MarketingAnalytics 7.9.6 Product Guide

1
The information contained in this document is subject to change without notice. This document is not warranted to be error free.
2
The following is intended to outline our general
product direction. It is intended for information
purposes only, and may not be incorporated into any
contract. It is not a commitment to deliver any
material, code, or functionality, and should not be
relied upon in making purchasing decisions.
The development, release, and timing of any
features or functionality described for Oracles
products remains at the sole discretion of Oracle.
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Marketing Analytics 7.9.6 Product Guide
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BI Apps are more than
Dashboards and Reports!
Do not base your decisions and judgments on
capabilities of the BI Applications just on this content
alone
The following slides provide a sample of the out of the
box BI Applications content the BI Applications offer
much more
The rich subject areas of the BI Applications enable
our customers to build thousands of additional reports
and dashboards very quickly with little incremental
effort
6
DASHBOARDS&
REPORTS
Prebuilt best
practice library
One size does
NOT fit all
SUBJECT AREAS
Many metrics and dimensional
attributes not surfaced by prebuilt
dashboards and reports
Possibilities are endless
Incremental work to build more
content from this foundation
More than just dashboards and reports
Much more lies under the surface
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Answers unlocks limitless combinations
Oracle Answers together
with prebuilt Subject Areas
= unlimited analytical
possibilities
Almost limitless
combinations of analysis
entities aligned with
business objectives
Many metrics and
dimensional attributes not
surfaced by prebuilt
dashboards and reports but
in Subject Areas simplified
views provided according to
usability best practices
8
One Subject Area, Unlimited Possibilities
Marketing CRM Campaigns Subject Area
Same Subject Area, Different Analyses
Report showing Campaign Effectiveness, response to lead to order
How do different customer segments respond to a new product offer ?
9
Derived calculation in Oracle Answers
One Subject Area, Unlimited Possibilities
Derived calculations can be
created in Oracle Answers with
simple expression builder
99 standard ANSI
SQL functions can
be leveraged
10
Even more metric value under the surface
Measures from physical
columns in data
warehouse
Aggregations, time series calculations and derived
calculated measures extend physical measures
Subset of logical measures are
exposed in presentation layer
Not all measures in
presentation layer
used in reports &
dashboards
Metrics in Logical
Layer
Metrics in Physical
Warehouse
Metrics in Subject
Areas
Metrics used in
Reports &
Dashboards
11
Typical Effort & Customization balance
Extension of DW Schema for
extension columns, additional
tables, external sources,
aggregates, indices, etc.
Extension of ETL for
extension columns,
descriptive flexfields,
additional tables, external
sources, etc.
Additional derived metrics,
custom drill paths, exposing
extensions in physical, logical and
presentation layer, etc.
Additional dashboards and
reports, guided and conditional
navigations, iBots, etc.
Level of
Effort
Degree of
Customization
Easy
Moderate
Intermediate
Involved
Dashboards & Reports
OBIEE Metadata
DW Schema
ETL
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Whats in Marketing Analytics 7.9.6
Marketing Planning
Marketing Executive
Marketing Finance
Marketing Director
Sales Alignment
Performance
Campaign Performance
Campaign Tracking
Segments
Offers
Programs
Responses
Opportunities
Orders
No. of dashboards 6
No. of dashboard pages 31
No. of reports 148
No. of metrics 544
Customer Insight (B2C)
Value
Loyalty
Products
Interaction
Trends
Profile
Events
Events Summary
Expenses
Results
Customer Insight (B2B)
Value
Loyalty
Products
Interaction
Trends
Profile
Leads
Overview
Lead Generation
Lead Status
Lead Conversion
13
Roles Benefiting from Marketing
Analytics
Secondary:
Senior
Management
Primary:
Marketing
Managers
Call Center
Operations
Sales
Operations
Performance
Secondary:
VP Marketing
VP Sales
Operations
Primary:
Marketing
Managers
Sales
Operations
Leads
Secondary:
Marketing
Managers
Secondary:
Marketing
Managers
Secondary:
VP Marketing
VP Customer
Service
Secondary:
VP Marketing
VP Sales
Operations
Primary:
VP Finance
VP Marketing
Marketing Analyst
Primary:
Marketing
Event
Managers
Primary:
Marketing
Managers
Marketing Analyst
Call Center
Operations
Primary:
Marketing
Managers
Marketing Analyst
Sales Operations
Marketing
Planning
Events Customer
Insight (B2C)
Customer
Insight (B2B)
14
Marketing Planning Dashboard
The Marketing Planning Dashboard provides a comprehensive and actionable insight into the marketing
planning activities of an organization. It provides critical intelligence for marketing executives, directors as
well as marketing finance and sales alignment.
Marketing Executive Marketing Director Marketing Finance Sales Alignment
This dashboard page provides
marketing performance insight such as
executive scorecard report, marketing
activities status report as well as
financial information on marketing
tactics.
marketing expenses insight such
as expense analysis by time,
forecast & actual expenses by
time, expense analysis by
expense type and status of
marketing funds allocated and
spent.
insight such as summary of
current tactics, as well as current
year/quarter marketing expenses.
insight into sales effectiveness of
marketing funds, sales lead
acceptance status, competitor
pipeline overview, competitive
revenue opportunity analysis.
15
Performance Dashboard
The Performance Dashboard provides a comprehensive and actionable insight into the marketing
campaign performance of an organization. It provides critical intelligence regarding campaign
performance, tracking, customer segments, marketing offers, programs and responses along with
opportunities and orders. This intelligence can be useful in managing marketing performance.
Campaign Performance Segments Programs Campaign Tracking Offers Responses Opportunities
This dashboard page
provides comprehensive
insight into campaign
performance like
campaign scorecard
report, customer segment
overview as well as
campaign trends.
campaign tracking insight like
campaign pipeline, execution
status, response status, lead
quality, under/over performing
agents.
This dashboard page
provides customer
segments insight
such as penetration
effectiveness,
campaign metrics as
well as performance
split by offers.
This dashboard page
highlights cumulative
revenue trend by offer
as well as cross sell
analysis for given offer.
This dashboard
page provides
insight such
marketing program
summary,
performance trend,
response channel
analysis.
This dashboard page
provides insight into
demographics profile of
responders and non-
responders of marketing
campaign.
This dashboard
page highlights
opportunity metrics
by program,
opportunity revenue
by sales stage as
well as opportunity
revenue by product.
Orders
This dashboard page
program order metrics,
monthly trend of product
orders and # of orders
by product lines.
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Customer Insight (B2B) Dashboard
The Customer Insight (B2B) Dashboard provides a comprehensive and actionable customer insight. It
provides critical intelligence such as customer accounts, accounts revenue, market basket analysis,
promotion frequency analysis, account attrition as well as account attributes. This intelligence can be
useful in managing customers in business to business context.
Value Products Trends Loyalty Interaction Profile
This dashboard page
provides customer
account insight such as
account revenue and
growth, account status,
type and industry.
This dashboard page
provides customer account
insight such as account
revenue and growth,
account status, type and
industry.
This dashboard page
provides customer
products insight such
as next product
purchased, product
propensity as well as
market basket
analysis.
This dashboard page highlights
account specific insight such as over
and under promoted accounts,
promotion frequency analysis and
campaigns that overlap other
campaigns.
This dashboard page
trend such as # new
accounts, account
attrition and accounts
responses and
orders.
This dashboard page
highlights account
attributes.
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Customer Insight (B2C) Dashboard
The Customer Insight (B2C) Dashboard provides a comprehensive and actionable consumer insight. It
provides critical intelligence such as customer demographics, market basket analysis, promotion
frequency analysis, contact attrition as well as contact attributes. This intelligence can be useful in
managing customers in business to consumer context.
Value Products Trends Loyalty Interaction Profile
This dashboard page
provides consumer
demographic insight such
as income range,
geography, age range,
gender, martial status
and education.
This dashboard page
provides consumer
demographic insight such as
income range, geography,
age range, gender, martial
status and education.
This dashboard page
provides customer
products insight such
as next product
purchased, product
propensity as well as
market basket
analysis.
This dashboard page highlights
consumer specific insight such as
customers in overlapping campaigns,
over and under promoted customers,
customer count by weeks between
promotions.
This dashboard page
trend such as # new
contacts, contact
profile over time,
contact attrition and
number of customer
interactions.
This dashboard
page highlights
contact attributes.
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Events Dashboard
The Events Dashboard provides a comprehensive and actionable insight into the marketing events
performance of an organization. It provides critical intelligence regarding events effectiveness in terms of
its sales revenue generation, event scorecard as well as expenses related to events. This intelligence can
be useful in managing marketing events performance.
Events Summary Results Expenses
This dashboard page
provides comprehensive
insight into marketing
events such as events by
region, by events type as
well as events timeline
with top events ranking.
marketing expenses insight
such as expenses by event type
and expenses category along
with budget history and forecast
vs. actual expenses.
insight into marketing events
results such as event
scorecard, events lead
generation, opportunity
revenue from events as well
as partner revenue from
marketing events.
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Leads Dashboard
The Leads Dashboard provides a comprehensive and actionable insight into marketing lead generation,
different stages in the lead life cycle and lead conversion. It provides critical intelligence for marketing
managers and sales force to efficiently move the leads through different stages and to maximize the ROI.
Overview Lead Status Lead Generation Lead Conversion
This dashboard page provides insight
into the overall lead management. It
shows main KPI s, YoY trend of
important metrics and measures the
effectiveness of Lead to Order process
cycle
This dashboard page analyzes
the effectiveness of different
lead sources, current customer
vs. prospects, and analysis on
how different customer
segments are showing interests
in a marketing activity.
This dashboard page provides insight
into the progress in converting the lead to
opportunity within the sales organization
and across partners, analyzes why the
sales force is rejecting and retiring the
leads
insight into the lead conversion
process. It also analyzes the
order revenue generated from
the leads
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Marketing Planning
Marketing Executive
Financial information on
Marketing Tactics
Executive Scorecard
Report
Marketing Finance
Expense analysis by
time
Forecast & actual
expenses by time.
Marketing Director
current year/quarter
marketing expenses
Sales Alignment
competitor pipeline
overview
Events
Events Summary
Events by region
Events by events type
Top events ranking
Expenses
Expenses by event type
Expenses by category
Expense budget history
Forecast vs. actual
expenses
Results
Event scorecard
Events lead generation
Opportunity revenue
Partner revenue
Example Marketing Analytics Metrics
Sample Pre-Built Dashboards
Marketing Executive
Marketing Finance
Sales Alignment
Expenses
Marketing Executive
Marketing Analytics User
Interaction
Responses
Event Summary
Performance
Campaign Scorecard
Report
Campaign Trends.
Campaign Tracking
Campaign Pipeline
Offers
Cross Sell Analysis
Cumulative Revenue
Trend
Responses
Demographics profile of
responders
Opportunities
Opportunity revenue by
product
Oracle Marketing Analytics
Customer Insight (B2B)
Loyalty
Account revenue
Revenue Growth
Account Status
Products
Next Product
Purchased
Market Basket Analysis
Interaction
Over / Under Promoted
Customers
Trends
# of New Accounts
Account Attrition
Profile
Account Attributes
21
Marketing Planning Reports
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Purpose:
Shows executive scorecard report.
Shows metrics, forecasted and actual
marketing metrics values as well as
variance, providing useful insight in the
process of managing marketing spend.
User Focus:
Marketing Executive
Location:
Dashboard Marketing Planning
Page Marketing Executive
Source:
Marketing CRM Planning subject area
Executive Scorecard Report
23
Purpose:
Shows marketing activities status report.
Shows forecast, actual, committed and
invoiced amount by product category,
providing useful insight in the process of
managing marketing spend.
User Focus:
Marketing Executive, Marketing Analytics User
Location:
Source:
Marketing - CRM Planning subject area
Marketing Activities Status Report
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Purpose:
Shows financial information on marketing tactics.
Shows marketing plan budget assigned
as well as marketing cost (actual),
evaluating financial performance of
marketing tactics.
User Focus:
Location:
Source:
Financial Information on Tactics
25
Purpose:
Shows marketing expense analysis by time.
Shows actual and cumulative expenses
trend over time, providing useful insight in
the process of managing marketing
expenses.
User Focus:
Location:
Page Marketing Finance
Source:
Expense Analysis by Time
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Purpose:
Shows forecast and actual expenses by time.
Shows actual and forecast ed marketing
cost over time, providing useful insight in
the process of managing marketing cost.
User Focus:
Location:
Source:
Forecast and Actual Expenses by Time
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Purpose:
Shows expense analysis by expense type.
Shows actual expenses by week for each
marketing cost purpose, providing useful
insight in the process of managing
marketing cost.
User Focus:
Location:
Source:
Expense Analysis by Expense Type
28
Purpose:
Shows status of marketing funds allocated and
spent.
Shows total invoiced amount for each
marketing region, providing useful insight
in the process of managing marketing
cost.
User Focus:
Location:
Source:
Status of Marketing funds allocated and
spent
29
Purpose:
Shows summary of current marketing tactics.
Shows predicted goals and goal
achievement across each marketing
program name, providing useful insight in
the process of evaluating performance of
each marketing program.
User Focus:
Marketing Executive
Location:
Page Marketing Director
Source:
Summary of Current Tactics
30
Purpose:
Shows current year marketing expenses.
Shows current year marketing expenses
like advertising, Creative, direct mail, list
purchase, promotion, expenses etc,
evaluating marketing expenses.
User Focus:
Marketing Executive
Location:
Source:
Current Year Marketing Expenses
31
Purpose:
Shows current quarter marketing expenses.
Shows current year marketing expenses
like branding, list purchases, research,
displays etc, providing useful insight in the
process of evaluating marketing
expenses.
User Focus:
Marketing Executive
Location:
Source:
Current Quarter Marketing Expenses
32
Purpose:
Shows sales effectiveness of marketing funding.
Shows budget assigned, actual expenses,
opportunity revenue and actual revenue
by marketing region, plan period and plan,
evaluating effectiveness of marketing
funds in generating sales revenue.
User Focus:
Marketing Executive
Location:
Page Sales Alignment
Source:
Sales Effectiveness of Marketing Funding
33
Purpose:
Shows sales lead acceptance status.
Shows sales lead status like accepted,
lost, pending, rejected and won as well as
corresponding # of accounts with that
lead, providing useful insight in the
process of marketing leads analysis.
User Focus:
Marketing Executive
Location:
Source:
Marketing CRM Campaigns subject area
Sales Lead Acceptance Status
34
Purpose:
Shows pipeline overview by top 5 competitors.
Shows competitive opportunity revenue,
closed revenue, # of wins, lost revenue
and # of losses for each primary
competitor, providing useful insight in the
process of competitive marketing
analysis.
User Focus:
Marketing Executive
Location:
Source:
Marketing CRM Customers subject area
Pipeline Overview by Top 5 Competitors
35
Purpose:
Shows competitive opportunity revenue by top
competitors.
Shows competitive opportunity revenue
by top competitors, providing useful
insight in the process of competitive
marketing analysis.
User Focus:
Marketing Executive, Marketing Analytics user
Location:
Source:
Competitive Opportunity Revenue by Top
Competitors
36
Purpose:
Shows top 10 campaigns by ROI.
Shows predicted ROI and current ROI for
each campaign name, providing useful
insight in the process of analyzing
marketing campaign returns.
User Focus:
Location:
/shared/Marketing/Executive/Top 10 Campaigns
by ROI
Source:
Top 10 Campaigns by ROI
37
Purpose:
Shows overall pipeline.
Shows # of opportunities and opportunity
revenue for each month, providing useful
insight in the process of analyzing overall
opportunity pipeline.
User Focus:
Location:
/shared/Marketing/Executive/Overall Pipeline
Source:
Overall Pipeline
38
Purpose:
Shows marketing contribution to overall pipeline.
Shows # of leads and opportunity revenue
for each month, providing useful insight in
the process of analyzing marketing
contribution to overall pipeline.
User Focus:
Location:
/shared/Marketing/Executive/Marketing
Contribution to Overall Pipeline
Source:
Marketing Contribution to Overall Pipeline
39
Purpose:
Shows spending by campaign type.
Shows campaign budget requested,
budget assigned and marketing cost
(actual) for each campaign type, providing
useful insight in the process of analyzing
spending by marketing campaign type.
User Focus:
Location:
/shared/Marketing/Executive/Spending by
Campaign Type
Source:
Spending by Campaign Type
40
Purpose:
Shows marketing cost distribution by customer
profile.
Shows marketing cost distribution by
either marital status, age range or gender,
analyzing marketing cost distribution.
User Focus:
Location:
/shared/Marketing/Executive/Marketing Cost
Distribution by Customer Profile
Source:
Marketing CRM Consumers subject area
Marketing Cost Distribution by Customer
Profile
41
Purpose:
Shows marketing cost distribution by customer
profile.
Shows marketing cost distribution by
either marital status, age range or gender,
analyzing marketing cost distribution.
User Focus:
Location:
/shared/Marketing/Executive/Total Marketing
Spend per Region
Source:
Total Marketing Spend per Region
42
Purpose:
Shows marketing spend and customer contribution
by customer value.
Shows total order revenue by contact
frequency category, contact recency
category and contact monetary category
for each customer, providing useful
marketing spend and customer
contribution.
User Focus:
Location:
/shared/Marketing/Executive/Marketing Spend and
Customer Contribution by Customer Value
Source:
Marketing Spend and Customer
Contribution by Customer Value
43
Purpose:
Shows top 10 product lines.
Shows cumulative revenue earned and
cumulative units sold for each product line
over time, providing useful insight in the
process of analyzing top 10 product lines
in terms of revenue and units sold.
User Focus:
Location:
/shared/Marketing/Executive/Top 10 Product Lines
Source:
Marketing CRM Consumer subject area.
Top 10 Product Lines
44
Purpose:
Shows pipeline overview by top 5 competitors.
Shows competitive opportunity revenue, closed revenue, # of wins, lost revenue and # of losses
for each primary competitor, providing useful insight in the process of analyzing competitive
landscape.
User Focus:
Location:
/shared/Marketing/Executive/Pipeline Overview by Top 5 Competitors
Source:
Marketing CRM Customers subject area.
Pipeline Overview by Top 5 Competitors
45
Purpose:
Shows bottom 10 programs.
Shows total order revenue for each
marketing program, providing useful
insight in the process of evaluating
marketing program performance.
User Focus:
Location:
/shared/Marketing/Executive/Bottom 10 Programs
Source:
Marketing CRM Campaigns subject area.
Bottom 10 Programs
46
Purpose:
Shows competitive opportunity revenue by top
competitors.
Shows opportunity revenue by top
competitors, providing useful insight in the
process of analyzing competitive
landscape.
User Focus:
Location:
/shared/Marketing/Executive/Competitive
Opportunity Revenue by Top Competitors
Source:
Marketing CRM Customers subject area.
Competitive Opportunity Revenue by Top
Competitors
47
Performance Reports
48
Purpose:
Shows campaign scorecard report.
Shows forecasted, achieved and variance
value for each metrics like customers
contacted, response rate, # of leads,
expenses, revenue and ROI for each
marketing campaign, providing useful
campaign performance.
User Focus:
Location:
Dashboard Performance
Page Campaign Performance
Source:
Marketing CRM Planning subject area.
Campaign Scorecard Report
49
Purpose:
Shows campaign scorecard report.
Shows forecasted, achieved and variance
value for each metrics like customers
contacted, response rate, # of leads,
expenses, revenue and ROI for each
marketing campaign, providing useful
campaign performance.
User Focus:
Location:
Source:
Marketing CRM Planning subject area.
Campaign Execution Metrics
50
Purpose:
Shows monthly trend of product orders for
selected programs.
Shows monthly trend of product
orders for selected programs.
User Focus:
Location:
Source:
Monthly Trend of Product Orders for
selected Programs
51
Purpose:
Shows cross sell analysis for given offer.
Shows total order revenue by channel
for each marketing offer, providing
useful insight in the process of
analyzing cross sell opportunities.
User Focus:
Location:
Source:
Cross Sell Analysis for give Offer
52
Purpose:
Shows segment and offer overview.
Shows positive response rate for each
market segment, providing useful insight
in the process of analyzing segment offer.
User Focus:
Location:
Source:
Segment and Offer Overview
53
Purpose:
Shows marketing campaign trends.
Shows marketing outbound activities trends by
week in terms of number targeted and
contacted by week. It also shows trends like #
of respondents, leads generated and orders by
week, providing useful insight in the process of
devising marketing strategy.
User Focus:
Location:
Source:
Marketing - CRM Campaigns subject area
Campaign Trends
54
Purpose:
Shows campaign pipeline.
Shows # of individuals loaded, # of individuals
targeted, # responders, # of contacts with
leads, # of contacts with opportunities and # of
contacts with orders, providing useful insight in
the process of analyzing campaign pipeline
and campaign performance.
User Focus:
Location:
Page Campaign Tracking
Source:
Campaign Pipeline
55
Purpose:
Shows campaign execution status.
Shows # of individuals targeted and status like
busy, call completed, in progress etc, providing
campaign execution performance.
User Focus:
Location:
Source:
Campaign Execution Status
56
Purpose:
Shows campaign response status.
Shows # of responders or contacts via direct
mail, Email, fax, phone etc, along with overall
response rate, providing useful insight in the
process of analyzing response method.
User Focus:
Location:
Source:
Campaign Response Status
57
Purpose:
Shows Top 10 lead generating agents.
Shows top 10 lead generating agents providing
marketing agent performance effectiveness.
User Focus:
Location:
Source:
Top 10 Lead Generating Agents
58
Purpose:
Shows Underperforming Agents by Leads generated.
Shows Underperforming Agents by Leads
generated, providing useful insight in the
process of analyzing marketing agent
performance effectiveness.
User Focus:
Location:
Source:
Underperforming Agents by Leads
generated
59
Purpose:
Shows number of leads by lead quality and stage.
Shows number of sales leads by lead quality
and stage, e.g. accepted, pending, won etc,
analyzing sales lead quality for each stage.
User Focus:
Location:
Source:
Number of Leads by Lead Quality and
Stage
60
Purpose:
Shows campaign order summary.
Shows # of contacts with orders, # of orders,
total revenue and revenue per order, providing
campaign order performance.
User Focus:
Location:
Source:
Campaign Order Summary
61
Purpose:
Shows campaign order trend.
Shows analysis of campaign order trend by
time and products, providing useful insight in
the process of analyzing campaign order trend.
User Focus:
Location:
Source:
Campaign Order Trend
62
Purpose:
Shows segment penetration effectiveness.
Shows cumulative units sold, cumulative
revenue earned and revenue per order,
analyzing customer segment penetration
effectiveness.
User Focus:
Location:
Page Segments
Source:
Segment Penetration Effectiveness
63
Purpose:
Shows segment and campaign metrics.
Shows # of responders (contacts) by various
offer channels like phone, email, web etc,
analyzing customer segment and campaign
metrics.
User Focus:
Location:
Page Segments
Source:
Segment and Campaign Metrics
64
Purpose:
Shows segment performance split by offers.
Shows segment name, offer name and
response rate, providing useful insight in the
process of analyzing segment performance
split by offers.
User Focus:
Location:
Page Segments
Source:
Segment Performance Split by offers
65
Purpose:
Shows cumulative revenue trend by offer.
Shows cumulative revenue earned, cumulative
units sold and cumulative # of respondents
(Unique) for an offer, providing useful insight in
the process of analyzing revenue trend by
offer.
User Focus:
Location:
Page Offers
Source:
Cumulative Revenue Trend by Offer
66
Purpose:
Shows cross sell analysis for given offer.
Shows offer channel revenue and total order
revenue for each offer channel, providing
useful insight in the process of cross sell
analysis.
User Focus:
Location:
Page Offers
Source:
Cross Sell Analysis for given Offer
67
Purpose:
Shows marketing program summary.
Shows # of respondents, response rate,
response rate predicted, # of opportunities, #
of orders and total order revenue, providing
useful insight in the process of managing
marketing programs.
User Focus:
Location:
Page Programs
Source:
Program Summary
68
Purpose:
Shows marketing performance trends.
Shows # of responses, # of opportunities and #
of orders, providing useful insight in the
process of managing marketing programs and
performance
User Focus:
Location:
Page Programs
Source:
Performance Trends
69
Purpose:
Shows responses by response type.
Shows # of responses for each response type,
managing marketing programs and
performance
User Focus:
Location:
Page Programs
Source:
Responses by Response Type
70
Purpose:
Shows response channel analysis.
Shows # of responses for each response type
for each offer channel, providing useful insight
in the process of managing marketing
programs and performance
User Focus:
Location:
Page Programs
Source:
Responses Channel Analyses
71
Purpose:
Shows demographic profile for non-responders.
Shows # of accounts targeted by annual
revenue category as well as account monetary
category, providing useful insight in the
process of using demographics for customer
segment targeting.
User Focus:
Location:
Page Responses
Source:
Demographic Profile of Non-Responders
72
Purpose:
Shows demographic profile for responders.
Shows # positive respondents by annual
revenue category as well as account monetary
category, providing useful insight in the
process of using demographics for customer
segment targeting.
User Focus:
Location:
Page Responses
Source:
Demographic Profile of Responders
73
Purpose:
Shows sales opportunity metrics by marketing program.
Shows # targeted, # of responses, # of
responders, # of opportunities, # of wins and
actual opportunity conversion ratio for each
marketing program, providing useful insight in
the process of analyzing marketing program
metrics.
User Focus:
Location:
Page Opportunities
Source:
Opportunity Metrics by Program
74
Purpose:
Shows opportunity revenue by sales stage selected for
selected program and sales method.
Shows sales stage, sales method and
opportunity revenue for each marketing
program name, providing useful insight in the
process of analyzing marketing program
metrics.
User Focus:
Location:
Page Opportunities
Source:
Opportunity Revenue by Sales Stage
selected for selected Program..
75
Purpose:
Shows opportunity revenue and closed revenue for
selected marketing program.
Shows opportunity revenue and closed
revenue for selected marketing program,
analyzing marketing program metrics.
User Focus:
Location:
Page Opportunities
Source:
Opportunity Expected Vs. Closed Revenue
for selected Program
76
Purpose:
Shows opportunities by product for selected program.
Shows opportunities by product for selected
metrics.
User Focus:
Location:
Page Opportunities
Source:
Opportunities by Product for selected
Program
77
Purpose:
Shows marketing program order metrics.
Shows # targeted, # of accounts targeted, # of
responders, # accounts responded, response
rate, # of opportunities, # of accounts with
opportunities and # of orders for each
marketing program name, providing useful
insight in the process of analyzing marketing
program metrics.
User Focus:
Location:
Page Orders
Source:
Program Order Metrics
78
Purpose:
Shows total order revenue for selected marketing
program.
Shows quantity requested and revenue for
selected marketing program, providing useful
program metrics.
User Focus:
Location:
Page Orders
Source:
Total Order Revenue for selected Program
79
Purpose:
Shows # of orders by product line for selected marketing
program.
Shows # of orders by product line for selected
metrics.
User Focus:
Location:
Page Orders
Source:
# of Orders by Product Line for selected
Program
80
Purpose:
Shows monthly trend of product orders for selected
marketing program.
Shows total order revenue over time for
selected marketing program, providing useful
program metrics.
User Focus:
Location:
Page Orders
Source:
Monthly Trend of Product Orders for
selected Program
81
Customer Insight (B2B) Reports
82
Purpose:
Shows account revenue.
Shows total revenue by account revenue
category as well as total # of accounts in each
revenue category, providing useful insight in
the process of analyzing account revenue.
User Focus:
Location:
Dashboard Customer Insight (B2B)
Page Loyalty
Source:
Account Revenue
83
Purpose:
Shows account revenue growth.
Shows # of accounts by revenue growth
category as well as total # of accounts in each
revenue growth category, providing useful
insight in the process of analyzing account
revenue growth.
User Focus:
Location:
Page Loyalty
Source:
Revenue Growth
84
Purpose:
Shows account status.
Shows # of accounts for each type of account
of status like active, closed etc, providing
account.
User Focus:
Location:
Page Loyalty
Source:
Account Status
85
Purpose:
Shows account geography.
Shows # of accounts for each country,
analyzing account.
User Focus:
Location:
Page Loyalty
Source:
Account Geography
86
Purpose:
Shows account industries.
Shows # of accounts for each industry,
analyzing account.
User Focus:
Location:
Page Loyalty
Source:
Account Industries
87
Purpose:
Shows account type.
Shows # of accounts for each account type like
customer, retailer, business etc, providing
account.
User Focus:
Location:
Page Value
Source:
Account Type
88
Purpose:
Shows next product purchased.
Shows # purchasers selected product and #
purchasers of next product for each next
product, providing useful insight in the process
of analyzing market basket and purchasing
behavior.
User Focus:
Location:
Page Products
Source:
Next Product Purchased
89
Purpose:
Shows product propensity.
Shows # of contacts with orders for each
product, providing useful insight in the process
of analyzing product propensity.
User Focus:
Location:
Page Products
Source:
Product propensity
90
Purpose:
Shows market basket analysis.
Shows # of orders with market basket product
for each product, providing useful insight in the
process of analyzing market basket as part of
marketing targeting strategy.
User Focus:
Location:
Page Products
Source:
Market Basket Analysis
91
Purpose:
Shows over and under promoted accounts.
Shows # of times promoted to each account,
analyzing marketing promotion planning and
execution.
User Focus:
Location:
Page Interaction
Source:
Over and Under Promoted Accounts
92
Purpose:
Shows promotion frequency analysis of accounts.
Shows average weeks between promotions for
customers, providing useful insight in the
process of analyzing marketing promotion
planning and execution.
User Focus:
Location:
Page Interaction
Source:
Promotion Frequency Analysis of
Accounts
93
Purpose:
Shows customers in overlapping campaigns.
Shows # of overlapping accounts by
campaigns by overlapping campaign name,
analyzing marketing campaign planning and
execution.
User Focus:
Location:
Page Interaction
Source:
Overlap of Campaigns with Other
Campaigns by Account
94
Purpose:
Shows # of new accounts.
Shows # of new accounts by open year,
managing accounts.
User Focus:
Location:
Page Trends
Source:
# of New Accounts
95
Purpose:
Shows account attrition.
Shows % of account attrition by open year,
managing accounts.
User Focus:
Location:
Page Trends
Source:
Account Attrition
96
Purpose:
Shows account responses and orders.
Shows # of accounts responded, # of accounts
with opportunities and # of accounts with
orders for each campaign name, providing
useful insight in the process of managing
marketing campaigns..
User Focus:
Location:
Page Trends
Source:
Account Responses and Orders
97
Purpose:
Shows account attributes.
Shows account name, location, status, type,
revenue category, growth category, state,
country and industry name for each account,
managing accounts.
User Focus:
Location:
Page Profile
Source:
Customer Profile_segmentation subject area
Account Attributes
98
Customer Insight (B2C) Reports
99
Purpose:
Shows income range.
Shows # of customers (contacts) for each
income range, providing useful insight in the
process of analyzing demographics for
targeting purposes.
User Focus:
Location:
Dashboard Customer Insight (B2C)
Page Value
Source:
Income Range
100
Purpose:
Shows customers geography.
geography, providing useful insight in the
targeting purposes.
User Focus:
Location:
Page Value
Source:
Geography
101
Purpose:
Shows customers age range.
Shows # of customers (contacts) for each age
range, providing useful insight in the process
of analyzing demographics for targeting
purposes.
User Focus:
Location:
Page Value
Source:
Age Range
102
Purpose:
Shows customers gender.
gender, providing useful insight in the process
of analyzing demographics for targeting
purposes.
User Focus:
Location:
Page Value
Source:
Gender
103
Purpose:
Shows customers education.
Shows # of customers (contacts) for different
education level, providing useful insight in the
targeting purposes.
User Focus:
Location:
Page Value
Source:
Education
104
Purpose:
Shows customers marital status.
Shows # of customers (contacts) for different
marital status, providing useful insight in the
targeting purposes.
User Focus:
Location:
Page Value
Source:
Marketing CRM Consumer subject area
Marital Status
105
Purpose:
Shows customers in overlapping campaigns.
Shows # of overlapping contacts in each
campaign, providing useful insight in the
process of analyzing customers in overlapping
campaigns.
User Focus:
Location:
Page Interaction
Source:
Customers in Overlapping Campaigns
106
Purpose:
Shows customer count by weeks between promotions.
Shows average weeks between promotions
for each customer or prospect id, providing
promotion plans.
User Focus:
Location:
Page Interaction
Source:
Customer Count By Weeks between
promotions
107
Purpose:
Shows over and under promoted customers.
Shows # of times promoted to customers,
analyzing promotion plans.
User Focus:
Location:
Page Interaction
Source:
Over and Under Promoted Customers
108
Purpose:
Shows contact profile over time.
Shows # of contacts, # or responses and # of
orders for each year, providing useful insight
in the process of analyzing contact profile.
User Focus:
Location:
Page Trends
Source:
Contact Profile over Time
109
Purpose:
Shows # of new contacts.
Shows # of new contacts by open year,
analyzing contacts.
User Focus:
Location:
Page Trends
Source:
# of New Contacts
110
Purpose:
Shows % of contact attrition.
Shows % of contact attrition by open year,
analyzing contacts.
User Focus:
Location:
Page Trends
Source:
Contact Attrition
111
Purpose:
Shows number of customer interactions.
Shows # of inbound interaction activities and
# of outbound interaction activities, providing
customer interactions.
User Focus:
Location:
Page Trends
Source:
Number of Customer Interactions
112
Purpose:
Shows contact attributes.
Shows last name, job title, email address,
work phone, street address, city, state and
country for each contact name, providing
contact attributes.
User Focus:
Location:
Page Profile
Source:
Customer Profile_segmentation subject area
Contact Attributes
113
Events Reports
114
Purpose:
Shows events by region.
Shows number of events for each event plan
region, providing useful insight in the process
of analyzing marketing events.
User Focus:
Location:
Dashboard Events
Page Events Summary
Source:
Marketing - CRM Events subject area
Events by Region
115
Purpose:
Shows events by events type.
Shows number of events plans for each event
plan type, providing useful insight in the
process of analyzing marketing events.
User Focus:
Location:
Dashboard Events
Page Events Summary
Source:
Events by Type
116
Purpose:
Shows top marketing events.
Shows rank, # invited for each event plan
name, providing useful insight in the process
of analyzing marketing events.
User Focus:
Location:
Dashboard Events
Page Events Summary
Source:
Top Events
117
Purpose:
Shows event timeline.
Shows # of events for each event plan name
over time, providing useful insight in the
process of analyzing marketing events.
User Focus:
Location:
Dashboard Events
Page Events Summary
Source:
Event Timeline
118
Purpose:
Shows expenses by event type.
Shows marketing cost (actual) for event type,
analyzing marketing events.
User Focus:
Location:
Dashboard Events
Page Expenses
Source:
Expenses by Event Type
119
Purpose:
Shows budget history.
Shows budget assigned over time for each event plan type, providing
useful insight in the process of analyzing marketing event budgets.
User Focus:
Location:
Dashboard Events
Page Expenses
Source:
Budget History
120
Purpose:
Shows forecast vs. actual expenses.
Shows marketing cost both forecasted and
actual for event plan region, providing useful
event budgets.
User Focus:
Location:
Dashboard Events
Page Expenses
Source:
Forecast vs. Actual Expenses
121
Purpose:
Shows expenses by category.
Shows actual marketing cost by several
categories like advertising, creative etc,
analyzing marketing expenses
User Focus:
Location:
Dashboard Events
Page Expenses
Source:
Expense Breakdown
122
Purpose:
Shows marketing event scorecard.
Shows # of predicted leads, # of actual
opportunities, predicted revenue, opportunity
revenue and closed revenue for each event
plan type, providing useful insight in the
process of analyzing marketing events
performance.
User Focus:
Location:
Dashboard Events
Page Results
Source:
Event Results Scorecard
123
Purpose:
Shows marketing event lead generation.
Shows closed and opportunity revenue for
each event plan type, providing useful insight
in the process of analyzing marketing events
performance.
User Focus:
Location:
Dashboard Events
Page Results
Source:
Event Lead Generation
124
Purpose:
Shows opportunity revenue from marketing events.
performance.
User Focus:
Location:
Dashboard Events
Page Results
Source:
Opportunity Revenue from Events
125
Purpose:
Shows partner revenue.
Shows closed and opportunity revenue, # of
wins and losses as well as win rate for each
event lead partner, providing useful insight in
the process of analyzing marketing events
performance.
User Focus:
Location:
Dashboard Events
Page Results
Source:
Partner Revenue
126
Drilldown Reports
127
Purpose:
Shows performance trends.
Shows launch date, # of responses, # of
orders and # of opportunities, providing useful
events performance.
User Focus:
Location:
Page Programs
Drilldown from Performance Trend report using
Performance Trends Detail link.
Source:
Performance Trends
128
Purpose:
Shows program detail report.
Shows # of responses, response rate, # of orders, # of opportunities, opportunity
revenue and total order revenue for each program, providing useful insight in the
process of analyzing marketing program performance.
User Focus:
Location:
Page Programs
Drilldown from Program Summary report using Program Detail Report link.
Source:
Program Detail Report
129
Purpose:
Shows opportunity revenue from marketing events.
performance.
User Focus:
Location:
Dashboard Events
Page Results
Source:
Opportunity Revenue from Events
130
Leads Reports
131
Purpose:
Shows the Key Performance Indicators in the entire
Lead Management process. Helps Marketing
executives and managers to analyze the health of the
business
User Focus:
Marketing Executive, Marketing Manager
Location:
Dashboard Lead
Page Overview
Source:
Marketing - CRM Leads & Lead to Order subject areas
Lead KPI s
132
Purpose:
Displays number of leads generated
grouped by quality, over selected time
period. Guided navigation takes to more
details on lead generation
User Focus:
Location:
Dashboard Lead
Page Overview
Source:
Marketing - CRM Leads
Lead Generation Trend
133
Purpose:
Displays trending of lead conversion,
including #leads converted, Opportunity
revenue and order revenue. Guided
Navigation provides further details
User Focus:
Marketing Executive, Marketing Manager,
Sales Manager
Location:
Dashboard Lead
Page Overview
Source:
Marketing - CRM Lead to Order
Lead Conversion Trend
134
Purpose:
Analyzed the trend in number of leads,
opportunities, quotes and Orders from
Leads over selected time period and also
by Campaign
User Focus:
Sales Manager
Location:
Dashboard Lead
Page Overview
Source:
Lead to Order
135
Purpose:
Analyzes the cost associated to lead
generation and revenue generated through
lead conversion, over the selected time
period
User Focus:
Sales Manager
Location:
Dashboard Lead
Page Overview
Source:
Cost & Revenue Trend
136
Purpose:
Displays the Year to Year comparison of
important measures in the entire lead
management process
User Focus:
Sales Manager
Location:
Dashboard Lead
Page Overview
Source:
Lead Measures Year to Year
137
Purpose:
Displays top 5 marketing sources based on
number of leads, quality and conversion
rate. Marketing source analysis includes
campaign, program, and event
User Focus:
Location:
Dashboard Lead
Page Overview
Source:
Top 5 Marketing Sources
138
Purpose:
Analyzes the number of leads generated,
conversion rate, rejection rate, and
retirement rate by marketing segments
User Focus:
Location:
Dashboard Lead
Page Lead Generation
Source:
Leads by Customer Segments
139
Purpose:
Analyzes the leads generated for a product,
how many of them are from prospects and
how many are from current customers
User Focus:
Location:
Dashboard Lead
Source:
Product Leads
140
Purpose:
Displays a comparison of total number of
leads generated through different marketing
channels
User Focus:
Location:
Dashboard Lead
Source:
Channel Effectiveness
141
Purpose:
Analyzed the lead funnel, what status/stage
the leads are in. This is a good analysis of
how effective the sales force is in
converting the leads.
User Focus:
Location:
Dashboard Lead
Source:
Lead Status
142
Purpose:
Analyzes what percentage of the leads are
generated from current customers and
prospects, and aids in analysis of new
customer acquisitions
User Focus:
Location:
Dashboard Lead
Source:
Leads Prospects & Current Customers
143
Purpose:
Analyzes how effective different marketing
offers are and how different segments are
responding to marketing intiatives.
User Focus:
Location:
Dashboard Lead
Source:
Leads by Offer & Segment
144
Purpose:
Compares the leads generated through
outbound marketing activities versus others
User Focus:
Location:
Dashboard Lead
Source:
Leads Influenced by Outbound Activities
145
Purpose:
Analyzes how long it took for the leads to
reach their ultimate disposition. It also
measures the effectiveness of sales force in
converting the leads to opportunities
User Focus:
Marketing Manager, Sales Manager
Location:
Dashboard Lead
Page Lead Status
Source:
Leads Age Analysis
146
Purpose:
Analyzes the reason that the leads are
getting rejected
User Focus:
Marketing Manager, Sales Manager
Location:
Dashboard Lead
Page Lead Status
Source:
Leads Rejected
147
Purpose:
Analyzes how effective the partners are in
managing the leads
User Focus:
Location:
Dashboard Lead
Page Lead Status
Source:
Leads Assigned to Partners
148
Purpose:
Analyzes the reason for retiring the leads
User Focus:
Sales Manager
Location:
Dashboard Lead
Page Lead Status
Source:
Leads Retired
149
Purpose:
Analyzes if there are leads that no one is
working on - marketing created a lead, but
the partner hasnt started working on yet.
User Focus:
Sales Manager
Location:
Dashboard Lead
Page Lead Status
Source:
Leads Untouched
150
Purpose:
Analyzes how different quality leads are
moving through its lifecycle.
User Focus:
Location:
Dashboard Lead
Page Lead Conversion
Source:
Lead Quality & Conversion
151
Purpose:
Analyzes the lead to Order process cycle,
grouped by campaign type. It is a one-stop-
view of how effective the company is in
acquiring new members, up-sell, cross-sell
etc., from a marketing perspective
User Focus:
Location:
Dashboard Lead
Source:
Marketing - CRM
Lead to Order
Lead to Order by Campaign Type
152
Purpose:
Analyzes the effectiveness of campaigns
based on opportunity revenue and order
revenue
User Focus:
Location:
Dashboard Lead
Source:
Campaign Effectiveness
153
Purpose:
Ranks the campaigns based on actual
order revenue resulted from them and
displays Top 10 campaigns
User Focus:
Location:
Dashboard Lead
Source:
Top 10 Revenue Generating Campaigns
154

MarketingAnalytics 7.9.6 Product Guide

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