Backstory’s Engagement Dashboards are designed to quickly and clearly visualize where, when, and how business activity occurs on a day-to-day basis.
Now, with the introduction of Person Metrics, you can leverage the power of Engagement Dashboards to better understand how your team is engaging key personas across their Accounts, Opportunities, and Teams.
This provides sales managers and leadership with the tools they need to determine whether their teams are working with the right people to advance their deals.
How it Works
Person Metrics are built upon Backstory’s natural language processing engine that determines the department and seniority of external participants.
You can create metrics based on:
A person’s department or seniority
A person’s engagement history (Engaged in last X Days) is based on whether they have been in meetings, sent an email, or received an email.
Based on their current engagement score (e.g., people with an engagement score > 75)
You can also create metrics that cut across criteria such as:
Number of Marketing Executives with an Engagement Score > 50
(Department = Marketing, Seniority = Executive, Engagement Score > 50)
Number of Sales Contacts with Seniority of Director, VP, or Exec engaged in the last 30 days
(Department = Sales, Seniority in (Directory, VP, Executive), was in a meeting or sent an email in the last 30 days)
Based on the default classification, the external contacts your team is communicating with will fall into the following categories:
Department | Seniority |
Customer Service | Associate |
Sales | Vice President |
Finance | Director |
Operations | Manager |
Engineering | Executive |
IT |
|
Legal |
|
Human Resources |
|
Business Development |
|
Accounting |
|
Marketing |
|
Product |
|
Education |
|
Procurement |
|
Assistant |
|
Management |
|
Design |
|
Please note, the above categorization model is customizable upon request.
Navigating Person Metrics
Person Metrics are available for use within Engagement Dashboards of the Backstory web application. To get started, navigate to any existing Engagement Dashboard.
On a Person Metrics-centric dashboard, you’ll see that the columns are all designed to show engagement with key Account, Opportunity, or Team personas.
To view a description of how each metric is defined, click the three vertical dots to the right of the metric’s title and click View Description.
As with any Engagement Dashboard, these metrics can be manipulated to refine the design of your dashboard. Specifically, you can adjust metric time frames, sort, group, and add targets, which define the goal engagement for that metric.
Standard and Custom Person Metrics
Out of the box, there are four Person Metrics available for Account dashboards and five for Opportunity and Team dashboards.
Account
People Engaged: Total external people who were in a meeting, part of a call, or sent an email that was matched to the Account.
People Contacted or Engaged: Total external people who were in a meeting, part of a call, sent or received an email that was matched to the Account.
Executives Contacted or Engaged: Total external executives who were in a meeting, part of a call, or sent an email that was matched to the Account.
Executives Engaged: Total external executives who were in a meeting, part of a call, or sent/received an email that was matched to the Account.
Opportunity
People Engaged: Total external people who were in a meeting, part of a call, or sent an email that was matched to the Opportunity.
People Contacted or Engaged: Total external people who were in a meeting, part of a call, sent or received an email that was matched to the Opportunity.
Executives Contacted: Total external executives who were in a meeting, part of a call, or sent an email that was matched to the Opportunity.
Executives Contacted or Engaged: Total external executives who were in a meeting, part of a call, or sent/received an email that was matched to the Opportunity.
# of OCRs: Total number of Opportunity Contact Roles on the matched Opportunity.
Team
("New" is defined as someone(s) who had not previously been in contact with anyone from the organization)People Engaged: Total number of external people who were in a meeting, part of a call, or sent an email that was matched to the member of the Team.
People Contacted or Engaged: Total number of external people who were in a meeting, part of a call, sent or received an email that was matched to the member of the Team.
Executives Contacted or Engaged: Total external executives who were in a meeting, part of a call, or sent an email that was matched to the member of the Team.
Executives Engaged: Total external executives who were in a meeting, part of a call, or sent/received an email that was matched to the member of the Team.
New People Engaged: Total new external people who were in a meeting, part of a call, or sent an email that was matched to the member of the Team.
New Executives Engaged: Total new external executives who were in a meeting, part of a call, or sent/received an email that was matched to the member of the Team.
New Executives Contacted or Engaged: Total new external people who were in a meeting, part of a call, or sent an email that was matched to the member of the Team.
These metrics can be found within the Add Column modal.
These metrics require no configuration and will work based on Backstory’s standard title classification, unless your organization has already configured a custom classification.
OCRs in Opportunity Engagement Dashboards
OCR-based person counts are now available in Opportunity Engagement Dashboards. You can incorporate OCR data with Persona and Engagement data to provide an in-depth analysis of the quality of OCRs. This means you can build metrics based on OCRs and filter them by their specific role to specify the best data you're looking for. Reach out to your CSM to learn more about creating custom OCR metrics.
Things to Consider
Person Metrics will rely on your organization’s custom title classification, if it has already been configured. Otherwise, default classifications are used.
Person Metrics does not count internal participants.
Have any questions? Drop us a line at support@backstory.ai.