Create a Power BI Report that differentiates inbound and outbound leads from beginning to end

Sales cannot differentiate between inbound and outbound lead sources for leads, opportunities, and further down the sales funnel. They need a BI report that can determine this. This is imperative for sales to create and accurately provide compensation metrics.

*The SF team needs to change campaign when assigned to them to "BDR Outbound". This is not currently standard practice for BDRs and would be very helpful in differentiating inbound vs outbound, but not necessary.

Important Notes From Request Meeting

• We need to separate an inbound lead that became an opportunity from an outbound lead that became an opportunity

  • Once we have inbound opps and outbound opps, we will be able to track through the rest of the funnel

Differentiating inbound vs. outbound:

• Lead fields we need from SF:

  • Campaign: all campaigns lead is associated with

  • Member Status: associated with Campaigns and needs to be pulled historically in association with Campaign

  • Lead Source: all info on historical lead sources with the "Lead Assigned Date" for each Lead Source

  • lead assigned date: historically and tied specifically to "Lead Source = Marketing" (See Example 1)

  • Lead Source Detail: Similar to Lead Source, but more specific and likely more important to help confirm inbound vs outbound.

    • Investigate: Is there a 'lead assigned date' for lead source detail too?

• "Inbound Lead": A lead with the lead source being set as "Marketing" within the last 30 days

• "Outbound Lead": A lead source set as "Self Sourced"

• Compare Opportunity Creation Date with the current Lead Status and Campaign Status at that date.

(Kind of) Tech Notes

• Campaigns will need to be merged with Leads, opportunities, and accounts - there are foreign keys connecting all these fields

Examples

1. Lead Source = Marketing, Lead Assigned Date = 1/1/2022

   1. If Opportunity is created WITHIN 30 days of the Lead Assigned Date for this lead, it is an Inbound Opportunity

   2. If Opportunity is created AFTER 30 days of the Lead Assigned Date for this lead, it is now considered an Outbound Opportunity

2. If a BDR takes a stale lead and puts it into a new date (<- may be typo), the member status updated would update.

3. get access to https://procaresoftware.lightning.force.com/lightning/r/Report/00O8W000006nFRaUAM/view