Building Reports for Relationship Maps

For customers with a Relationship Map only product license, Altify provides guidance on how to build and customize the following dashboard and reports:

Altify relationships dashboard

This is a sample dashboard that shows components that can be displayed using activity, contact and relationships status reports, to give an overview of relationship map usage and quality for both opportunities and accounts.

Use this as a starting point for building out dashboards to meet your specific reporting needs by, for example, building separate dashboards for opportunities and accounts, adding filtering by owner or role etc. 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 dashboard might look like.

User activity reports

User activity reporting is based on the Altify Log custom object, where views and updates to 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.

Contact details reports

Contact details 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:

Contact type, in this case, is a report formula which uses a combination of contact attributes to group contacts by quality, depending on their political status, support level and coverage.

Relationship map status reports

Relationship status reporting is based on assessing the overall quality of relationship maps, based on the attributes associated with the contacts on the map. For example, are key players (contacts with political status of inner circle or political structure) identified? Are the key players supportive (support status of mentor or supporter)? For opportunities, do supportive key players have a buying role of decision maker or approver?

Opportunity relationship maps

For opportunities, relationship statuses can be calculated across all open opportunities using the Opportunity Completeness batch job, which can be configured to run nightly. This will update a number of fields on the Altify Opportunity object, including:

  • 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

The following report uses a custom report type based on the standard Opportunity object, which pulls in relationship summary fields from the Altify Opportunity object via lookup.

This report defines a number of summary formulas which can be used to present metrics on a dashboard, including:

  • % Opps with Maps: based on the number of opportunities with maps as a percentage of total opportunities. If an opportunity has at least one map contact then it is counted as having a map.

  • % Opps with Amber/Green Maps: based on the number of opportunities with a relationships status of amber or green as a percentage of total opportunities.

A row level formula, Map Type Count, is used as the basis for these summary formulas. It assigns a different number to an opportunity depending on whether the opportunity has no contacts, has Red relationships status or has Amber/Green Status. The sum of these numbers across a set of opportunities is used to determine the number of maps of different types.

Account relationship maps

For accounts, at present there is no equivalent batch job to calculate account relationships status for relationship map users. However, by adding a number of custom roll up and formula fields to the standard Account object, a similar status measure can be derived. Specifically, roll up fields to calculate the overall contact count, the key player count and the count of supportive key players, as well as a Rel Map Status formula field which combines these to derive a status value. If these fields are added, the following report, based on the standard account report type, can be used.

This report defines a number of summary formulas which can be used to present metrics on a dashboard, including:

  • % Accs with Maps: based on the number of accounts with maps as a percentage of total accounts. If an account has at least one map contact then it is counted as having a map.

  • % Accs with Supportive Key Player: based on the number of accounts with at least one supportive key player as a percentage of total accounts.

A row level formula, Map Type Count, is used as the basis for these summary formulas. It assigns a different number to an account depending on whether the account has no contacts, has contacts but no supportive key players or has at least one supportive key player. The sum of these numbers across a set of accounts is used to determine the number of maps of different types.

If the addition of Account custom fields is not feasible, the following is suggested:

  1. Add custom formula fields to the Altify Contact Map Details object to support counting of different types of contact.

  2. Create a report type based on accounts with or without Altify Contact Map Details

This can then be used to create the following report:

  • Accounts with/without Rel Map Contacts: Accounts with and without contacts on Altify account relationship maps; excludes contacts on opportunity-based maps; uses custom formula fields on Altify Contact Map Details;

This is a report at the contact level rather than the account level only and, compared to the Accounts with Relationships Status report, is less flexible in terms of the dashboard components that can be created. However, it is still possible to use this to report on accounts with and without maps, based on number of map contacts, and also to derive an associated relationship map status summary formula.

Account divisions report

Altify provides the ability to define account divisions and to associate relationship maps with those divisions, in addition to an overall account relationship map. Any contact added to a division's relationship map is automatically added to the overall account relationship map and, when calculating overall relationships status for an account, this is based on all map contacts for that account, whether or not they are included on a division-specific map.

The following report provides a summary count of contacts on accounts and their divisions, where they exist. It uses a custom report type based on accounts with or without Altify Account Divisions. It makes use of the custom account roll-up fields described above. It also uses two additional custom fields added to the Altify Account Division A division is typically a smaller service unit or business unit within an account. By providing the same features as an account (row on the opportunity map, relationship map, insight map, etc.), divisions allow you to accurately map your customers' buying structures, without restriction to Salesforce Account records. object to support counting of divisions and counting of contacts within divisions.