Salesforce Dashboard for Reporting

Visualizing Triblio's data alongside your account and opportunity data in Salesforce is often the best way to get a wholistic overview of your ABM program and its impact on pipeline. There are six Salesforce reports that we recommend building in order to track account funnel progression and impact from your ABM program.  Feel free to customize and tweak these reports as needed, but these guides will serve as a good starting point.

Here are the Triblio fields required in order to create these reports:

  • Triblio Smart Score
  • Intent - # Surging Topics (A synced value from Triblio representing the # of Surging topics according to Bombora)
  • Triblio Ad Impressions (Last 180 Days)
  • # of Visitors (Last 90 Days)
  • Optional: # of Employees (if you want to filter for only Enterprise accounts or similar)

Once you've created these reports and loaded them into a Salesforce dashboard, it should look something like this:

Here's how to create each of the six reports pictured above:

All Accounts by Buying Stage

  • Start by creating a new Accounts report
  • Add the following columns to the report:
    • Account Name
    • Account Owner
    • Triblio Ad Impressions (Last 180 Days)
    • # of Visitors (Last 90 Days)
    • Intent - # of Surging Topics
  • Next, add a row-level formula called Buying Stage with these rules:
    • Stage 1 (Target) is the default state. All target accounts should go here to start.
    • Stage 2 (Awareness) should include accounts reached by Triblio ads. (Triblio Ad Impressions (Last 180 Days) > 10)
    • Stage 3 (Consideration) should include accounts with either increased Bombora Surge activity or website activity. (# of Surging Topics > 0) or (# of Visitors last 90 days > 2)
    • Stage 4 (Decision) should include accounts with large volumes of Bombora Surge or Website activity, or a combination of both. (# of Surging Topics > 4) or (# of Visitors last 90 days > 10) or (# of Surging Topics > 3 AND # of Visitors last 90 days > 5)
  • Here's an example of what this function might look like. Note: you will need to update the names of the fields in this formula based on how you've named them in your Salesforce
    • IF (OR(Account.Intent_ABM_Topics__c > 4, Account.of_Visitors_Last_90_Days__c > 10,AND(Account.Intent_ABM_Topics__c > 3,Account.of_Visitors_Last_90_Days__c > 5)), "S4 - Decision", IF(OR(Account.Intent_ABM_Topics__c > 0, Account.of_Visitors_Last_90_Days__c > 2), "S3 - Consideration", IF(OR(Account.Triblio_Ad_Impressions_Last_90_Days__c > 10), "S2 - Awareness", "S1 - Target")))
  • Group the report by the new Buying Stage formula
  • Filter to only include prospect accounts that you plan to target with ABM efforts. Here's an example of how that might look:

  • Click the Toggle Chart button in the top right of the report editor
  • Now, click the gear icon in the top right of the displayed chart
  • Select these Chart Settings:
  • Click "Save and Run" and name the report "All Accounts by Buying Stage"

Account Stages by Territory

  • Start by creating a new Accounts report
  • Add the following columns to the report:
    • Account Name
    • Account Owner
    • Triblio Ad Impressions (Last 180 Days)
    • # of Visitors (Last 90 Days)
    • Intent - # of Surging Topics
  • Next, group the rows by Territory
  • Next, group the columns by the following function called "Buying Stage" with "Text" function. Note: you will need to update the names of the fields in this formula based on how you've named them in your Salesforce.
    • IF (OR(Account.Intent_ABM_Topics__c > 4, Account.of_Visitors_Last_90_Days__c > 10,AND(Account.Intent_ABM_Topics__c > 3,Account.of_Visitors_Last_90_Days__c > 5)), "S4 - Decision", IF(OR(Account.Intent_ABM_Topics__c > 0, Account.of_Visitors_Last_90_Days__c > 2), "S3 - Consideration", IF(OR(Account.Triblio_Ad_Impressions_Last_90_Days__c > 10), "S2 - Awareness", "S1 - Target")))
  •  Next, configure the following filters and filter logic (Employee range filtering optional)
  • Click the Toggle Chart button in the top right of the report editor
  • Now, click the gear icon in the top right of the displayed chart
  • Select these Chart Settings:
  • Finally, click "Save and Run" and name the report "Account Stages by Territory"

BDR Touches by Stage

This report configuration will vary quite a bit from team to team. This report is designed to show the # of BDR touches to accounts in each buying stage within the last 30 days.

Here's an example of how you could configure this report:

  • Start by creating a new Activities with Accounts report
  • Add the following columns to the report:
    • Subject
    • Created Date
    • Account Name
  • Next, group the rows by the following "Text" function called "Buying Stage". Note: you will need to update the names of the fields in this formula based on how you've named them in your Salesforce.
    • IF (OR(Account.Intent_ABM_Topics__c > 4, Account.of_Visitors_Last_90_Days__c > 10,AND(Account.Intent_ABM_Topics__c > 3,Account.of_Visitors_Last_90_Days__c > 5)), "S4 - Decision", IF(OR(Account.Intent_ABM_Topics__c > 0, Account.of_Visitors_Last_90_Days__c > 2), "S3 - Consideration", IF(OR(Account.Triblio_Ad_Impressions_Last_90_Days__c > 10), "S2 - Awareness", "S1 - Target")))
  • Next, configure the following filters and filter logic
  • Click the Toggle Chart button in the top right of the report editor
  • Now, click the gear icon in the top right of the displayed chart
  • Select these chart settings:
  • Finally, click "Save and Run" and name the report "BDR Touches by Stage"

Decision Stage Accounts

  • Start by creating a new Accounts report
  • Add the following columns to the report:
    • Account Name
    • Account Owner
    • Triblio Smart Score
    • Intent - # of Surging Topics
    • # of Visitors (Last 90 Days)
  • Sort the report by descending Smart Score
  • Next, configure the following filters and filter logic
  • Finally, click "Save and Run" and name the report "TAM - Decision Stage Accounts"

Marketing Reach by Buying Stage

  • Start by creating a new Accounts report
  • Add the following columns to the report:
    • Account Name
    • Account Owner
    • Triblio Smart Score
    • Triblio Ad Impressions (Last 180 Days)
    • # of Visitors (Last 90 Days)
    • Intent - # of Surging Topics
  • Next, group the rows by the following function. Note: you will need to update the names of the fields in this formula based on how you've named them in your Salesforce.
    • IF (OR(Account.Intent_ABM_Topics__c > 4, Account.of_Visitors_Last_90_Days__c > 10,AND(Account.Intent_ABM_Topics__c > 3,Account.of_Visitors_Last_90_Days__c > 5)), "S4 - Decision", IF(OR(Account.Intent_ABM_Topics__c > 0, Account.of_Visitors_Last_90_Days__c > 2), "S3 - Consideration", IF(OR(Account.Triblio_Ad_Impressions_Last_90_Days__c > 10), "S2 - Awareness", "S1 - Target")))
  • Then, add a row grouping bucked called "Reached" with the following logic (referenced field is Triblio Ad Impressions (Last 180 Days)):
  • Filter to only include prospect accounts that you plan to target with ABM efforts. Here's an example of how that might look:
  • Click the Toggle Chart button in the top right of the report editor
  • Now, click the gear icon in the top right of the displayed chart
  • Select these chart settings:
  • Click "Save and Run" and name the report "TAM - Account Stage & Status"

Engagement Trend

Note: this report requires Salesforce field history tracking to be enabled for the Triblio Smart Score field.

  • Start by creating a new Account History report
  • Add the following columns to the report:
    • Field/Event
    • New Value
  • Next, group the rows by "Edit Date"
  • Configure the following filters:
  • Click the Toggle Chart button in the top right of the report editor
  • Now, click the gear icon in the top right of the displayed chart
  • Select these chart settings:
  • Click "Save and Run" and name the report "TAM - Engagement Trend"

Dashboard Assembly

Once you've finished creating these six reports, create a new Salesforce dashboard and add in the reports so that your dashboard looks similar to the screenshot at the top of this article.

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