The Purpose

You have your MadKudu prediction scores in Salesforce..

You've trained a Sales team and they’re starting to prioritize their accounts using the MadKudu prediction..

Now, you have to understand what is the impact of using the MadKudu score versus the prior prioritization process. 👉 We’re here to help you measure this impact.

The What

Let's build a prioritization performance report in Salesforce that details the following:

(1) Sales touches by MadKudu segment


(2) Conversions by MadKudu segment 

Note that the above examples are showing the MadKudu Customer Fit scores but the

The How

Report #1: Sales touches by MadKudu segment

There are multiple steps to get this report up and running: 

(1) Enable Aggregations in Salesforce

Install Rollup Helper from the AppExchange.

(2) Customize Salesforce fields

Create the following custom fields at the Lead Level:

a) Number of Touches is a number field with 0 decimal

b) Date of First Touch is a Date/Time field

(3) Create aggregated fields with Rollup helper

a) Open Rollup Helper by opening the “App Launcher”

b) Create a new “Date of First Touch” Rollup

  • Child Object = Task
  • Relationship Field = Name ID
  • Rollup Type = Minimum
  • Field = Created Date

c) Create a custom filter labelled Sales Touches

  • You’ll need to click on “Show More” at the bottom of the Field ListType = Call, Email, Meeting
  • Status = Completed
  • Here is what the filter should look like
  • Click on the “Save” button at the bottom of the page
  • Click on the “Save and Run” button at the bottom of the page

d) Create a custom filter labelled Number of First Touch

  • Child Object = Task
  • Relationship Field = Name ID
  • Rollup Type = Count
  • Select the “Sales Touches” filter that we created earlier
  • Click on “Save” at the bottom of the page

e) Create a Formula Field at the Lead Level

  • Field Type = Formula
  • Field Name = Time to First Touch
  • Formula Return Type = Number
  • Decimal Place = 0
  • Formula: IF ( Number_of_Touches__c > 0,( Date_of_First_Touch__c – CreatedDate)*24, NULL )
  • Blank Field Handling: Treat blank fields as blanks

(4) Create the report

  • Create a Bucket field on the “Time to First Touch” that looks like this
  • Group rows by “MK Customer Fit Segment” to look at your SLA based on the quality of leads
  • Group columns by “SLA”
  • Uncheck “Detail Rows” at the bottom of the report to hide the details
  • “Save & Run” and you’re all set

Report #2: Conversions by MadKudu segment 

There are multiple steps to get this report up and running: 

(1) Create a report under Leads with Converted Lead Information

(2) Create a bucket field called "MK Customer Fit Segment - Ordered"

  • Name the first bucket as 1- Very Good  with a value of very good 
  • Name the second bucket as 2- Good  with a value of good 
  • Name the third bucket as 3- Medium  with a value of medium 
  • Name the fourth bucket as 4- Low  with a value of low 

(3) Place the bucket field called "MK Customer Fit Segment - Ordered" as a Group Row

(4) Add a column called "Opportunity Amount" from the Opportunity object 

(5) Build a summary formula called "Lead Value"

  • Navigate and click on the chevron icon besides the Column header, and click on "Add Summary Formula"
  • Name the Column Name as "Lead Value"
  • Select Currency as the Formula Output Type 
  • Input the formula as AMOUNT::SUM / RowCount 

(6) Build a summary formula called "Conversion Rate"

  • Navigate and click on the chevron icon besides the Column header, and click on "Add Summary Formula"
  • Name the Column Name as "Conversion Rate"
  • Select Percent as the Formula Output Type 
  • Input the formula as CONVERTED:SUM / RowCount 

(7) Add a Line Chart

  • Select Line as the chart type
  • Select "MK Customer Fit - Ordered" as the X-axis
  • Select "Conversion Rate" as the Y-axis

(8) “Save & Run” and you’re all set


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Do contact success@madkudu.com if you have questions or are having trouble setting this up and we'd be happy to help. 🚀

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