Campaign Influence Reports to Create in Salesforce

Most likely if you’re using Qualified, you’re also using Salesforce to track the success of your marketing campaigns, track Leads, and manage Opportunities.

And if you’re running Salesforce and Qualified side by side you’ll want to also track the success of your Qualified Experiences using Campaign Attribution and Influence. In this guide, we’ll walk you through creating three reports in Salesforce to help track the success of your Qualified Experiences.

Before you begin, make sure you’ve set up Campaign Attribution and configured Campaign Influence in Salesforce.

The 3 Reports we’ll go over in this guide are:

  • Qualified.com Campaigns with Leads
  • Qualified.com Influenced Opportunities
  • Qualified.com Influenced ABM Opportunities

In order to build your own Qualified Dashboards in Salesforce, it is required that you are using Campaign Influence. We won’t cover that in this article, but you can find the official documentation on Campaign Influence here. If you’re using both Pardot and Salesforce, we strongly recommend using Connected Campaigns.

Getting Started with Campaign Attribution & Campaign Influence

Before getting started building out your reports, you’ll want to first make sure you have Campaign Attribution setup within Qualified and Salesforce. Meaning, the first step will be to create a Campaign in Salesforce (if you don’t already have one) that will help track engagement with your Qualified app. You'll also want to make sure that Campaign Influence is configured in your Salesforce instance. Salesforce Campaign Influence allows you to associate an Opportunity to multiple campaigns, rather than tracking individual Leads.

Second, you’ll want to make sure that your Qualified experiences are being attributed in your marketing campaign in Salesforce. Within your Qualified account go to Integrations> Salesforce > Lead Mapping and scroll to the bottom to make sure you have a campaign listed here.

You can also see more on campaign attribution in detail on our guide.

Qualified.com Campaigns with Leads

The next report you’ll want to create in Salesforce will look at how many Leads have come from Qualified.com and have influenced your Campaign.

When creating your Qualified.com dashboard later on, this will help you see a clear view of how many Leads have come in via Qualified.com that are currently associated with a Campaign.

To get started, you’ll want to create a new report in Salesforce and select “Campaigns with Leads and Converted Lead Information” as your report option. This will show you not only current Leads, but those who have recently converted as well.


From here, you’ll want to add a few filters to make sure you’re looking at your Qualified.com Campaign specifically.

These are filters that we recommend setting but of course you're not limited to these filters or grouping. Depending on your business case, you might want to group differently or add more filters than what we show below.

Set your filters to:

  • Show me: All Campaigns
  • Filter by: Campaign name contains Qualified.com

Group by (in this order): 

  • Campaign Name
  • Lead Created by Date (We suggest additionally grouping this by calendar week or month)

Additionally, we've added these columns to our reports here at Qualified which might be helpful to you as well:

  • Name
  • Title
  • Email
  • Company
  • Opportunity Name
  • Opportunity Amount
  • Owner

Finally, add a chart if you'd like to the report to see the visual representation of Leads and name your report "Qualified.com Campaigns with Leads."


Qualified.com Influenced Opportunities

There are several reports you can create in Salesforce to help you see the value of your Qualified.com experiences. We’ll go over how to create one here to see Opportunities influenced by your web conversations using Qualified.

Once you have Campaign Attribution set up and working within your Salesforce account you should start to see activity in your Campaign(s) as Leads come into your site and interact with your Qualified app. If you’ve followed our previous instructions, you’ll now have a Campaign called Qualified.com and you might even have child campaigns for each Qualified Experience that you’re running, but this isn’t a requirement.

Campaign in Salesforce


Begin by creating a new report and select to run a 'Campaign with Influenced Opportunities’ report from the list of standard reports that you’ll see appear.

Campaigns with Influenced Opportunities Report.

The Campaigns with Influenced Opportunities report displays Campaigns that have Opportunities associated by multiple methods:

  1. A Campaign is associated to a Contact Role on the Opportunity. This means that the Contact that is assigned to a Contact Role on an Opportunity is a member of a Campaign.
  2. Use of the Add to Campaign button on the Campaign Influence related list on the Opportunity record (Campaign Influence 1.0 only)
  3. Enter a Campaign in the Primary Campaign Source field on the Opportunity record (any Campaign saved in this field will be reported, even if it is later removed or replaced)

Once the report is selected you’ll then be able to configure the reports to see the Opportunities that have been influenced by your Qualified.com campaign.

From here, you’ll want to add a few filters to make sure you’re looking at your Qualified.com Campaign specifically.

These are filters that we recommend setting but of course you're not limited to these filters or grouping. Depending on your business case, you might want to group differently or add more filters than what we show below.

Set your filters to:

  • Show me: All Campaigns
  • Filter by: Campaign name contains Qualified.com

Group by (in this order): 

  • Campaign Name
  • Lead Created by Date (We suggest additionally grouping this by calendar week or month)

Additionally, we've added these columns to our reports here at Qualified which might be helpful to you as well:

  • Contact name
  • Company
  • Opportunity Name
  • Opportunity Amount
  • Stage
  • Closed date
  • Owner


Notice, we’ve also set the set a filter for our Opportunity stage, to ensure we’re capturing the all Opportunities both completed and in progress. Set your Opportunity stage filter here if you’d like to only see Opportunities in progress or completed.


Finally, run the report and make adjustments as needed including adding a bar chart as shown below to give you a full picture of Qualified.com campaign influence on your Opportunities and name your report "Qualified.com Influenced Opportunities."

Influenced Opportunities.


Qualified.com Influenced ABM Opportunities

Account based marketing or ABM is a business marketing strategy that concentrates resources on a set of target accounts within a market. It uses personalized campaigns designed to engage each account, basing the marketing message on the specific attributes and needs of the account.

You can see then how using Qualified.com + ABM can be such a powerful tool for markers. If you’re currently using ABM with your Qualified.com Experiences seeing the ROI can be as easy as creating a simple Salesforce report. 

To get started, you’ll want to create a new report by selecting to  run a 'Campaign with Influenced Opportunities’ report from the list of standard reports that you’ll see appear.

Report Type in Salesforce.

The next step will depend on how you track ABM accounts within Salesforce. Some will simply mark them as "ABM" with a custom field in Salesforce, while other people might have tiers such as 'Diamond' for their highest account. You'll want to include this information in your filters, as you configure your report shown below.

You’ll also want to add a few filters to make sure you’re looking at your Qualified.com Campaign specifically.

These are filters that we recommend setting but of course you're not limited to these filters or grouping. Depending on your business case, you might want to group differently or add more filters than what we show below.

Set your filters to:

  • Show me: All Campaigns
  • Filter by: Campaign name contains Qualified.com

Group by (in this order): 

  • Campaign Name
  • Lead Created by Date (We suggest additionally grouping this by calendar week or month)

Additionally, we've added these columns to our reports here at Qualified which might be helpful to you as well:

  • Name
  • Title
  • Company
  • Opportunity Name
  • Opportunity Amount
  • Account Name
  • Owner


Once you've set your filters you'll want to make sure to also sum up the Opportunity value, so you not only have the number of Opportunities but the total value of those Opportunities as well.

Add a visual chart at the end, to help you see the value of your Qualified.com influenced ABM Opportunities and Accounts.

Chart within Salesforce Report.

As the very last step, save your report and name it "Qualified.com Influenced ABM Opportunities."

Summary

Most likely if you’re using Qualified, you’re also using Salesforce to track the success of your marketing campaigns, track Leads, and manage Opportunities. Creating the reports above will help you best track ROI of your Qualified.com app and Experiences as well as help you make changes to improve conversion rates.

Next Steps


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