Objective
The purpose of this article is to provide information to Outreach Users on the Outcomes report. This report provides insights into outcomes like win rates across your teams, users and topics, and critical metrics on behaviors that may support these results. At a topic level, it also provides insight into win-rate by stage, so users can understand how topics are performing at different stages of the deal cycle.
Applies To
- Cross-application reporting across opportunities, engagement activities, and conversational intelligence.
Before you begin
- This report requires syncing in Opportunities data into Outreach.
- In order to generate Topics data and other conversational intelligence metrics in this report, customers will also need to be using Kaia meetings.
- This report is compatible with hierarchical reporting.
- Consider what profiles you want to have access to Opportunities data in your reporting.
Overview
Using this report, customers can get a holistic view of opportunity outcomes like win rates across their sellers, teams, and topics. In the top charts section, the report tracks Win-Loss analysis by:
- Trend: Win rate as a trend over the selected period
- Deal Size: A bar chart that shows how win rate change across different deal-size ranges
- Deal Cycle: A bar chart that shows how win rate change across different deal-cycle ranges
- No. of prospects: A bar chart that shows how win rate change as more prospects are associated with an opportunity
- Influence in deal: A bar chart that shows how win rate vary based on which senior stakeholder roles were associated with an opportunity
User can hover on each bar and review the corresponding Win rate%, no. of Closed-Won Opportunity and no. of Closed-Lost Opportunity
From this data, users can drill into each bar and review the related Opportunity details
In the table section it includes three primary pivots of data: teams, users, and topics.
In addition to outcome related metrics like win rate, the data in the table includes key performance metrics across engagement activities and meetings. For a complete review of the metrics included and their definitions, see below in this article.
From this data, users can drill into certain fields to review details behind the metrics. For example, drill into win rate to see details about the deals that went into the calculation:
Users can also drill in to specific topics to see the win rate by opportunity stage, based on when the topic was mentioned in the deal cycle. For example, this allows users to see how effective a certain sales play may be when its coming up earlier in the deal cycle:
Drill in even further to see how many meetings the topic came up within a given stage, and go straight to the recordings themselves in which the topic was mentioned:
Select from a range of filters to slice and dice the data for further analysis, including:
- Opportunity type
- Opportunity state
- Opportunity stage of topic mention
- Topics
- Accounts
- ...and more, including a dozen additional custom filters
Metrics
Team pivot
| Metric Type | Description |
|---|---|
| Win rate | Defined as total closed won opportunities divided by total closed opportunities associated with the given team. |
| Total opportunities | Defined as the total number of opportunities associated with the given team. |
| Total revenue | Defined as the sum of revenue from created opportunities associated with the given team. |
| Closed-won opportunities | Defined as the total count of closed-won opportunities associated with the given team. |
| Closed-won revenue | Defined as the sum of revenue for closed-won opportunities associated with the given team. |
| Avg. deal size | Average amount ($) of closed/won revenue over a period |
| Avg. deal cycle | Average number of days between a deal's Start Date and Close Date for all closed/won opportunities, where deal cycle is greater than 0. |
| Meetings held | Defined as the total number of meetings that took place in the selected period that were not marked as deleted, canceled, or 'no show' for the given team. |
| Kaia meetings held | Defined as the count of total Kaia meetings held for the given team. |
| % of meetings held with Kaia | Defined as the percentage of meetings held that were Kaia meetings for the given team. |
| Avg. talk time (Kaia) | Defined as the average talk time rate for a given team for Kaia meetings only within the selected period. |
| Avg. questions asked (Kaia) | Defined as the average number of questions asked in Kaia meetings for a given team within the selected period. |
| Avg. # of prospects (Kaia) | Defined as the average number of buyer-side attendees per Kaia meeting |
| Response time | Defined as the median time it takes to respond to a call or email after a prospect has responded. |
User pivot
| Metric Type | Description |
|---|---|
| Win rate | Defined as total closed won opportunities divided by total closed opportunities associated with the given user. |
| Total opportunities | Defined as the total number of opportunities associated with the given user. |
| Total revenue | Defined as the sum of revenue from created opportunities associated with the given user. |
| Closed-won opportunities | Defined as the total count of closed-won opportunities associated with the given user. |
| Closed-won revenue | Defined as the sum of revenue for closed-won opportunities associated with the given user. |
| Avg. deal size | Average amount ($) of closed/won revenue over a period |
| Avg. deal cycle | Average number of days between a deal's Start Date and Close Date for all closed/won opportunities |
| Meetings held | Defined as the total number of meetings that took place in the selected period that were not marked as deleted, canceled, or 'no show' for the given user. |
| Kaia meetings held | Defined as the count of total Kaia meetings held for the given user. |
| % of meetings held with Kaia | Defined as the percentage of meetings held that were Kaia meetings for the given user. |
| Avg. talk time (Kaia) | Defined as the average talk time rate for a given user for Kaia meetings only within the selected period. |
| Avg. questions asked (Kaia) | Defined as the average number of questions asked in Kaia meetings for a given user within the selected period. |
| Avg. # of prospects (Kaia) | Defined as the average number of buyer-side attendees per Kaia meeting for the given user. |
| Response time | Defined as the median time it takes to respond to a call or email after a prospect has responded. |
Topics pivot
| Metric Type | Description |
|---|---|
| Win rate | Defined as total closed won opportunities associated with Kaia meetings, where the topic is mentioned, divided by total closed opportunities associated with Kaia meetings. |
| Total opportunities | Defined as total opportunities created that are associated with Kaia meetings where the given topic is mentioned. |
| Total revenue | Defined as the sum of created opportunity revenue from created opportunities associated with Kaia meetings where the given topic is mentioned. |
| Closed-won opportunities | Defined as the total count of closed-won opportunities associated with Kaia meetings where the given topic is mentioned. |
| Closed-won revenue | Defined as the sum of closed-won opportunity revenue for closed-won opportunities associated with Kaia meetings where the given topic is mentioned. |
| Avg. deal size | Average amount ($) of closed/won revenue over a period |
| Avg. deal cycle | Average number of days between a deal's Start Date and Close Date for all closed/won opportunities |
| Meetings held | Count of total Kaia meetings held where the given topic is mentioned. |
| Positive reactions | Defined as the percentage of positive buyer reactions identified in Kaia meetings for the given topic. |
| Negative reactions | Defined as the percentage of negative buyer reactions identified in Kaia meetings for the given topic. |
Additional Information
This report is updated daily. It is based on 16 months of historical data. The report respects team membership.
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