Overview
For most reporting needs, we recommend using the pre-built Integrous Analytics BI reports or Salesforce Dashboards. However, there are times when you need to create an ad hoc report in Salesforce to dig into attribution or engagement information. In those cases, it’s almost always better to create an Engagement report rather than a Lead or Contact report.
Due to the one-to-many relationships between Leads/Contacts and Engagements, Lead and Contact reports will almost always undercount attribution/engagement info. Engagement reports can include all interactions or filter just to the ones that count as ‘leads’, they can include all the Lead and Contact fields you want, and have the added benefit of connecting to Opportunities generated as well.
For a refresher, see the Quick-Start Guide or the Activations vs. Influencing Engagements article.
Considerations
Include Engagements or just Activations?
When pulling an ad hoc Engagement report in Salesforce, the first question to ask yourself is if you want to see all Engagements (filter to all Engagements) or just those that count as ‘leads’ in reporting (filter to Activation=TRUE).
Reminders:
Everyone who interacts should receive an Engagement record. It’ll be created as an Activation if they’re new to the system or dormant at the time. Otherwise, it’ll be created as an Influencing Engagement.
Activation Engagements count as ‘leads’ in Integrous reporting, not Lead records. For more info, see the Activations vs. Influencing Engagements section of the Quick-Start Guide.
Adding Lead/Contact fields to Engagements
The system includes several common Lead and Contact fields on the Engagement object (the fields whose names start with “Lead/Contact“). If these aren’t sufficient, you can add more Lead/Contact info to Engagements by creating formula fields. See How do I create a formula field to get Lead/Contact data on the Engagement object?
Example Use Cases
List Upload Use Cases:
You uploaded a list for an event, and you want to make sure all your records made it to Salesforce
If you were to pull a Salesforce Lead (object) report, you would likely see fewer people than were on your list upload
That’s because your report would only include people who are Lead records in the system (it wouldn’t include anyone who is a Contact record), and it would only include Leads who received Activations from the list upload (it wouldn’t include anyone who received Influencing Engagements)
You should instead pull an Engagement (object) report filtered to ‘all Engagements’ and to the UTMs in your list upload, using ‘Engagement Date’ to set the date range
Now, the number of records should match the number in your list upload, and if it doesn’t, there’s a process issue to troubleshoot
You just uploaded a list for an event, and you want to see how many reporting ‘leads’ you generated
If you were to pull a Salesforce Lead (object) report, you would be undercounting the number of ‘leads’ in Integrous Analytics reporting, since ‘leads’ in Integrous reporting are defined as Activation Engagements (see above)
You should instead pull an Engagement (object) report filtered to Activation=TRUE and to the UTMs in your list upload, using ‘Engagement Date’ to set the date range
This style report has the benefit of including the sales progression date and owner information, as well as details from Opportunities they led to
Paid Media Use Cases:
You want to see how many form submissions came from Paid Search
If you were to pull a Salesforce Lead (object) report, you would be undercounting
That’s because your report would only include people who are Lead records in the system (it wouldn’t include anyone who is a Contact record), and it would only include Leads who received Activations from the form submission (it wouldn’t include anyone who received Influencing Engagements)
You should instead pull an Engagement (object) report filtered to ‘all Engagements’ and to Reporting Medium = “Paid Search” (or whatever value is defined in your UTM Taxonomy), using ‘Engagement Date’ to set the date range
You want to see how many reporting ‘leads’ Paid Search generated
If you were to pull a Salesforce Lead (object) report, you would be undercounting the number of ‘leads’ in Integrous Analytics reporting, since ‘leads’ in Integrous reporting are defined as Activation Engagements (see above)
You should instead pull an Engagement (object) report filtered to Activation=TRUE and to Reporting Medium = “Paid Search” (or whatever value is defined in your UTM Taxonomy), using ‘Engagement Date’ to set the date range
This style report has the benefit of including the sales progression date and owner information, as well as details from Opportunities they led to