Engagio New Release Webinar September 2019 · strategies or plans of management for future...

Copyright ©2019, Engagio Inc.

Engagio New Release WebinarSeptember 2019


The Crew

Joe PerryProduct Manager

Grant GrigorianProduct Manager


Safe Harbor

This content may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions prove incorrect, the results of Engagio could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking statements, including: any projections of earnings, revenues, or other financial items; any statements regarding strategies or plans of management for future operations; any statements concerning new, planned, or upgraded services or developments; statements about current or future economic conditions; and any statements of belief.

The risks and uncertainties referred to above include - but are not limited to - risks associated with our new business model; our past operating losses; possible fluctuations in our operating results and rate of growth; interruptions or delays in our Web hosting; breach of our security measures; the immature market in which we operate; our relatively limited operating history; our ability to expand, retain, and motivate our employees and manage our growth; risks associated with new releases of our service; and risks associated with selling to larger enterprise customers.

Engagio assumes no obligation and does not intend to update these forward-looking statements.

Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available.

Agenda- Configurable Journeys- Segments - Dash Updates- Q&A

Configurable Journeys


Journeys Dashboard Journey Analytics Pages Journey Builder

Summary Page

Volume Page

Velocity Page

Conversion Rate Page

Configurable Journey Features

Docs:Configurable Journey

https://docs.engagio.com/en/categories/115-configurable-journey

Account Journeys Dashboard

Docs:Account Journeys Dashboard

https://docs.engagio.com/en/articles/375-account-journeys-dashboard


Journeys Dashboard


Journeys Dashboard

View

Time Period Selector


Journeys Time Period Picklist

Docs:Account Journeys Dashboard: Time Period Picklist

https://docs.engagio.com/en/articles/450-account-journeys-dashboard-time-period-picklist

https://docs.engagio.com/en/articles/450-account-journeys-dashboard-time-period-picklist


Journeys Dashboard

View


Views Toggle


Barchart View Funnel View Compare View

Journeys Views Toggle

Docs:Account Journeys Dashboard: Views Toggle, Bar Charts/Funnels/Compare

https://docs.engagio.com/en/articles/451-account-journeys-dashboard-views-toggle-bar-chartsfunnelscompare

https://docs.engagio.com/en/articles/451-account-journeys-dashboard-views-toggle-bar-chartsfunnelscompare


Bar Chart View


Funnel View


Compare View


Journeys Dashboard

View


View Toggle

Hidden Stages Toggle


Docs:Account Journeys Dashboard: Hidden Stages Toggle

https://docs.engagio.com/en/articles/452-account-journeys-dashboard-hidden-stages-toggle

https://docs.engagio.com/en/articles/452-account-journeys-dashboard-hidden-stages-toggle


Journeys Dashboard

View


View Toggle


Account List Picker


Account List Picker

● The Accounts Lists that are displayed by default for all Engagio users are defined Journey Analytics Settings by the Engagio Admin.

● But each user has the ability to modify the admin defaults by searching and adding Account Lists of their own choosing to the dashboard.

● The user can then choose to go back to the admin defined Account List anytime.

● The user preferences are sticky - so even if the user leaves Engagio and then comes back again their user defined Accounts Lists will showing on the Account Journeys Dashboard.

Docs:Account Journeys Dashboard: Account List Picker

https://docs.engagio.com/en/articles/453-account-journeys-dashboard-account-list-picker

https://docs.engagio.com/en/articles/453-account-journeys-dashboard-account-list-picker


Journeys Dashboard

View


View Toggle


Account List Picker

Accounts by Stage ChartHow many Accounts are in each stage right now?


Accounts by Stage Chart

Docs:Account Journeys Dashboard: Accounts by Journey Stage Chart

https://docs.engagio.com/en/articles/454-account-journeys-dashboard-accounts-by-journey-stage-chart

https://docs.engagio.com/en/articles/454-account-journeys-dashboard-accounts-by-journey-stage-chart


Journeys Dashboard

View


View Toggle


Account List Picker


Pipeline and Revenue $How much Pipeline and Revenue were created in

this Account List during this time range?


Pipeline KPI: Sums the Opportunity $ Amount based on the Opportunity Created Date in Salesforce

within the time period. Used to calculate the Sales Pipeline created in the time period.

Revenue KPI: Sums the Opportunity $ Amount based on the Opportunity Close Date in Salesforce

within the time period. It's best used to calculate the Revenue (or Bookings) within the time period.

Pipeline & Revenue KPIs

Docs:Account Journeys Dashboard: Pipeline and Revenue KPIs

https://docs.engagio.com/en/articles/472-account-journeys-dashboard-pipeline-and-revenue-kpis



Pipeline & Revenue KPIs: Customization

Customize the Opportunity Amount field

Customize the Opportunities with a Filter





Pipeline & Revenue KPIs: Customization

Customize the KPI Labels





Journeys Dashboard

View


View Toggle


Account List Picker




Journey KPIs by StageWhat is the Volume, Conversion and Velocity for a

specific stage in the Journey?


● VolumeHow many Accounts went to the indicated stage within the time period?

● Conversion What % of Accounts in indicated stage moved to the next stage within the time period?

● Velocity How long on average did Accounts spend in the indicated stage within the time period?

Journey Metrics

Docs:Account Journeys Dashboard: Journey KPIs - Volume, Conversion and Velocity

https://docs.engagio.com/en/articles/473-account-journeys-dashboard-journey-kpis-volume-conversion-and-velocity



Journey Metrics: Customization● Pick a Journey Stage for which the KPI

should be shown.● Each KPI can be for a different stage.

Which Journey stage you choose is up to your team: we recommend choosing one stage to focus on by highlighting it’s metrics on the dashboard - so whichever stage that is - that’s the stage you should choose here.

For example, you might really care about the transition from Meetings to Opps - and so you should customize the dashboard to show Journey metrics for the stage Meeting:

● How many meetings have we had?● How long do Accounts spend in Stage

Meeting?● What % of meetings convert to Opps?

Docs:Account Journeys Dashboard: Journey KPIs - Volume, Conversion and Velocity




Journeys Dashboard

View


View Toggle


Account List Picker




Journey KPIs by StageWhat is the Volume, Conversion and Velocity for a

specific stage in the Journey?

Accounts by Stage/List


Accounts by Stage/List Table

Docs:Account Journeys Dashboard: Accounts by Account List and Journey Stage Table

https://docs.engagio.com/en/articles/474-account-journeys-dashboard-accounts-by-account-list-and-journey-stage-table

https://docs.engagio.com/en/articles/474-account-journeys-dashboard-accounts-by-account-list-and-journey-stage-table

Journey Analytics:Summary Page


Journey Summary Page

Docs:Journey Analytics: Summary Page

https://docs.engagio.com/en/articles/475-journey-analytics-summary-page


Journey KPIs by StageWhat is the Volume, Conversion and Velocity for

each of the stages in the Journey?




Journey KPIs by StageWhat is the Volume, Conversion and Velocity for

each of the stages in the Journey?

Journey Stage “Balance”How many Accounts are in each stage right now?

List of Accounts


Journey Analytics:Volume Page


Volume Page

Docs:Journey Analytics: Volume Page

https://docs.engagio.com/en/articles/485-journey-analytics-volume


Volume Page

Volume by Stage PickerHow many Accounts are in each stage right now?


Volume Page

Volume by Stage PickerHow many Accounts are in each stage right now?

Volume HeatmapHow many Accounts are in each stage right now?


Volume Page

Journey Stage “Balance”How many Accounts are in each stage right now?

Volume HeatmapHow many Accounts are in each stage right now?

Volume Data Table

Journey Analytics:Velocity Page


Velocity Page

Docs:Journey Analytics: Velocity Page

https://docs.engagio.com/en/articles/486-journey-analytics-velocity


Velocity Page

Velocity by StageHow many Accounts are in each stage right now?


Velocity Page


Velocity HeatmapHow many Accounts are in each stage right now?


Velocity Page


Velocity HeatmapHow many Accounts are in each stage right now?

Account Data Table

Journey Analytics:Conversion Page


Conversion Page

Docs:Journey Analytics: Conversion Page

https://docs.engagio.com/en/articles/487-journey-analytics-conversion


Conversion Page

Conversion by StageHow many Accounts are in each stage right now?


Conversion Page

Conversion HeatmapHow many Accounts are in each stage right now?



Conversion Page

Account Data Table

Conversion HeatmapHow many Accounts are in each stage right now?


Account Journeys:Journey Builder


Journey Builder

Docs:Journey Builder: Overview

https://docs.engagio.com/en/articles/372-journey-builder-overview


Journey Builder: Criteria, Read Only Mode, Edit Mode

Docs:Journey Builder: Editing Stages

https://docs.engagio.com/en/articles/373-journey-builder-editing-journey-stages


Journey Builder: Rebuild Journey History

Docs:Journey Builder: Rebuilding Journey History

https://docs.engagio.com/en/articles/374-journey-builder-re-building-journey-history

Segments

Copyright ©2019, Engagio Inc. 61

• Segments are configurable groupings of People, Accounts, Opportunities and Activities.

• Segments are comprised of Groups, the Segment Groups leverage Selectors to define the criteria for each Group.

Segments

What are Segments?


• Segments are configured directly in Engagio without the assistance of a Salesforce Admin.

• Segment Groups are user-defined, mutually exclusive groups that can be used throughout Engagio.

Segments

Why Use Segments?


• While other systems can look at Account, Opportunity, or Activity information to pull a list of People our Segments will actually return groups of Accounts, Opportunities or Activities, as well as People.

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Segments

Key Differentiator


Real-LifeExamples


Hello, Account Based

Everything

People Segments

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*Segment = Job Title* Segment = Department *Segment = Persona*Group 1: CxOsGroup 2: VPsGroup 3: DirectorsGroup 4: ManagersGroup 5: Other

Group 1: AdministrationGroup 2: EngineeringGroup 3: FinanceGroup 4: Human ResourcesGroup 5: ITGroup 6: LegalGroup 7: MarketingGroup 8: OperationsGroup 9: ProductGroup 10: SalesGroups 11: Support

Group 1: Billing ContactGroup 2: BuyerGroup 3: Department HeadGroup 4: Executive SponsorGroup 5: Main Sales ContactGroup 6: Technical ApproverGroup 7: User



Everything

Account Segments

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*Segment = Region* *Segment = Industry* Segment = Account TypeGroup 1: NAGroup 2: EMEAGroup 3: LATAMGroup 4: APAC

Group 1: AgricultureGroup 2: ApparelGroup 3: AutomotiveGroup 4: BankingGroup 5: ConstructionGroup 6: EducationGroup 7: EnergyGroup 8: EntertainmentGroup 9: Food & BeverageGroup 10: GovernmentGroup 11: Healthcare

Group 1: ProspectsGroup 2: CustomersGroup 3: PartnersGroup 4: Other



Everything

Opportunity Segments

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*Segment = Product* Segment = Opp Amount Segment = Opp TypeGroup 1: PlatformGroup 2: FoundationGroup 3: DashGroup 4: Other

Group 1: < 10,000Group 2: 10,000 > 30,000Group 3: 30,000 > 50,000Group 4: 50,000 > 75,000Group 5: 75,000 > 100,000Group 6: 100,000 > 150,000Group 7: 150,000 > 250,000Group 8: > 250,000

Group 1: New BusinessGroup 2: Cross-SellGroup 3: RenewalGroup 4: Other



Everything

Activity Segments

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*Segment = Marketing Engagement vs. Sales Engagement* Segment = Source Segment = Product of Interest

Group 1: MarketingGroup 2: SalesGroup 3: None

Group 1: EngagioGroup 2: MarketoGroup 3: OutreachGroup 4: SalesforceGroup 5: Other

Group 1: Product AGroup 2: Product BGroup 3: Product CGroup 4: Product D


• Current Activity Fields will be replaced by Activity Segments.

• (i.e Sales Engagement vs Marketing Engagement)

• We will use a script to recreate existing activity fields as new Segments.

• Customers will not have to recreate their existing activity fields themselves.

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Segments

Segments Effect on Activity Fields


• Segments can take some time to run as they will evaluate each member (person, account, opportunity, or activity) and sort the members into the appropriate groups.

• The same is true when a Segment group is edited.

• There will always be a Default group within each Segment• Catch-all for members who do not qualify for one of

the defined groups in the Segment. • The name of the Default group can be changed, but

the logic is not editable.

Segments

Things to Consider When Using Segments


Segments

Segments in Engagio

Dash Updates


Dash: New Dashboards

Closed Won Attribution Dashboard MQA Impact Dashboard

Campaign Cost ROI Dashboard


Dash Updates

Performance and other ImprovementsBatch API for Account Batch Job

● Ability to update up to 100 accounts with Engagio activities in one API call

Renamed objects and fields in Dash to be consistent with Configurable Journey

● Customer Path = Journeys

● Campaign Attribution = Attribution

● Lifecycle Stage = Journey Stage

● To Lifecycle Stage = To Journey Stage

● From Lifecycle Stage = From Journey Stage


Other Minor Enhancements:

● Increase field character limit for “Activity Details”

● Fixed null reference error for engagement minutes recalculation

● Fixed error where opportunity updates were adjusting account lifecycle stages

● Updated attribution to now calculate based on engagement activities for the person journey

● Created a “read only” permission set for non-Dash admins

Dash Updates

Questions?

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