Purpose
The purpose of this article is to focus specifically on the changes coming to Team and Sequence Performance. It is subject to change as we progress the vision for the Insights Reporting Suite.
Intended Audience
- Outreach users
Summary of Changes
As Outreach continues to build out and enhance our reporting suite, we are in the process of updating definitions for several metrics in both the Team Performance and Sequence Performance reports. These updates position Outreach’s reporting suite to offer increased accuracy and consistency. These enhancements include:
- Align metrics definitions across Team Performance, Sequence Performance, and the new Sales Execution Report that is currently in beta.
- Enhance metric definitions to improve accuracy and decision-making.
The intent of these updates is to ensure data is synced, accurate, and telling a unified story across our reporting suite. These enhancements to the metric definitions give users the confidence to make data-driven decisions and increased trust in Outreach’s reporting capabilities to utilize them as a central source of truth.
How are these changes delivering value?
A core focus of these initiatives is to enable the new Sales Execution Report in the Outreach Insights Reporting Suite through the unification of metrics and insights solutions. We aim to deliver industry-leading intuitive intelligence tools to end users. Data insight is only as valuable as the actions customers can take from it to improve organizations, teams, individuals, processes, and tools.
With that in mind these alignment efforts enable us to deliver the following value:
- Consistency across core reporting offerings to build customer confidence in metrics and data
- Enabling data to tell a more compelling story that leads to actionable insights
- Ensuring that our metric definitions align with customer value
Team Performance/Sequence Performance Enhancements
Outreach’s current investment into enhancing the Team and Sequence Performance reporting is focused on two main areas of improvement outlined below.
|
Area |
Description |
|
Source data improvements |
We have a new solution for mailing data in order to drive improved accuracy. |
|
Logic improvements |
Updating logic to ensure we are including or excluding relevant data for the most accurate and consistent measurements. |
Overview of Changes to the Team Performance/Sequence Performance
Since these enhancements will be changing the way in which the metrics in both the Sequence Performance & Team Performance reports are calculated, we want to make sure to give you the exact definitions of the impact. The tables listed below describe what is changing, where the change is occurring, the impact of these changes, and how the changes ultimately enhance the reporting suite.
Source Data Improvements
|
Source Data Improvement |
Details |
Impact |
|
Cleaner source for mailing data |
Original Solution This includes a history for all events triggered regardless of success, which can subsequently create inflated counts for metric calculation. These may include emails that were undelivered, sent prior to account creation, or sent outside of the outreach platform, extension or add-in. New Solution Focus on successfully tracking events from open to close and emails sent that sync with other data created in Outreach. Customers that contact prospects through email outside the Outreach platform or without the proper extension/add-in will see a larger drop in contacts. |
Contacts Down |
Logic Improvements
|
Logic Improvement |
Details |
Impact |
|
Tasks |
Original Solution Contact counts only considering calls and emails New Solution Contact counts including calls, emails AND tasks |
Contacts Up |
|
Bounced Emails |
Original Solution Contact counts INCLUDING bounced email. New Solution Contact counts EXCLUDING bounced emails |
Contacts Down |
|
Deleted or Canceled Meetings |
Original Solution Booked meeting counts EXCLUDING canceled and deleted meetings New Solution Booked meeting counts INCLUDING canceled and deleted meetings |
Meetings Up |
|
New Meetings in Sequence with Same Prospect |
Original Solution Only ONE meeting can be attributed and counted for each prospect in a sequence. New Solution Count ALL meetings that can be attributed back to a sequence within 30 days of the meeting being booked. Show meetings as a total unit of work and plan to add in prospects invited. NOTE: Recurring sessions of the same invite are still only counted once |
Meetings Up |
|
Recurring meetings |
Original Solution Booked meetings EXCLUDING all recurring meetings New Solution The first session of the recurring meeting COUNTS ONCE |
Meetings Up |
|
Meetings prior to account creation |
Original Solution Meetings found in a calendar prior to the creation of the Outreach user account are INCLUDED in the booked meeting count. New Solution Any meetings booked prior to the creation of an Outreach user account are EXCLUDED from the totals |
Meetings Down |
|
Deleted emails |
Original Solution Deleted emails are INCLUDED in total replies and sentiment New Solution Deleted emails are EXCLUDED from the total replies and sentiment. NOTE: This is a rare event. |
Contacts Down |
|
Team Attribution |
Original Solution Team data represents all data for the team(s) that a user currently belongs to. New Solution Team data represents all data for the team(s) that a user belongs to at the time of a recorded event. |
Historical data logged with the team affiliations during the contact interaction or meeting being booked. |
Metric Summaries
|
Report |
Metric |
Details |
Benefits |
|---|---|---|---|
|
Team Performance |
Meetings Booked |
Original Solution
New Solution
|
This creates a more complete set of meetings booked and ensures we get alignment across reporting for meetings booked. |
|
Team Performance |
Total Contacts |
Original Solution
New Solution
|
This ensures that we focus on contact events that are accurate and representative of a comprehensive set of contacts. As a result, we get a cleaner data set and an aligned story across reporting. |
|
Team Performance |
Prospects Contacted |
Original Solution
New Solution
|
This ensures that we focus on the prospect contact events that are accurate and representative of a comprehensive set of contacts. As a result, we get a cleaner data set and an aligned story across reporting. |
|
Sequence Performance |
Meetings Booked |
Original Solution
New Solution
|
Sequences get credit for all the meetings that can be attributed back within 30 days and we get alignment across reporting for meetings booked. |
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