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Using the revenue model to track users in a sales cycle

Question asked by dee19a30b35b18e0d900dddace22e397b0c1d2ee on Jul 4, 2016
Latest reply on Jul 5, 2016 by dee19a30b35b18e0d900dddace22e397b0c1d2ee

Hi all,

 

As the title suggests, I am looking to track where users are in a sales cycle.

Currently, I am attempting to use the revenue model function as a means to go about this.

 

The application is B-to-C and we would like to be to track to a fairly specific level.

To give a little more context, the stages have been defined as follows:

 

1) Anonymous

2) Mail Address Acquired

 

If the consumer is looking to purchase within one year or above, start at stage 3:

(If purchasing within 3 months, skip to 7.)

 

3) Added to "long-cycle" mailing list

4) "Long-cycle score" reaches 40 (as a result of e-mail opens and clicks)

5) Visits LP for campaign aimed at "long-cycle" prospects

6) Applies for campaign aimed at "long-cycle" prospects

 

Users that apply for the "long-cycle" campaign will be moved to the "short-cycle" mailing list.

 

7) Added to "short-cycle" mailing list

4b) "Short-cycle score" reaches 40 (as a result of e-mail opens and clicks)

5b) Visits LP for campaign aimed at "short-cycle" prospects

6b) Applies for campaign aimed at "short-cycle" prospects

 

7) Visits LP for face-to-face consultation

8) Books consultation

 

While I'd like to know how many people are at each stage, the revenue model seems to assume that previous steps have all been completed rather than allowing users to "skip".

 

For example, there will be some users who don't apply to any campaign and will skip straight to booking a consultation.

In this case, I'd like those users to skip other stages and be counted in (8).

 

Adding arrows to the model to account for every single possible route would soon get pretty ridiculous. Is there a better way to go about this?

 

Any help would be greatly appreciated.

 

Kind regards,

Luis

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