Based on email and meeting communication ZoomInfo InboxAI (formerly Komiko) enriches Salesforce with engagement insights information that allows to make you reporting and dashboards much more meaningful.
As an example, adding last outbound and inbound dates to your pipeline report will allow you to easily determine the engagement dynamics. Have your team missed following up, is there a next meeting scheduled before the expected close date, etc.
ZoomInfo InboxAI adds engagement insight fields to the following Salesforce objects:
Here is an example about the way that a pipeline report can be upgraded using ZoomInfo InboxAI‘s engagement insights info.
Engagement insights – date fields
Here is the list of the interaction date fields:
- Last inbound/outbound/meeting dates – three separate custom fields. When a new emails is sent or received these fields will be updated right away. It is easy to create a formula field that calculates <days since>. This help article provides detailed instructions for setting up these formula fields. Days since allows you to determine whether the time passed since the last interaction is ok or not.
- Last inbound/outbound/meeting sender – Includes the name of the sender of the email or meeting.
- Next meeting data and sender
- First inbound/outbound/meeting dates – Exist for contacts and leads only. It allows to calculate the time between lead/contact creation and the first sales touch. Some companies are using it to calculate SLA (Service Level Agreement) and efficiency of their Marketing to Sales hand off process.
- First inbound/outbound/meeting sender
Engagement insights – K-Score – Engagement Score
You may also want to read the help article that describes the way that K-Score is calculated. Check here.
- Yearly/Quarterly/Monthly K-Score – It is the raw engagement score calculated along three time periods: (1) Annual – last 365 days (2) Quarterly – last 90 days (3) Monthly – last 30 days. The score gives higher weight for recent interactions over older ones.
- Yearly/Quarterly/Monthly K-Score Percentile – When checking the raw K-Score you cannot tell about whether it is good or bad. Applying percentile to the score allows you to tell whether this contact or account is at the top of your engagement or the bottom. Percentile is from 0 to 100 and is applied across all accounts/contacts/leads in your Salesforce.
- Yearly/Quarterly/Monthly K-Score Trend – Raw and Percentile – Shows the trend of the score in the last 7 days. It could be positive or negative. Also here ZoomInfo InboxAI supports the raw trend score and percentile.
- Best contact – The contact person that is most engaged with your company based on the Quarterly K-Score.