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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.

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Key ROI Metrics to Track

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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

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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

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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

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Essential Reports to Build

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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
1

Create the Report

  1. Navigate to Reports → New Report
  2. Select Events as the primary object
  3. Add Opportunities and Thnks as related objects
  4. Set report format to Tabular
2

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
3

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”
4

Create Summary Formula

Add a summary formula to calculate show rate:
Show Rate = (Events with Status = "Held") / (Total Events) * 100
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

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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
1

Create Base Report

  1. Reports → New Report
  2. Select Opportunities with Thnks and Opportunity History
  3. Set format to Matrix
2

Configure Matrix Structure

  • Rows: Opportunity Stage
  • Columns: “Has Thnks” (formula field: IF(Thnks > 0, “Yes”, “No”))
  • Values: Average Days in Stage, Count of Opportunities
3

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
4

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

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3. ROI Summary Dashboard

Purpose: High-level executive dashboard showing overall Thnks program ROI. Dashboard Components:

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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

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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 %

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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

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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

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Advanced ROI Analysis Reports

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4. Customer Lifetime Value Impact Report

Purpose: Measure long-term value of customers who received Thnks during sales process.
1

Create Multi-Object Report

  1. Primary Object: Account
  2. Related Objects: Opportunity, Thnks, Contract (if applicable)
  3. Report Type: Summary
2

Key Metrics

  • Initial Deal Value
  • Total Account Value (all opportunities)
  • Contract Renewal Rate
  • Expansion Revenue
  • Customer Tenure
3

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

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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

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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

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Dashboard Setup Best Practices

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Executive Summary Dashboard

Target Audience: Sales Leadership, C-Suite Refresh Frequency: Weekly Key Components:
  1. Overall ROI Metric (large number component)
  2. Revenue Impact Trend (line chart)
  3. Win Rate Comparison (bar chart)
  4. Meeting Show Rate (gauge component)

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Sales Manager Dashboard

Target Audience: Sales Managers, Directors Refresh Frequency: Daily Key Components:
  1. Team Performance (matrix report)
  2. Pipeline Velocity (trending chart)
  3. Thnks Utilization (adoption metrics)
  4. Deal Stage Analysis (funnel chart)

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Individual Rep Dashboard

Target Audience: Sales Representatives Refresh Frequency: Real-time Key Components:
  1. Personal ROI Metrics
  2. Upcoming Thnks Opportunities
  3. Recent Thnks Performance
  4. Best Practices Suggestions

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Setting Up Automated ROI Reports

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Weekly ROI Email Report

1

Create Report Subscription

  1. Navigate to your ROI Summary Report
  2. Click Subscribe
  3. Set frequency to Weekly
  4. Choose Monday morning delivery
2

Configure Recipients

Add key stakeholders:
  • Sales Leadership
  • Marketing Team
  • Operations Team
  • Executive Sponsors
3

Set Conditions

Only send if:
  • New Thnks were sent this week
  • Deals closed this week
  • Significant changes in key metrics

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Monthly ROI Review Package

Create a comprehensive monthly report package including:
  1. Executive Summary (1-page overview)
  2. Detailed Metrics (full dashboard export)
  3. Trend Analysis (quarter-over-quarter changes)
  4. Recommendations (optimization suggestions)

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Sample ROI Calculations

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Basic ROI Formula

ROI = (Revenue from Thnks-influenced deals - Total Thnks cost) / Total Thnks cost × 100

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Meeting Show Rate Impact

Show Rate Improvement = (Show Rate with Thnks - Show Rate without Thnks) / Show Rate without Thnks × 100

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Deal Velocity Improvement

Velocity Improvement = (Average days without Thnks - Average days with Thnks) / Average days without Thnks × 100

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Customer Lifetime Value Impact

CLV Impact = (Average CLV with Thnks - Average CLV without Thnks) / Average CLV without Thnks × 100

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Common ROI Reporting Challenges

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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

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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

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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

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Best Practices for ROI Reporting

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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

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Report Design

  • Clear Visualizations: Use charts that clearly show impact
  • Consistent Metrics: Standardize calculations across all reports
  • Actionable Insights: Include recommendations, not just data

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Stakeholder Communication

  • Executive Summary: One-page overview for leadership
  • Detailed Analysis: Comprehensive reports for operations
  • Regular Updates: Consistent reporting schedule

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Advanced Analytics Opportunities

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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

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A/B Testing Framework

  • Thnks Type Testing: Compare different Thnks categories
  • Message Testing: Optimize Thnks messaging
  • Timing Tests: Find optimal sending windows

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Integration with Other Systems

  • Marketing Automation: Connect with lead scoring
  • Customer Success: Link to renewal predictions
  • Finance Systems: Tie to revenue recognition

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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.
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