Thnks ROI Reporting Guide
Build powerful reports and dashboards to measure the ROI of your Thnks investment. Track pipeline acceleration, meeting show rates, and revenue impact to demonstrate business value.
Overview
Demonstrating the ROI of your Thnks investment is crucial for program success and expansion. This guide provides step-by-step instructions for building reports and dashboards that showcase how Thnks accelerates your sales pipeline, improves meeting show rates, and drives revenue growth.
Key ROI Metrics to Track
Pipeline Acceleration
- Meeting Show Rate Improvement: % increase in meeting attendance when Thnks are sent
- Deal Velocity: Average time from first contact to close (with vs. without Thnks)
- Stage Progression Speed: Time spent in each pipeline stage
- Response Rate Enhancement: Email/call response rates after Thnks delivery
Revenue Impact
- Win Rate Analysis: Opportunity close rates with and without Thnks
- Deal Size Correlation: Average opportunity value when Thnks are involved
- Customer Lifetime Value: Long-term value of customers who received Thnks
- Cost Per Acquisition: Total cost including Thnks vs. customer value
Sales Effectiveness
- Thnks Timing Impact: Most effective times to send Thnks in the sales cycle
- Thnks Type Performance: Which Thnks categories drive best results
- Rep Performance: Individual sales rep effectiveness with Thnks
- Territory/Industry Analysis: Performance by region or vertical
Essential Reports to Build
1. Meeting Show Rate Analysis Report
Purpose: Compare meeting attendance rates for opportunities with and without Thnks.
Report Type: Tabular Report Primary Object: Event Additional Objects: Opportunity, Thnks
Create the Report
- Navigate to Reports → New Report
- Select Events as the primary object
- Add Opportunities and Thnks as related objects
- Set report format to Tabular
Configure Fields
Add these key fields:
- Event: Subject, Start Date/Time, Status (Held/No Show)
- Opportunity: Name, Stage, Amount, Close Date
- Thnks: Name, Status, Thnks Sent At, Total Price
- Account: Name, Industry, Territory
Set Filters
- Event Type: Equals “Meeting” or “Demo”
- Event Start Date: Last 3 months (or your preferred timeframe)
- Opportunity Stage: Not equal to “Closed Lost”
Create Summary Formula
Add a summary formula to calculate show rate:
Key Insights:
- Compare show rates for events with associated Thnks vs. those without
- Identify optimal timing for sending Thnks relative to meeting dates
- Track trends over time to measure program effectiveness
2. Pipeline Velocity Dashboard
Purpose: Measure how Thnks impact deal progression speed through pipeline stages.
Report Type: Matrix Report Primary Object: Opportunity Additional Objects: Thnks, Opportunity History
Create Base Report
- Reports → New Report
- Select Opportunities with Thnks and Opportunity History
- Set format to Matrix
Configure Matrix Structure
- Rows: Opportunity Stage
- Columns: “Has Thnks” (formula field: IF(Thnks > 0, “Yes”, “No”))
- Values: Average Days in Stage, Count of Opportunities
Add Key Fields
- Opportunity: Name, Amount, Created Date, Close Date
- Thnks: Count, Total Price, First Thnks Date
- Formula Fields:
- Days in Stage
- Time to Close
- Thnks Investment per Opportunity
Apply Filters
- Close Date: Last 6 months
- Opportunity Type: New Business (exclude renewals)
- Stage: Exclude “Closed Lost”
Key Metrics to Track:
- Average days in each stage (with vs. without Thnks)
- Overall sales cycle length reduction
- Stage progression rates
- Investment per opportunity vs. deal value
3. ROI Summary Dashboard
Purpose: High-level executive dashboard showing overall Thnks program ROI.
Dashboard Components:
Component 1: Investment vs. Revenue Impact
Report Type: Summary Report Chart Type: Bar Chart
Metrics:
- Total Thnks Investment (sum of all Thnks costs)
- Additional Revenue from Thnks-influenced deals
- ROI Calculation: (Additional Revenue - Investment) / Investment * 100
Component 2: Win Rate Comparison
Report Type: Matrix Report Chart Type: Donut Chart
Structure:
- Rows: Opportunity Stage (Closed Won, Closed Lost)
- Columns: “Thnks Sent” (Yes/No)
- Values: Count of Opportunities, Win Rate %
Component 3: Meeting Effectiveness
Report Type: Summary Report Chart Type: Line Chart
Metrics:
- Meeting show rates over time
- Average deal size for opportunities with meetings + Thnks
- Meeting-to-opportunity conversion rate
Component 4: Top Performing Reps
Report Type: Matrix Report Chart Type: Horizontal Bar Chart
Structure:
- Rows: Opportunity Owner
- Columns: Quarter
- Values: Thnks ROI, Deals Closed, Average Deal Size
Advanced ROI Analysis Reports
4. Customer Lifetime Value Impact Report
Purpose: Measure long-term value of customers who received Thnks during sales process.
Create Multi-Object Report
- Primary Object: Account
- Related Objects: Opportunity, Thnks, Contract (if applicable)
- Report Type: Summary
Key Metrics
- Initial Deal Value
- Total Account Value (all opportunities)
- Contract Renewal Rate
- Expansion Revenue
- Customer Tenure
Segmentation
Group accounts by:
- Thnks Received: Yes/No during initial sales process
- Industry: To identify sector-specific impacts
- Deal Size: Small/Medium/Large initial deals
5. Seasonal and Timing Analysis
Purpose: Identify optimal times to send Thnks for maximum impact.
Key Analysis Points:
- Day of Week: Which days see highest Thnks redemption rates?
- Time of Day: Optimal sending times for different time zones
- Sales Cycle Stage: When in the process are Thnks most effective?
- Seasonal Trends: Holiday periods, quarter-end impacts
6. Thnks Type Performance Analysis
Purpose: Understand which types of Thnks drive best ROI for different scenarios.
Report Structure:
- Primary Object: Thnks
- Related Objects: Opportunity, Contact
- Grouping: Thnks Category, Deal Size, Industry
- Metrics: Redemption Rate, Subsequent Meeting Rate, Deal Closure Rate
Dashboard Setup Best Practices
Executive Summary Dashboard
Target Audience: Sales Leadership, C-Suite Refresh Frequency: Weekly Key Components:
- Overall ROI Metric (large number component)
- Revenue Impact Trend (line chart)
- Win Rate Comparison (bar chart)
- Meeting Show Rate (gauge component)
Sales Manager Dashboard
Target Audience: Sales Managers, Directors Refresh Frequency: Daily Key Components:
- Team Performance (matrix report)
- Pipeline Velocity (trending chart)
- Thnks Utilization (adoption metrics)
- Deal Stage Analysis (funnel chart)
Individual Rep Dashboard
Target Audience: Sales Representatives Refresh Frequency: Real-time Key Components:
- Personal ROI Metrics
- Upcoming Thnks Opportunities
- Recent Thnks Performance
- Best Practices Suggestions
Setting Up Automated ROI Reports
Weekly ROI Email Report
Create Report Subscription
- Navigate to your ROI Summary Report
- Click Subscribe
- Set frequency to Weekly
- Choose Monday morning delivery
Configure Recipients
Add key stakeholders:
- Sales Leadership
- Marketing Team
- Operations Team
- Executive Sponsors
Set Conditions
Only send if:
- New Thnks were sent this week
- Deals closed this week
- Significant changes in key metrics
Monthly ROI Review Package
Create a comprehensive monthly report package including:
- Executive Summary (1-page overview)
- Detailed Metrics (full dashboard export)
- Trend Analysis (quarter-over-quarter changes)
- Recommendations (optimization suggestions)
Sample ROI Calculations
Basic ROI Formula
Meeting Show Rate Impact
Deal Velocity Improvement
Customer Lifetime Value Impact
Common ROI Reporting Challenges
Challenge 1: Attribution Complexity
Problem: Determining which deals were truly influenced by Thnks Solution:
- Use clear tagging system for Thnks-influenced opportunities
- Create custom fields to track Thnks impact
- Implement consistent process for sales team
Challenge 2: Data Quality Issues
Problem: Incomplete or inconsistent data entry Solution:
- Implement required field validation
- Regular data hygiene audits
- Sales team training on proper data entry
Challenge 3: Long Sales Cycles
Problem: ROI measurement difficult with 6-12 month cycles Solution:
- Track leading indicators (meeting rates, response rates)
- Use cohort analysis for long-term trends
- Measure incremental improvements at each stage
Best Practices for ROI Reporting
Data Collection
- Consistent Tagging: Use standardized tags for Thnks-influenced deals
- Complete Data Entry: Ensure all relevant fields are populated
- Regular Audits: Monthly data quality reviews
Report Design
- Clear Visualizations: Use charts that clearly show impact
- Consistent Metrics: Standardize calculations across all reports
- Actionable Insights: Include recommendations, not just data
Stakeholder Communication
- Executive Summary: One-page overview for leadership
- Detailed Analysis: Comprehensive reports for operations
- Regular Updates: Consistent reporting schedule
Advanced Analytics Opportunities
Predictive Modeling
- Thnks Timing Optimization: When to send for maximum impact
- Deal Risk Assessment: Early warning system for at-risk deals
- Customer Churn Prevention: Identify expansion opportunities
A/B Testing Framework
- Thnks Type Testing: Compare different Thnks categories
- Message Testing: Optimize Thnks messaging
- Timing Tests: Find optimal sending windows
Integration with Other Systems
- Marketing Automation: Connect with lead scoring
- Customer Success: Link to renewal predictions
- Finance Systems: Tie to revenue recognition
Support and Resources
For help setting up these reports:
- Salesforce Reports & Dashboards Trailhead: Learn advanced reporting techniques
- Thnks Account Manager: Guidance on ROI best practices
- Support Team: support@thnks.com for technical assistance
Remember: The key to successful ROI reporting is consistency, accuracy, and actionable insights. Start with basic reports and gradually add complexity as your program matures.