Today we're going to talk about the People-Performance report. the unloved report of all reports Marketo reports. Why not? Because it's quite complicated, I prepared it here, so I'm looking at it further ahead. So here I put the basic setup which is the people created in the year and grouped by month of created. We have a count of the number of people created month by month. So in the spirit of Marketo, it's more of a ratio that's made to count the people created month by month and see how they have evolved. But you can of course group by all the fields that you wish. Then we'll try unsubscribe, if it really works, because in a campaign it works, I can see the number of people unregistered, the number of unregistered people created last year. Because there's always the filter. So the By group, you can't not group. This is the major constraint of this report, you absolutely must group people, and you have the choice of group either on the attributes of the person, the attributes of the attributes of the company below, the Attributes companies, you even have the choice of grouping on opportunity attributes. Now this is a bit complicated because if a person has several opportunities, it's going to be complicated. And you can also to group on segmentations. Here, if I want to see typical people grouped by first names and I'll take my tutoiements-vouvoiements segmentation and see how many people created last year are distributed by first-name-first-name. So the first use of this this report is, if we go back on Created Apps, is to work in cohorts. I group people by creation date and then I'll look at how they have evolved, particularly in terms status to see if they've evolved models, such as the people people created in my funnel in January, converted from faster or converted slower. So here's what's going to be handy is that I'll be able to add columns. This is the only Marketo report report that will allow me to add columns. So I could very well make a column corresponding to each of my statuses in my lifecycle book. If I'm cold, lukewarm, hot, MQL, opportunities gained, I can make as many smartlists as columns as I want and then count, for example the 45 people created in December, to see exactly where they are in the report. This is where I didn't have time to do it. to do it, I was away for a while. So I'll be able to go back my report and add columns in the setup here. Custom clones. Total people, I'll put some here. Unfortunately, it puts the full name of the smartlist, so it's the name of the program plus the name of the smartlist name, so it takes a bit reordering. So now it's known, prospect, interested and qualified. So this is in order. And so I can see that the 21 people from January, I have five known ones and the others must be in higher statuses. status. So if I had done all the columns, we'd find them. If I go to December, we find 33 known, 2 interested, 0 prospects and 1 qualified. This is how I can see my cohorts of guides created month by month. Did some of you had to use this report? No, I've got a question. So this has nothing to do with just the program we're on? Exactly. I did it in this program, but this report actually types by default on the base, so if you want to restrict this report to this program, we need to go to the smartlist in the smartlist and we'd have to add a Member of filter program equals this program. So I removed it to be able to type over the entire base. So even if you're in a program, it types over the entire base. Very good observation. So don't hesitate to refresh the report regularly because when you come back to it, it's not guaranteed to refresh on its own. And then if I want to eventually tell me the nine I have here, who they are, I can do a drill down. I'm going to select August and click on drill down. And I'll actually, if I want to see them to see them individually, you have to choose a criterion like email. This will allow me to see person by person. So I tested it, there's a little weird thing going on. It won't output anything to me because it filter created at. I don't know why it added a a person status filter. I couldn't figure it out, it didn't work at all. Now I can see who's been created. So the nine people who are there, the nine from August, I see exactly who they are and how they evolved. This can be quite interesting from the perspective where you don't have data ware, you don't have BI tools tools at your fingertips. So it allows you to make reports. So that's the spirit of the original Marketo report. Being able to give stats month by month. So it's all very new business orientation. And to know if we're adding opportunity columns, did these people create opportunities? So if I add the columns opportunities that are what they are and over which I don't have Marketo will give me indications of the number of people, the amount of opportunities and everything earned. This is the open part, this is the won opportunity part and now it's on to the names. We'll go through these indicators one by one. So if I look at the January people, that means the 21 people from January, I have 18 who don't have opportunity. Then it's either that they don't have opportunity or they're in opportunity without being primary. The doc is pretty clear on this. So this means that if you don't use the primary flag too much in your TRM, de facto, all people will come out as having no opportunity. It's already in the case where we use opportunities and can attach several contacts to an opportunity, it's not always the case. I've seen quite a few CRMs where you can add one contact per opportunity and so the field is rather carried by the opportunity, so there's no no notion of multicontact, we just have one. Here, by default, in Salesforce, typically, you can add several contacts, and when you add a contact you can add a role. So, Yann, I'd say he's right, Marketo will be very attentive, especially for the attribution engine, we make sure there's a role, it will exclude all contacts that don't have a role, it will keep the contacts that have a role and the allocation engine, it will ignore the primary or not. Unlike this report which the primary field is essential, i.e. here, only Bruce Banner who will count for opportunity, all the others won't not count. And I understand better how can get behind attributes opportunity, i.e. one contact contact, an opportunity at most, point. Excuse me, an opportunity, a contact. A contact, Bruce Banner may well be on several opportunities opportunities, but this opportunity will never have more than one contact. All KPIs for this opportunity go back to Bruce Banner in fact, for this report. The number of people who are in an opportunity or are not primary in the opportunity, here, the number of days between the moment of creation and the moment when the person becomes primary of opportunity. Well, I wasn't sure, so I checked by extracting the number of days between today and the creation of the person, and the average corresponded well what's in the report, so it works pretty well. Then, the number of people who have an opportunity as a primary, so here, out of the 21, I have 3. So this is the percentage between the 3 and the 21. People's average number of days who have no creation, since the creation of people who have no opportunity, and that, on the other hand, is the number of days for people who have an opportunity an opportunity, well the time it took for them to come primary about an opportunity. You have a detail of these columns in the doc, right there, on this page. If you go down to the reporting section, you have the editing report, and you have, no, it's not I must have closed the page. No, it's this one. Here we have this page called Opportunity Columns to a Lead Report, and we have the column details. Here we have the sum of the amounts of opportunities for the 21 people, knowing that 3 of them are opportunities. So here, the 3 primary take the whole amount of the opportunity they're they're attached to, and the sum, that does it. So there are two opportunities total for that amount, and so if we do 4,250 ten and by two, that's an average amount, that's going to be 2125. Then there's the number of opportunities opportunities won, the percentage of opportunities opportunities won, i.e. 100%, the amount won, and the average number of days for closing an opportunity. And this is the Day in Sales, so they say this is the number days to close, 85, plus the number of days to opportunity. So that's 110 plus 85, but the term is a bit odd, since it's the dirty cycle that I'm wondering about, since it does include marketing too, so it's just the word dirty that confuses me. And looking at the doc, it's the average number of days of the sales cycle, so Day until opportunity, Day to close. Knowing that this is the number of days since the person was created, so it's not the number of days since OMQL, for example. So that gives some information, and it works quite well if you recent contacts who, we'll say, have only had one opportunity. This shows that the further time, the more we should have a small amount, it's not quite that's not quite the case, but I'm not representative because I don't have I don't have enough data for the statistics play well. Sorry, can we filter people on how they got they came to Marketo? Yes of course, while keeping the months of creation? Yes. We could add a filter to the smart list a filter on acquisition program and say, me, if you like, the people who came by events, for example. The problem is that here, in the acquisition program name, start with, in my case it would be ML, EVT for example. So you could do the same graph with people who have were created in such and such a month your columns with different smart lists from your different sources? Exactly yes, the opportunities they'll always be based on Nous current, we import a lot of contacts from our CRM, which is a bit manual, but on the other hand we also have Marketo contacts that are generated from campaigns that we do. So, if we wanted to look at this ratio, it would be more interesting to exclude everything we've imported. You can do a little pole performance lead. In the smart list, you'll focus on the people you've imported, via source type service. In the source type, you have this value, which is called a system value, so as soon as you create a person via a list input in Marketo, the Source Type field, which is a system field on which you don't have will carry list import. Now you're sure you're focusing only on imported people from your CRM or any other source. You have event partner, forward, dynamics, munchkin, new leads, handwritten, SAP, SAP email, social app, veeva, everything forms, APIs and Salesforce. It's been normalized by Marketo, you can't touch this list, so we're sure it's full. Next, clone this report and make an imported off-lead report, where you'd say "source type is not import". You could keep the setup with the person to be created on such date range, grouped by month, and that would be a good one. Second use of this ratio for a shorter process than the lead, from its creation to the opportunity in which it will run through N keys. Here, I took the opportunity of the email that I sent you on Monday with with my replay, I had this emailing report a number of things, but I thought, here, I'd like to know the number of people who clicked on my email, the number of people who saw my video pages, whether on my site or on the Twitter site, and then the number of people who have seen the videos, and after that, why not, opportunity columns. So this is the report I've made here. made here, that's why I had it created it here in the first place because I was focused on the process that followed this email was sent. So what I've done I've created columns that correspond to each of the process steps I wanted measure. Here, I created the open email, I created the "click link in email, visit page, view video". So open email is just a simple thing, it's the people who opened the email, clicks are people who have opened the email on the right link in the e-mail. There was a link to the call to action and a link to the gif that she put on the site 23 page. Page visits, I'm having a little trouble a little problem because I'm getting to track visits to site 23, we discovered that. So normally, this was the web page containing the blog session, or video.merlinleonard.com, this is page 23, this is where I can't quite track. And "view video", since I'm integrated with 23, in Marketo, this filter which allows me easily know if in the activity log, I have a "watched video" line with the video identifier that is this one. So by doing this ratio, it works pretty well. On the other hand, I made this report but I put a smart list here for the Marylène job where I restricted visibility on this program. Here I didn't want the whole base, I really wanted the members of this program, so now I'm sure that it's only the people to whom I'm sending this e-mail to. And I've excluded people from Merlin otherwise it distorts the stats. And refreshing, and grouped by person status, so I wanted to see people throughout my lead stage lifecycle, so my problem is that that I have a little bit too many and it's a bit of a mess, well, the mess isn't sorted out in order, but roughly so I was looking at the prospects earlier. So in total I've got 604 people to whom I've sent, I have 12 people who clicked, so here are the visits I've got one page and it's no good because that I know there are quite a few people who've seen the video on site 23, but I can't get it. it, and I've got six people who have seen the video. And this is what, it's open, so this one moved, so I'll put it back here, number of people, open, click, visit, and view video. And that's where the opportunity columns opportunity columns aren't doing so well work, the numbers are going to be pretty good for the people who are at the beginning of the cycle, who have recently arrived, because we don't have too many opportunities and that's about right. On the other hand, the people who are in my customer cycle, who are in progress, hot, I mean, people who had a lot of opportunities in life with Merlin, now I have 106 opportunities, I have amounts that aren't consistent with this process because Marketo isn't going to put date filter criteria, it will say, I have 87 people, I simply take all the opportunities attached to these 87 people, whether they were created before or after this process, whether they were created four years ago or one year ago, and that's why I find myself with amounts of opportunities but which are not relevant to this relevant to this process, and unfortunately in the SmartList, I can't filter on the opportunities, I can filter on people, but I can't tell, for a person, please remove opportunities older than that date. So this is where it's going to get confusing. confusing, it's not going to be what we want, and that's why I was saying that Marketo has more of a vision New Business vision for the report than a customer marketing vision, it's going to work well when you welcome people, they're created and they an opportunity and then they don't do much afterwards. On the other hand, for people like me me who have very few new loans and who work a lot on the customer base, it works for nothing. Nevertheless, it's interesting to be able to do this quite easily count the number of people in a fairly defined process, and often it's I send an email, I look at the openings, the click, there could be a form-filling behind it, so I could have created a smart list, but that wasn't the case because it was a video, so I created a video, and behind it could be bounces, so you could add as many columns as you want in function of the micro-keys in this process. Is it clear to everyone everyone what I've done here? Yes, you need to define the process you want to monitor and know if you have links to opportunities, but being able to display statues according to creation date to play with the read-down, I didn't know about the additional columns, it gives some ideas. This is pretty handy for all continuous marketing programs, usually they're always on this model. If I take my content downloads you have a page video, a completed form, an email sent with the click in the email, and then possibly another action. So you have at least three actions that you'd like to be able to monitor. The same goes for nurturing. tell you that on the North Ring, is the number of people who are members of my nurturing, is the number of people involved, and as your North Ring should normally lead to further action, the number of forms filled in or the number of pages viewed or so on. So it's pretty handy for to count the number of people on a small process. Does this give you any ideas others? Yeah? Okay. It's also handy when you campaigns with schematics conditional. I send an email, if the person hasn't replied, I send a reminder, this must lead to a form, to a landing page, which then triggers this form. I see this type of campaign customer campaigns. This is really an ideal report to measure progress of the campaign and see if people are getting through the different stages. Just make smart lists measuring the number of people arrived at each stage, possibly putting in static lists, formalizing the passage to a stage in a static list. You know that in Marketo, it's quite complicated to make a smart list about something that happened in the past. For example, I'd like the people who have passed through the form but before doing this. It's pretty hard in Marketo to make this type of request. To formalize the passage when the person enters the form and with the right conditions, we can sometimes put the person in a static list and then we just have to count the people in the static list. And then you can subscribe to the report, so that every day you receive your report and see how how it's going. This makes it possible to detect if there's a problem with the process and you don't see anyone coming in this stage, we can say that there's a problem on a smart campaign and it seems worth checking out. That's all there was to say about the People Performance report. It's true that adding this step view to this date view really gives it another dimension another dimension to it. Unfortunately, I have to negotiate my license to Marketo this afternoon. I'll try to get the NCE because you can also do cool stuff with the Cycle product Explorer product. There's the little BI module attached to Marketo which is a module module, which is the intermediate step between Marketo reports, which offer enormous flexibility and complete BI solution, but which requires investment, DataWare and ETL. Even if it's not very complicated to put on. Between the two, there's the RCE and maybe, I'll try to it's not certain at all, I've got one kidney left, so we don't know never. To have it at home, I can confirm that there is a way to to use it quite simply to attack the whole base in and be able to perform calculations or search for data and do exploration, that's really good. Since, in fact, it bears its name oddly named, it's that you're not necessarily exploring income, you're exploring quite a few other things. Do you want to know which 4 emails that opened the most last year, that's what it's to find it. You still have all the fields of Marketo's attribution engine available. We're also keeping our fingers crossed that you're your license, because I'm sure you're going to teach us other ways of to use it. I remember you could make temperature maps quite simply with the RCE, This is one of the most common use cases of Marketo. When you send a lot of e-mail every day at all hours, That's another constraint, is that you need data to be able to tell which were the days and times on which opened the most, clicked the most and unsubscribes the least, putting this on cards where there are hours in columns and days on the abscissa, ordinate and abscissa. And with colors, you could see very, very what worked and what didn't. working. That was pretty cool. And yes, there were plenty of other uses, including going a little more finely in the engine. Folks, I'm going to wish you a good day and then we'll see you soon for another Marketo Office Hour.