Building Reports for Altify Insights

For customers with an Altify Insights product license, Altify provides guidance on how to build and customize the following dashboards and reports:

Altify Insights dashboards

We provide two sample dashboards, one for opportunities and one for accounts. These include components that address application usage and the quality of the insight and relationship maps being created. These components are based on a number of activity and map status reports which can be adapted according to the business rules applicable to a given customer org.

Use these as a starting point for building out dashboards to meet your specific reporting needs by, for example, adding filters to restrict the set of opportunities or accounts to specific owners or other meaningful groups. By default, the opportunity dashboard and underlying reports are based on open opportunities with a close date in the current year, but you may want to create filters based on opportunity stage or close date. For components that are based on opportunity value, the standard amount field has been used, but if a different amount field is needed, this should be changed in the underlying reports and report types.

See what your Altify Insights Account Dashboard and Altify Insights Opportunity Dashboard might look like.

User activity reports

User activity reporting is based on the Altify Log custom object, where views and updates to insight and relationship maps are recorded. The following reports use a custom report type based on Altify Log, which pulls in additional Opportunity and Account fields via lookup. Note that it is also possible to create similar reports using standard Salesforce report types: Altify Logs with Opportunity and Altify Logs with Account.

  • Opportunity Map Usage: shows, per user, the number of days with opportunity insight and relationship map updates during the current year.

  • Account Map Usage: shows, per user, the number of days with account insight and relationship map updates during the current year.

Insight quality reports

Insight quality reporting is based on the Altify Insight Card custom object, where insight map cards and their associated attributes are recorded, including insight type (goal/pressure/initiative/obstacle/solution) and whether insights are confirmed. The report type also pulls in opportunity and account fields via lookup, as well as related Altify Insight Card Contact objects, if any. These are contacts associated with goals, pressures, initiatives and obstacles.

  • Opportunity Insights with Contact Detail: shows insights and attributes on insight maps for open opportunities, closing this year, by opportunity and insight type, including associated contacts and a count of confirmed insights.

  • Account Insights with Contact Detail: shows insights and attributes on insight maps for accounts by account name and insight type, including associated contacts and a count of confirmed insights.

Contact quality reports

Contact quality reporting is based on the Altify Contact Map Details custom object, where relationship map contacts and associated attributes, such as political status and decision orientation, are recorded. The following reports use a custom report type based on Altify Contact Map Details, which pulls in additional opportunity and account fields via lookup:

  • Opportunity Rel Map Contacts: shows contacts and attributes on relationship maps for open opportunities, closing this year, by opportunity owner and contact type.

  • Account Rel Map Contacts: shows contacts and attributes on account relationship maps by account owner and contact type.

Contact type is a report formula which uses a combination of contact attributes to group contacts by quality, depending on political status, support level and coverage. It classifies contacts as follows:

  • Non Key Player

  • Key Player, No 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.

  • Key Player, Some 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.

  • Key Player, Supporter/Mentor

The best quality relationship maps are those with key players who are also supporters or mentors.

Map status reports

Map status reporting is based on assessing the overall quality of insight and relationship maps, based on map attributes. For example, are key players (contacts with political status of inner circle or political structure) identified on the relationship map? Are the key players supportive (support status of mentor or supporter)? Are insight map sections complete, with insights of each type? Have those insights been confirmed?

To calculate a quality rating for relationship and insight maps, Altify uses two batch processes, one for opportunities and one for accounts. These can be configured to run nightly.

For opportunities, the Opportunity Completeness batch job updates a number of fields on the Altify Opportunity object for open opportunities, including:

  • Insights Score - a rating from 1-100; higher values are better;

  • Insights Status - a Red/Amber/Green flag based on the insights score:

    • Red maps have no complete sections

    • Amber maps have at least one completed section, with at least one insight of each type

    • Green maps have at least one completed section, with at least one confirmed insight of each type

  • Insights Map Card Count

  • Insights Map Section Count

  • Insight Cards Owned and Validated

  • Relationships Score - a rating from 1-100; higher values are better;

  • Relationships Status - a Red/Amber/Green flag based on the relationships score:

    • Red maps have no supportive key players identified

    • Amber maps have at least one supportive key player

    • Green maps have at least one supportive key player who is also a decision maker or approver

  • Relationship Map Contact Count

  • Relationship Map Key Player Count

  • Rel Map Supportive Key Player Count

  • Rel Map Key Roles Uncovered Count

For accounts, the Account Completeness batch job updates a corresponding set of insight and relationship fields on the Altify Account Completeness object.

  • The batch job - which is used by Altify Account Manager in addition to Altify Insights - populates rows per account and per account plan type. For Altify Insights users, account plan type is not applicable and completeness records are generated with a null account plan type. This should be used when filtering account completeness records for Altify Insights reporting.

  • Relationship scoring for account relationship maps is slightly different to opportunity relationship maps:

    • Red maps have no supportive key players identified

    • Amber maps have at least one key player who is a supporter

    • Green maps have at least one key player who is a mentor

These insights and relationships fields are used to support a number of different opportunity and account status reports.

Note: Many of the reports below present map status in terms of 'good' maps or 'basic' maps. A 'good' map has an amber or green status value, a basic map has a red status value. For relationships, a good map has at least one supportive key player. For insights, a good map has at least one completed section.

Opportunity: map status reports

Map status reporting for opportunities uses a report type based on the standard Opportunity object, plus completeness fields from the Altify Opportunity custom object added via lookup. A number of different status reports are provided:

Note: Some of the reports below group by Stage. This has been configured as a bucket field based on closure probability, with buckets for early-stage, mid-stage, late-stage etc. The definition of this field should be adjusted as needed, based on stage configuration in your org.

  • Opportunities plus Map Detail: shows, by opportunity owner, the number and percentage of open opportunities, closing this year, that have insight or relationship maps. It uses a row level formula to calculate the presence of a map by looking for opportunities that have either relationship contact count > 0 or insight card count > 0.

  • Opportunities with Map Status: reports on open opportunities, closing this year and with a closure probability > 20%, grouping them by owner, stage and map status. The intent is to provide a view of map quality across opportunities that have progressed beyond the early stage of the sales cycle.

    • Map Status is a row level formula based on insight and relationship scores. The possible values are: No Maps, Basic Insight Map and/or Rel Map, Good Insight and/or Rel Map.

  • Opportunities with Insight Map Status: reports on open opportunities, closing this year, by owner, insight map status and stage, and shows the percentage of opportunities that have a good insight map.

    • Insight Map Status is a bucket field based on the Insights Status field, with buckets for basic map (red status) and good map (amber or green status).

  • Opportunities with Rel Map Status: reports on open opportunities, closing this year, by owner, relationship map status and stage, and shows the percentage of opportunities that have a good relationship map.

    • Rel Map Status is a bucket field based on the Relationships Status field, with buckets for basic map (red status) and good map (amber or green status).

  • Opportunities with Poor Quality Maps: reports on open opportunities, closing this year, which have no key players and no insights that are confirmed and owned, grouping them by owner, opportunity and close date.

Account: map status reports

Map status reporting for accounts uses a report type based on the standard Account object, with or without related records from the Altify Account Completeness custom object. It includes a number of custom fields added to the Altify Account Completeness object:

  • Has Maps: returns 0 if relationship contact count = 0 and insight card count = 0, otherwise returns 1

  • Map Status: returns 0, 1, or 2 based on an account's insights and relationships status:

    • '0' if the relationship contact count = 0 and insight card count = 0.

    • '1' if both insights status and relationships status are red

    • ' 2' if insights status or relationships status is amber/green

  • Has Good Rel Map: returns '0' if insights status is red, otherwise returns '1'

  • Has Good Insight Map: returns '0' if relationships status is red, otherwise returns '1'

A number of different status reports are provided:

Note  

The reports below group by Type, which is a field on the standard Account object. This can be replaced with other Account fields, based on whatever account segmentation is most meaningful in a given customer org.

The reports include the Annual Revenue standard field as one possible way of associating value to an account, other fields can be added as needed.

The reports filter completeness records to those that have an empty plan type value - this ensures that at most one completeness record is included per account.

  • Accounts with Map Status: reports on accounts, grouping them by owner, type and map status. The intent is to provide a view of map quality across accounts.

    • Map Status is a bucket field which returns descriptive strings based on the value of the Map Status custom field: '0' = No Maps, '1' = Basic Insight Map and/or Rel Map, '2' = Good Insight and/or Rel Map.

    • The report also includes a number of formulas which can be used to drive dashboard metrics:

      • percentage of accounts that have any maps (either insight or relationship)

      • percentage of accounts that have good relationship maps

      • percentage of accounts that have good insight maps

  • Accounts with Insight Map Status: reports on accounts, by owner, type and insight map status.

    • Insight Map Status is a bucket field based on the Insights Status field, with buckets for basic map (red status) and good map (amber or green status).

  • Accounts with Rel Map Status: reports on accounts, by owner, type and rel map status.

    • Rel Map Status is a bucket field based on the Relationships Status field, with buckets for basic map (red status) and good map (amber or green status).

  • Accounts with Poor Quality Maps: reports on accounts which have no key players and no insights that are confirmed and owned, grouping them by owner and type.