Report leads by when they change their status

[Anonymous]

We would like to report on how  many leads we "qualify" each month.

Currently, the Leads by month/week reports sort those leads by the date on which they are created, but not when they become "qualified."

This would be extremely important for us, since we create leads, but it takes a while for them to convert to a "qualified" status. I would like to know how many were qualified each time period.

Thanks!

[Anonymous]

There are several ways to do this, both in Salesforce and Marketo.

In Marketo you can do this by setting up your Revenue Cycle Model and defining the "qualified" bucket. You can then start to report on how many leads enter and exit the state.

What I usually do is set up a custom field in Salesforce.com called "Qualified Date" and then create a workflow rule that populates it with "TODAY()" everytime Lead Status = "qualified"

Hope that helps!

[Anonymous]

If you're looking to do what Grant has suggested inside of Marketo natively and without RCM (such as in my case), you can create a custom field and populate it with a system token via trigger and flow action in a lead lifecycle campaign. A field named something like "MQL Date," with a Change Data Value set to {{system.date}}. If you wanted the date and time, use the {{system.dateTime}} token instead.

Additionally, if you just want to see a report of MQLs by say Acquisition Program, or Lead Source, you can do that out of the box with Marketo too.

Create a smart list in your Lead Database that filters based on a Lead Status of "Marketing Qualified."
Then, clone an existing lead report you like and in the Setup tab, add your MQL Smart List to the report via Custom Columns.

This would work very well if you start recording the MQL Date of your leads to a field, allowing you to create a report pivoting on that value alone.

Good luck with your reporting!

[Anonymous]

Thanks both!

I see the custom field idea as a really good work around, but this would not help me with the past data. Right? So you know of a smart campaign that I can run to populate that "qualified data" field?

I don't have access to the RCM, since our Marketo license is Spark, so I'm limited in that sense...

Thanks!

[Anonymous]

You could run a one time batch campaign to change the data, and either set an arbitrary value (like Jan 1 2014) or something more dynamic in your flow action like the lead token "{{lead.Created At}}".

While this isn't ideal—since it's going to lump leads who were imported via lists when you first started your Marketo instance into big, chunky groups—anyone who was added subsequently would have an approximate MQL date. And at least you can report on that.