Understanding the Account List Dashboard

The Account List Dashboard gives you a starting point to access all of the rich functionality available throughout Demandbase One for Marketing. From the dashboard, you can view various types of engagement and activity for a selected account list and date range. 

To access the account list dashboard, go to:

1. From the left navigation bar, go to Analytics > Dashboard.
2. Select an account list  and specify a date range. You can also access an account list from the Account Lists Database.

Tip: To filter the dashboard, use the quick filters at the top of the page. See Create and Manage User Views (View Management).

Switch Dashboard

Users can switch between dashboards if they have permission to view the dashboards. From the Account List dashboard, click the top dashboard dropdown, and select a dashboard.

Tip: Admins can customize the dashboard sections from the Dashboard Setting page. See Configure Settings for Role-Based Customizable Dashboards.

Quick Cards

The Quick Cards section gives you quick links to customized Analytics pages. Quick Cards help you answer questions like:

• Who are the top qualified accounts with no sales touches?
• Which accounts are pipeline opportunities with no sales follow up?
• What are the top qualified accounts that are not found in your CRM?
• Who are the newly engaged people in the last 30 days?
• Which accounts are showing trending intent in the last 30 days?
• What prospects are showing activity on your website in the last 30 days?

You can click on a Quick Card to open the customized page where you can take action on specific insights.

Tip: Admins can customize the Quick Cards that appear in this section.

KPI Cards

The KPI Cards section includes four cards that show metrics for an account list.

Total Accounts and MQA Accounts

• Shows the total number of accounts in the Database, the number of accounts in the MQA Stage, the percentage of accounts in the MQA Stage, and whether the number is increasing or decreasing.
• The increase or decrease is a comparison of the number of accounts in the MQA Stage at the beginning and end of the selected time period.

Existing Accounts and Net New Accounts

• Shows the number of existing and net new accounts in the Database.
• Existing accounts include accounts from CRM or CSV imports.
• Net new accounts are accounts from Demandbase.

Intent Keywords and Trending Keywords

• Shows the number of intent keywords on web pages read, the number of trending keywords, the percentage change, and whether this is increasing or decreasing over time.
• The increase or decrease is determined by the date range selected compared to the prior 30 days.

Unique Visitors and Accounts Visited

Shows the number of unique visitors and accounts that visited your website.

Highlights

The Highlights section shows the most engaged people for an account list. For each person, you can see the total Engagement Points and completed activities.

The activity types tracked include:

• Pardot (also referred to as Marketing Cloud Account Engagement) 
  • Registered for Webinar
  • Attended Webinar
  • Landing Page Success
  • Form Success
• Marketo
  • Program Success
  • Interesting Moments
  • Click Email
  • Fill Out Form
  • Visit Web Page
  • Click link
• Eloqua
  • Form Submit
• HubSpot
  • Form Submit
  • HubSpot Web Page Visit
  • HubSpot Email Click
• Salesforce
  • Campaign Member
  • Campaign Response

You can click on a person to open the Person dashboard where you can view related metrics.

Quick Actions

You can also take the following quick actions when you hover over a person’s card:

• Click the Salesforce icon to access the person’s record in Salesforce.
• Click the LinkedIn icon to access the person’s profile in LinkedIn.
• Click the Outreach icon to add the person to an Outreach Sequence. See Take Action: Outreach Sequences.

Important: The Salesforce and Outreach quick actions are only available if you have set up the integrations.

Accounts

The Accounts section shows accounts from the account list with the highest predictive scores and engagement points.

Click an account tile to open the individual Account Dashboard. You can also click See all accounts to see details for all accounts on the account list.

Pipeline Predict Tab

The Pipeline Predict tab shows accounts likely to open an opportunity with you in the near future. See Understanding Pipeline Predict Scores.

From the right drop down, you can apply the following Pipeline Predict score filters:

• Pipeline Predict score model (for example, Product A or Product B)
• Pipeline Predict score type
  • Growth Opportunities: Scores for growth (renewal, upsell, or cross-sell) opportunities with existing customers. 
  • New Business Opportunities: Scores for opportunities with new customers.

Tip: Click the bottom See all accounts to go to the accounts page.

Top Factors for Pipeline Predict Score

To see more information about the Predictive scores, hover over the Pipeline Predict tab. In the pop-up, click the Learn more about Pipeline Predict link.

The Pipeline Predict Score window shows the Top factors determining Pipeline Predict Score across all accounts (top 5 activities used to calculate Pipeline Predict Scores.)

Prediction Performance for Pipeline Predict Scores

Prediction Performance shows how accurately the Pipeline Predict scores (Highly Likely, Likely, and Unlikely) correlate with actual opportunity creation. See Understanding Prediction Performance.

From the Pipeline Predict tab, take the following steps:

1. In the Pipeline Predict score model filter, select a score that is NOTTop Scores (Overall).
2. Click the Check it out here link.

The Prediction Performance window shows the following information:

• Predicted conversion vs. actual rate: Demandbase’s Prediction Performance compared to actual opportunities created in the past 30 days. For example, Prediction Performance predicted three new opportunities and two new opportunities were actually created.
  Important: You can’t adjust the 30-day date range shown.
• Probability rate for Highly Likely accounts to create an opportunity in the next 30 days: The number of times more likely a Highly Likely account is to create an opportunity in the next 30 days compared to an Unlikely account.

Qualification Score Tab

The Qualification Score tab shows accounts that look most similar to your past customers.

From the right drop down, you can apply the following Qualification score model filter (for example, Software or Education).

Tip: Click the bottom See all accounts to go to the accounts page.

Top Factors for Qualification Score

To see more information about the Predictive scores, hover over the Qualification Score tab. In the pop-up, click the Learn more about Qualification Score link

The Qualification Score window shows the following information:

• Top factors determining Qualification Score across all accounts: Top 5 account attributes used to calculate Qualification Scores. 
• Most Qualified Accounts: Top 5 accounts by Qualification Score.

Top Factors (Predictive Scores) for Individual Accounts

To see the top factors that determine the Predictive Score for an individual account, go to an account’s card and hover over the score label (e.g. All, Advertising Only.) The pop-up shows the top factors that contribute to the Predictive Score for that account.

Most Engaged Tab

The Most Engaged tab shows accounts with the most engagement points during the selected date range. Using the bar chart, you can see a snapshot of engagement over time. Hover over a bar to see engagement points by week. 
 

Quick Actions

You can take the following quick actions when you hover over an account’s card:

• Click the Salesforce icon to access the account’s record in Salesforce.
• Click the add to list icon to add the account to an existing static account list. See Take Action: Static Lists.

Important: The Salesforce quick action is only available if you have set up the integration.

Accounts with Highest Intent

The Accounts with Highest Intent section shows accounts that are showing strong intent. For each account, you can see the keywords on the web pages they are reading and if the keywords are trending or competitive.

You can click on an individual account to open the Account dashboard. You can also click See all accounts to open the Intent page in the Analytics section and see all accounts showing intent.

Site Analytics

The Site Analytics section includes three cards that show information about the performance of your website.

Trending Onsite Engagement

• Shows the accounts that are trending and the number of page views for each trending account. 
• Accounts that are trending have more page views during the selected time period compared to the preceding equivalent time period.

Accounts on your website

• Shows the number of accounts that visited your website, the increasing or decreasing percentage change of accounts visiting your website, and a trend chart. 
• Demandbase calculates the percentage change by comparing the selected time period to the preceding equivalent time period.
• The trend chart shows page views and the number of new and returning accounts visiting your website over time. 
  Tip: Hover over the trend chart to see the data for each time period.

Total page views

• Shows the number of page views, the increasing or decreasing page view percentage change, and the top pages viewed on your website.
• Demandbase calculates the percentage change by comparing the selected time period to the preceding equivalent time period.

Firmographics

The Firmographics section shows Industries, Revenue, and Employees information for an account list. The bar charts in each tab shows the number of accounts in each industry, revenue range, or number of employee range. Firmographics data is sourced from your CRM, CSV imports, and Demandbase. 

Discovered by Demandbase

The Discovered by Demandbase section shows you net new accounts that you may want to target based on their Qualification Score, web activity, or intent strength. The section only includes new accounts that are not in your CRM or CSV import.

You can click on an individual account to open the Account Dashboard. You can also click See all accounts to open the Accounts page and see all discovered accounts.

Active Ad Campaigns

If the selected account list is included in active advertising campaigns, the Active Ad Campaigns section helps you see how the campaigns are performing. The section shows a summary of metrics that highlight the key activities and cumulative performance of the campaigns.  

You can click on any metric in the section to open the Advertising dashboard. 

Tip: If the selected account list is not included in an active campaign, you click Create New Campaign to open the Campaign Builder.