. For this, select the Data Sources tab on the left-hand side of the dashboard. This is where you can select the previously built Salesforce reports to power each individual section of the dashboard.

2.2 After you drag and drop the reports into the visualization elements, your dashboard should now look like this:

Step 3: Edit the Titles and Configure the Visualizations

3.1 The final step is to edit the titles and configure the visualizations however you want. This includes adding colors, limiting what’s viewable, and more. The final version may look something like this:

Your first Salesforce dashboard is now fully built. Use what you’ve learned to create your own dashboards using any of your first-party data within Salesforce. Your Customer Success Manager at Demandbase can certainly help you understand what’s important to your business and guide you in the correct direction with these reports and dashboards.