Purpose
The purpose of this article is to provide information on Deal Health and understanding the status of in-progress deals.
Intended Audience
- Outreach Admins
- Outreach Users
Frequently Asked Questions
How often is the deal health score calculated?
It is calculated once a day and will be produced once per bento at 10 am every day - all activities until the previous day are considered in computing deal health.
It is important to note that when recommended actions are executed by Account Executives, those actions will only be reflected in the score update the following day.
There is a timestamp at the bottom of the page which will display when the score was last updated.
What are the weights of the various health factors?
The weights of each health factor differ across individual opportunities and depend on both org characteristics and all metrics associated with each opportunity. The weight of a health factor is computed based on the potential impact on the health score if the metric behind the factor is replaced with org-average. The higher the impact, the higher the weightage.
For example, suppose an org has 2 meetings per opportunity on average. One particular opportunity has 1 meeting and a health score of 30. Its health score could be 40 if it had 2 meetings (org-average). The relative weight of the meetings factor is 10 for this opportunity because its deviation from the org meetings average brought its health score down by 10 points.
What signals are being considered to enhance the model in the future?
In Q2 2022, we are evaluating signals from Success Plans that could be used to predict the likelihood of deal winning. Later this year, we will evaluate and use signals from Kaia and Outreach Commit.
How are phone calls calculated?
As long as calls are logged through the usage of Outreach voice or Outreach integrated Ringcentral/Dialpad or logged by 3rd party Apps using Outreach public APIs they will be counted in deal health calculation.
Does the deal stage impact the deal health score?
Yes, it is one of the descriptive inputs into the model.
Are the values for deal health factors customizable?
No, they are computed by the model for each org.
Can an org disable any of the health factors that it deems not applicable to them?
The current solution does not accommodate enabling or disabling specific features.
When the deal health score is evaluating engagement signals, do prospects they are engaging / calling / setting a meeting with have to be listed as a contact role on the opportunity in CRM for the activity to count towards the deal health score, or is deal health looking more broadly at any contact associated with the account?
We attribute activities to opportunities to deal health by
- identifying whether the prospect in the activity is connected to the account (and)
- whether the sender (selling AE) of the activity is the opportunity owner
Who do I contact for feedback or further questions?
Please contact Outreach Support through the support portal for further assistance.
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