Recommendations for Configuring Engagement Minutes

  • Updated

Introduction

This article provides recommendations for configuring Engagement Minutes.

Activities

Page Visits (Anonymous)

  • Generally do not include: "Careers" "Unsubscribe" "Login"
  • Generally weight higher: "Features" "Pricing" "Demo Request" "Contact Us"
  • Generally weight highest: Landing page URLs for high value content

Visit Web Page (Known), Page View, Page Visit

  • Apply the same logic as page visits (anonymous)

Open Sales Email

  • Generally regarded as an outbound metric
  • For that reason, assign minimal engagement (0.1 minute)

Marketing Email

  • Same as Open Sales Email

Demandbase Email Open

  • Same as Open Sales Email

Inbound Email

  • 1 minute

  • Generally do not include: "Out of office" "OOO" "test"

Meetings

  • Actual Minutes

Programs/Campaigns

Webinar

Instead of has responded, select Is:

  • "Attended"

  • "Registered"

  • "Engaged"

  • Other Criteria

Advertisement

  • Contains “Ad Title”

  • Status “is” Clicked

Tradeshow/Roadshow

  • Use similar criteria as Webinar to denote higher engagement types like scanned, etc.

Salesforce Activities

Generally regarded as Outbound Measurement rather than inbound Engagement.

Email

  • 0.1 Minutes

  • This allows us to track the event happened without inflating engagement

Call

  • Does not contain: "Wrong Number" "No Connect" "VM, voicemail"

  • Assign 1 Minute

Weighting

  • C-level = 200%

  • VP = 150%

  • Director = 100%

  • Manager = 100%

  • Other = 100%

  • Consider your Ideal Customer Profile and weight accordingly

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