Account Pulse 360

CRMA to Data Cloud output
Data Cloud Write output

Title: Account Management Insights powered by CRMA to Tableau Next integration

What inspired me? Plenty of organizations today have a robust CRMA or Tableau architecture in place but lack the ability to enable insights on existing dashboards and this would be huge roadblock for both sales and marketing teams at salesforce when trying to sell this amazing product but they would need to convince these companies of a low impact migration strategy to make this convergence possible. I am also a salesforce CRMA/Tableau Ambassador and hear a lot of feedback from executives who are worried about CRMA going away or having to rebuild their assets in Tableau Next. I wanted to build something that would showcase that there is a low impact path to make this transition easy for everyone from business to IT withing a organization.

This dashboard provides sales leaders with an aggregated view of accounts by seller, office, region, and division. Users can group and filter accounts to analyze various dimensions, such as engagement status, ICP score, 6QA status, and prospect size. The goal here was to use as much of CRM, Einstein and semantic layer has possible to enable insights that our leadership seeks which cannot be delivered today without next gen Tableau Next composable framework. This tool will empower sales teams with comprehensive data visualization, enabling informed decisions based on real-time insights and promoting efficient and effective sales coverage analysis.

Business Value

The business value of the dashboard lies in its ability to centralize and streamline data for sales leaders, enhancing the strategic planning and execution of the ABX strategy. By providing a consolidated view of account information, sales leaders can identify high-potential prospects, allocate resources more efficiently, and tailor engagement strategies to maximize impact. Visibility into ICP and 6QA allows leaders to focus their teams on the most promising leads, increasing the likelihood of successful conversions. Additionally, the dashboard's capability to identify underperforming offices or sellers offers valuable coaching opportunities, enabling leaders to address issues proactively and improve overall team performance.

Key Use Cases

Manage Engagement Expectations: By analyzing engagement statuses, sales leaders can identify opportunities to coach teams on effective pre-pipeline strategies. Sales leaders can encourage sellers to engage strategically rather than broadly. Prioritize High ICP and 6QA Accounts: Users can segment accounts by ICP score and 6QA status to customize sales strategies for different segments, ensuring high-potential prospects are given priority. Resource Allocation: The tool helps determine where to direct sales efforts and resources, optimizing the chances of converting opportunities and driving revenue growth.

Assigned Account Insights: This tab provides a comprehensive view of account engagement and ownership performance across the 6QA segments. This tab is designed to support strategic decisions by highlighting activity trends, ownership dynamics, and readiness for the buying stage.

Duplicate Accounts: Our first CRMA-driven solution to a complex business challenge, this tab uses custom logic to identify duplicate accounts based on fields like phone number, email, and URL. We have reduced the original count of over 80,000 duplicates significantly through ongoing monthly cleanup efforts.

BPA Engagement and Ownership Mismatch: This tab helps identify accounts where the last recorded activity was by a BPA not on the assigned account team. It is a valuable tool for DMs and RMs to regularly review and adjust account ownership as needed.

Unengaged Accounts: This report lists accounts that fall outside the rules of engagement. Jamie collaborates with ITS weekly to reassign these accounts to “Available,” enabling them to be considered for future reassignment.

Accounts Returned: This tab tracks accounts that were assigned but have since been returned to “Available.” It acts as a checkpoint for Jamie and the team to validate against the Capacity Planning dashboard before reallocating, helping to prevent duplicate assignments and ensure a smoother experience for prospects.

These are some of the business use cases we have been able to solve which are now our success stories to salesforce and to be demoed soon at dreamforce/TDX. There are many many possibilities of use cases that we have in our roadmap and we plan to solve using the new Tableau plus product bundle.