Completeness Scoring and Altify Statuses

Configure the following scheduled job to generate Opportunity completeness records on a daily or weekly basis for open and recently closed opportunities that are worked in Altify.

Completeness scores are percentages, and these inform the Altify status (red/amber/green) that is assigned to specific areas of each opportunity. This data is used in Altify's Reporting Package that you can install and customize.

Custom fields on the Altify Opportunity object capture the current level of completeness that applies to an opportunity. Completeness is measured for each of the following aspects: Assessment, Relationship Map, Insight Map, Decision Criteria, PRIME Actions and Strategy.

To schedule the generation of completeness records, do the following:

  1. In Setup, go to Apex Classes
  2. On the Apex Classes page, click the Schedule Apex button.
  3. Enter a Job Name of 'Altify Opportunity Completeness Job'.
  4. Set the Apex Class to 'ScheduledOpportunityCompleteness'.
  5. Select a Frequency of Weekly.
  6. Select the day that you want the job to run on.
  7. Enter the date range (Start date and End date) over which you want the job to run.
  8. Select a Preferred Start Time.
  9. Click Save.

Initial runs

The following instructions are for one-off runs of the above batch jobs:

  1. Open the Developer Console.
  2. Click Debug and select Open Execute Anonymous Window.

  3. Run the following line of code to run the batch job for account-level maps:

    Copy 
    new ALTF.ScheduledOpportunityCompleteness().execute(null);

Updating the batch run

A custom setting in Altify Opportunity Manager Settings allows you to control the number of plans that are processed per batch. By default, this is set to '1'. To define your own value, update the setting Completeness Batch Size

This setting allows you to influence the execution time of the completeness batch job. A small value, like '1', results in a fast individual batch but would incur a lot of batches. Setting it to a large value results in fewer batches but each batch is slower and runs the risk of exceeding Salesforce limits. We recommend that you evaluate what best suits your org by starting at a high number (maximum number is '2,000') and working down.

Be aware, however, that many other elements influence the execution time of the completeness batch job, for example: the Salesforce POD instance, the number of plan types, the number of opportunities, and the system load at time of execution.

Completeness scores are calculated for each aspect of an opportunity (assessment, actions, etc.). Completeness scores are percentages, and an Altify status (Red/Amber/Green) is awarded in each case based on 33% and 66% thresholds. For example, if a completeness score of 54% applies to an opportunity's assessment, an assessment status of amber is assigned.

  • Assessment status: Completeness is calculated as follows:
    • 80% is available for the assessment answers related to your organization.

      • 60% is based on the whether or not the answers have been definitively answered (i.e. Yes/No). So if 12/16 questions have been answered with a Yes/No value, a score of 45% (75% of 60%) is awarded.

      • 20% is based on the presence of notes on recommended assessment questions (see Recommended Assessment Questions). If 8 of 16 questions are recommended and 6 of those questions have answers with notes, a score of 15% (or ¾ * 20%) is awarded.

    • 20% is available for assessment answers related to competitors. If 12 of the 16 questions support competitor answers and you have two competitors, then there is a maximum total of 24 (2 * 12) answers for competitors. If there are 12 definitive 'Yes'/'No' answers then you get 12/24 * 20% (or an additional 10%).

  • Relationships Status: the Altify status of relationship maps is derived from high quality contacts on the map.

    • Green if at least one contact is both a decision maker and a mentor/supporter.

    • Amber if at least one contact is both a key player and a mentor/supporter.

    • Red if neither of the above contacts are on the map.

    Although it's not outlined in the above explanation, the above statuses also align with a completeness percentage which is calculated 'under the hood' and the application of 33% and 66% thresholds.

    An alternative scoring system for relationship map completeness is available. For more information see Simplified scoring for insight and relationship maps.

  • Insights Status: the first important consideration is completeness of the story (‘section’ on the insight map). The story is considered complete if it includes details on all card types (Goal, Pressure, Initiative, Obstacle, Solution). The second important consideration is whether your understanding has been confirmed by the customer. Progression from red to amber to green is a matter of building a complete story, in at least one section, of your map and then confirming the details of that story with your customers. With that in mind an Altify status is assigned as follows

    • Green: all five card types are present in one insight map section ('completeness') and at least one card of each type is confirmed within the same section ('confirmation').

    • Amber: all five card types are present in one insight map section ('completeness').
    • Red: not one section contains all five card types.

    Although it's not outlined in the above explanation, the above statuses also align with a completeness percentage which is calculated 'under the hood' and the application of 33% and 66% thresholds.

    An alternative scoring system for insight map completeness is available. For more information see Simplified scoring for insight and relationship maps.

  • Decision Criteria Status: Altify checks whether you have identified both formal and informal decision criteria and awards scores as follows:

    • Up to 50% for uncovering formal decision: criteria:

      • 25% : if 1-3 formal decision criteria are identified

      • 50% : if more than 3 formal decision criteria are identified

    • Up to 50% for uncovering informal decision: criteria:

      • 25% : if 1-3 informal decision criteria are identified.

      • 50% : if more than 3 informal decision criteria are identified.
  • Actions Status: This calculation is based on an open or closed opportunity's total number of actions. A completion score is awarded as follows:

    • 50% if there are 1-3 open actions against an open opportunity, or 1-3 closed actions against a closed opportunity.

    • 100% if there are more than 3 open actions against an open opportunity, or more than 3 closed actions against a closed opportunity.

  • Strategy Status: A strategy completion score is awarded as follows:

    • 50% is awarded simply for identifying your own strategy.

    • 50% is awarded based on the completeness of the competitor information provided. Each competitor has strategy, strengths and weaknesses associated with it. If there are two competitors, you are therefore expected to provide a total of six pieces of information. The proportion of the 50% awarded is calculated based on how many have actually been provided. For example, . if you provide a strength and weakness for the first competitor, and strategy for the second competitor, you get 3/6 * 50% (i.e. 25% for this opp).

  • Overall Opportunity Completeness: this score is a straight average of the scores for the above sections i.e. assessment, relationships, insights, decision criteria, actions and strategy.

A hidden batch job can be used to calculate the completeness scores for all open opportunities and closed opportunities in the last two financial years. For more information, see Calculating the Completeness of Historic Opportunities.

Enabling the custom setting Use Simple Completion Calculations in Altify Opportunity Manager Settings means that the completeness scores for your insight and relationship maps are based on the following scoring systems:

  • For insight maps: the score is derived from two percentage-based terms that are then multiplied together. The first term looks at the count of cards in a section as a percentage of a threshold value (9). The second term is a percentage of the observed card types. So if you have six cards of three different types then the score is calculated as ( (6 / 9) * (3 / 5) ) = 40%.

  • For relationship maps: the score is derived from a count of the number of contacts that have interesting attributes (i.e. Political Status, Buying Role Buying Role is a relationship attribute for contacts on an opportunity relationship map. The default options shipped with Opportunity Manager are: 'User', 'Evaluator', 'Decision Maker', and 'Approver'. Additional roles can be created, if necessary, but the software only uses the default values for scoring calculations., Coverage Coverage is a relationship map attribute that indicates how much you've been in touch with a contact. There are several possible Coverage values: Unknown, No Contact, Brief Contact, Multiple Contacts, and In Depth. or Status) as a percentage of a desired number of contacts (8). So if there are two contacts with one attribute, then the score is 25%.

    You can update this default desired number of contacts (8) if required. To do this, set the Altify Core Setting Contacts on map for completeness to the desired number.

The completeness score for each setting is converted to red, amber or green based on 33% and 66% thresholds.

For guidance on installing your reporting package and customizing your dashboards and reports as needed, see Reporting Package.