What is Revenue Insights?

What is the purpose of Avoma Revenue Insights?

Avoma's Revenue Insights allows organizational leaders to take the sales opportunities from within your Customer Relationship Management tool (CRM) and display key tracking data to determine progress and sales viability. 

Out of the box, Avoma ships with default views, with a range of filters in each of them.

• Open Deals
• Commit
• Pipeline
• Best Case
• Closed Won
• Closed Lost

NOTE:  Under the title of each view, the deal value and total amount of deals for each saved views is shown. These are recalculated for every filter change so you understand in real-time the amount of the filters.

Synchronizing your CRM Deal Data with Avoma

By integrating with your CRM (e.g., Hubspot, SFDC), Avoma will display the sales data (e.g., Close Date, Amount, & the Stage) that each of your deals is in, as well as show momentum (whether the opportunity is moving up or down) of that opportunity. 

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 Combining CRM Data with Insights

In addition to displaying the momentum of your deals, Avoma combines that CRM data with captured Insights from prospect/customer interactions (e.g., Pain points, Number of meetings, Number of phone calls, Number of emails exchanged, etc.) to offer a wholistic predictive perspective. 

 

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View engagement summary in pop-over

 

By hovering over the engagement bubbles, you can get a summary of their contents. You can see the count of the engagement

• Meetings. Meeting (Name, Date, time of send, and duration), Host, and Purpose/Outcome)
• Calls. Meeting (Name, Date, time of send, and duration), Host, and Purpose/Outcome)
• Emails. Email (Name, Date, and time of send), Sent by

Actionable Analysis for Sales Leadership

Armed with information, the sales leader can then take these statistics and assess the details to determine whether the meeting insights align with the story that a Sales representative is sharing.  Thus making the sales team more effective and efficient in closing business.

Using Revenue Insights Views

To get started, navigate to the Revenue Insights tab in the left hand navigation. When searching for information about your prospects and customers, you can see them through the standard views offered from Avoma or from user created views saved for future use.

Filters

Each view can be modified using one of the multiple filters.

• Filter by Pipeline - Filter by the Sales pipeline type (Prospecting, Renewal, Trial, Expansion).
• Filter by the Stage Now - Using our sync with your CRM, you can filter by the different stages in your sales cycle. This can help you narrow down and just look at deals that are in "negotiating" or "waiting on customer." 
• Filter by Close Date - Filter by the date that the deal was closed (Previous Month, Previous Quarter, This Month, Next Month, This quarter, Next Quarter, This Year, All Time).
• Filter by Created Date -  Filter by the date that the deal was originally added to the CRM (Yesterday, Previous Week, Last 7 Days, Last 30 Days, Last 90 Days, Previous Month, Previous Quarter, Week to Date).
• Filter by Owner - Filter by the owner as listed in the CRM.
• Filter by Company - Search the CRM by name of company
• Filter by Amount - Filter by the minimum to maximum deal amount
• Filter by Deal Status - Filter by the status of the deal as it stands today (Open Only, Closed Won Only, Closed Lost Only, All)

How to Create Custom Views within the Deals tab

Avoma provides the opportunity to customize a view and save it as a view to be used at a later time. 

1. Navigate to the the Revenue Insights tab in the left hand navigation
2. Use the top filters to create a view that matches your needs.
   
   
    
3. Click Save As, then Save as a New View to create the Read only View.
4.  Name the View and choose the appropriate visibility for it.
   
   
5. Click Save View to finalize the Revenue Insight View.

Choosing Columns

1. Click on the Selector button on the right hand side of the screen .
2. Pick the Entity from which you would like to choose the column (from CRM or Avoma). The number numbers next to the Entity (#/##) are the ratio of how many properties have been selected over the total available.
3. Select the property by toggling it to the on position (it will turn blue when it has been activated).
4. Click Next.
5. Modify the order of your Displayed Columns by dragging and dropping each column in order from left to right.
   
    

   NOTE: You can choose/change columns for both the Default views and any custom views created.

   Modify the order of your Displayed Columns by dragging and dropping each column in order from left to right.

   
   

   NOTE: Both toggling and Un-toggling the column names in the chooser and Ordering the columns are an instantaneous action that is reflected immediately for the view.

For Admins only... To map fields from the CRM, (for Salesforce or Hubspot)... in app.avoma.com/settings/crm, click the Configure button. 

 

Editable Fields within Revenue Intelligence.

A user with their CRM configured can edit the fields within each line of a Deal Intelligence view

The following field types are now editable from the Deal Intel Dashboard

A dropdown popover is shown to select a value for the following field types.

• Select
• Radio
• Combobox
• Picklist
• Checkbox
• BooleanCheckbox

A date picker is shown for the following field types.

• Date
• Datetime
  
  

• Text
• Text area
• String

• Number