The Integrous Analytics system captures critical operational data to help RevOps teams monitor and optimize funnel health across the entire revenue process.
Key data points captured include:
Sales progression milestone dates for all six stages
Owner name and role at each milestone
Days between stages
Detailed outcome information for every closed sales progression
Reactivation tracking to measure multiple journeys per Lead/Contact
Relationships between Activations and Opportunities to enable simplified but detailed reports, combining Attribution/qualification process with information about deals and revenue
This information enables detailed reporting on SLA compliance, process bottlenecks, and opportunities for funnel optimization.
Lead Follow-up SLA Compliance by Rep
Track average time from lead routing to first beginning to work by rep or role, identifying coaching opportunities, and ensuring rapid response.
Monitor BDR-to-AE Hand-off
See exactly how effectively BDRs are transitioning qualified leads to AEs. The system reveals critical insights, including hand-off volume by BDR, acceptance rates by AE, and which BDR/AE pairings produce the best results.
Activation Disposition Tracking
Monitor how teams are closing out sales processes to ensure there aren't gaps in automation or sales process adherence.
In the following example, many of Seth's Activations get auto-completed by the system because the Lead wasn't updated within 90 days. This suggests that he may not know these leads were routed to him, he's not working all his leads properly, or he's not updating the records before moving on.
Buyer’s Journey Analysis
Deep dive into which kinds of engagement impact each stage of the buying process. This dashboard allows you to view all engagements for all contacts associated with a given Opportunity. You can see their weight across four Multi-Touch Attribution models and when each Engagement occurred relative to the key sales progression milestones.
Lead Qualification Efficiency
Track how quickly different teams move from ‘Routed Lead’ (Stage 2) to Opportunity creation (Stage 4).
Pipeline Qualification Efficiency
Monitor how efficiently opportunities are qualified.
Funnel Conversion Rate Optimization
Analyze stage-by-stage conversion rates to identify where prospects are falling out of your funnel, enabling targeted process improvements.
Attribution Data Health Monitoring
Proactively identify and resolve cases where the attribution capture process isn’t working optimally.
Using RevOps Insights for Business Optimization
The reporting capabilities enabled by Integrous Analytics allow RevOps teams to:
Identify coaching opportunities for underperforming team members
Optimize routing rules based on actual performance data
Identify gaps to fix in automation and sales process adherence
Refine SLA targets with realistic, data-driven benchmarks
Improve forecast accuracy through better pipeline visibility
Streamline handoff processes between teams
Reduce sales cycle time by identifying and addressing bottlenecks
Build data-driven compensation plans that reward desired behaviors
These capabilities help transform RevOps from a reactive support function to a driver of revenue growth by providing actionable insights directly within your Salesforce instance.
See the pre-built dashboards in Salesforce or the Integrous BI reports to get started.