Your Tackle Revenue Insights dashboard is a powerful data tool that gives you at-a-glance insights into your pipeline –– all from one place –– when using the Tackle for Salesforce integration. You can filter and drill down on any chart and view marketplace revenue insights down to the individual opportunity level.
Note
The data in your Tackle Revenue Insights dashboard updates once daily.
Before you begin
Before you can start using your dashboard, you'll need to:
Configure the Salesforce fields you want to use in your reporting data. This is important for an accurate representation of your data.
After you've configured, learn how to access the dashboard, filter your reporting, and use it to track marketplace revenue.
Configure your Tackle Revenue Insights fields
Before you can view your dashboard, you’ll need to configure which Salesforce fields you want to use in your reporting data. This is important for an accurate representation of your data.
To start, select fields from your Salesforce account to use to power your Tackle Revenue Insights dashboard.
Before you can view your key revenue and performance metrics on your Tackle Revenue Insights dashboard, you’ll need to:
Have the Tackle for Salesforce integration properly set up and connected. If you haven’t already, complete Preparing to install and Installation guide.
Ensure that you have the right Tackle permissions - the Administrator role or a custom role that includes the Account Settings page to make these updates.
Configure your reporting fields
Sign in to Tackle. In the left menu, click Account Settings and then click the Salesforce Reporting tab.
In the Salesforce fields for revenue reporting section, you’ll see each field that you can configure for your reports.
Choose any Report field, then click the Salesforce field dropdown menu to view a list of all fields from your Salesforce Opportunity object, including all of your objects related to the Opportunity and their fields. You can type the name of your field to filter down the list of values and their paths to find it quickly.
Note: Not seeing a particular field or object? Make sure that your Integration User has Read permissions on all objects and fields that you want to pull in for the field mapper. At a minimum, that should include the Account, Opportunity and Quote objects.
In the dropdown, select the Salesforce field that you want to map to your Report field.
Tip: Open a Salesforce opportunity in another tab to use as reference while you’re mapping fields. This can be a helpful reference to make sure that you’re selecting the correct fields.
In the Opportunity types for revenue reporting section, select if your organization uses Opportunity type or Opportunity record type to categorize your opportunities, and then divide the types into the relevant New business, Expansion and Renewal buckets.
Tip: If there isn’t a perfect fit for one of your opportunity types, we suggest using the best option so those opportunities are included in your dashboard.
In the Pipeline stages section, Tackle automatically pulls in all of your Salesforce sales stages that are not closed. Make sure to glance through this and confirm that all relevant stages are included, and make any changes with the drop down if needed. This section is meant for the Revenue pipeline tab on the dashboard that breaks down open opportunities by cloud and sales stage.
Once you’re finished, click Save at the bottom of the page.
Note: After you change the fields used to power Tackle Revenue Insights, your dashboard won’t update to display these new fields until the next day, after the next data sync occurs. Additionally, after saving your configuration, the jobs to build the dashboard run overnight. You'll receive an email when your dashboard is ready. If you go to the dashboard before the overnight jobs are complete, you may see incomplete data.
About Default reporting fields
If you don’t select any fields using the steps above for TCV or ARR, Tackle will default to using the Amount field in your Salesforce Opportunity object for your reports.
If you want to remove any custom configuration and return your reports to these default values, return to Tackle and navigate to Account Settings > Salesforce Reporting, then click Reset.
If you don’t have records for either TCV or ARR, just use the other field exclusively. It’s better to map nothing to that field and keep it blank than to map the wrong data! If you do not map either TCV or ARR, then you will simply not be able to see the data broken down that way in the dashboard.
Access your Tackle Revenue Insights dashboard
About permissions
Users in your Salesforce organization with Tackle for Salesforce - Full Access permissions can access Tackle Revenue Insights. This does not include users with Tackle for Salesforce - Read Only permissions. If your organization doesn’t use the standard permission set groups included with our integration (recommended), you’ll need to add the Tackle for Salesforce - Reports permission set instead. For more information about permissions including on which packaged versions this feature is available, see the information below.
You can access the Tackle Revenue Insights dashboard and features when on these versions, using these permissions:
Packaged versions
Version 2.1 or earlier: Must upgrade to access Tackle Revenue Insights (TRI).
Version 2.2 or 2.3:
Access to TRI: In Salesforce, open App Launcher and search for "Tackle Revenue Insights" or "Tackle for Salesforce”.
Version 2.4 (newest):
Access to TRI: In Salesforce, open App Launcher, and search or click the Revenue Insights link in the header on the Tackle for Salesforce widget.
Salesforce Permissions
Tackle for Salesforce - Reports permission set:
Required for a user to view Tackle Revenue Insights.
Part of the Tackle for Salesforce - Full Access permission set group.
May need to be manually added for users who do not have access.
Tackle for Salesforce - Full Access permission set group:
If users have this permission set group assigned and are on version 2.
You can access your Tackle Revenue Insights dashboard in several ways:
From your Tackle widget (Tackle for Salesforce version 2.4 or later): In Salesforce, view any opportunity and then click the Tackle Revenue Insights link in your Tackle widget.
From the Salesforce App launcher: Click the App Launcher icon and then search for and select Tackle Revenue Insights. If you don’t see Tackle Revenue Insights in your App Launcher, you may not have the correct user permissions to view this app.
Save your Tackle Revenue Insights tab
When you first access your Tackle Revenue Insights dashboard, click the caret button on the tab view in Salesforce and select Save Tab. Now your dashboard will stay open every time you access Salesforce.
How the Tackle Revenue Insights dashboard works
When looking at your dashboard, you'll see charts and data you can drill into. Before you dive in, make sure to filter and add date ranges for a more customized look into your insights.
Filter and select date ranges for your dashboard reports
On your Tackle Revenue Insights dashboard in Salesforce, click the date range drop-down menu to choose the range of data you want to display. On the Revenue Pipeline tab, your date range is based on the opportunity’s target close date. On the Historical Performance tab, it uses the actual close date.
You can also click the filter icon to view your reporting data by the following criteria listed in your Salesforce account:
Marketplace
Account owner (rep)
Marketplace propensity
Charts in your Tackle Revenue Insights dashboard are broken up by cloud, and you can click on a colored segment for a cloud in any chart to view the data for that cloud only, and see a list of accounts included in your report. From there, you can add more filters to find the opportunities you most want to target.
Revenue pipeline
Your Revenue pipeline reports display a snapshot of the cloud marketplace pipeline revenue projected in your Salesforce organization. This includes all open opportunities that your account has permission to access with a co-sell or offer attached. If you set up your field mapper to also include a target marketplace field, the Revenue Pipeline dashboard will also display opportunities with a cloud match.
Your dashboard will display reporting data summarized by either Total Contract Value (TCV) or Annual Recurring Revenue (ARR), depending on which field you mapped when configuring your Revenue Insights fields. If you mapped both, you’ll be able to switch your reports between the two views using a radio button toggle.
The Revenue pipeline tab includes these charts:
Total pipeline revenue - All revenue in your pipeline, separated by cloud and by pipeline stage.
New and expand pipeline - Pipeline projected for either new customers or expanded contracts from existing customers, separated by cloud and by pipeline stage.
Renewals pipeline - Pipeline projected for existing customers renewing their contracts, separated by cloud and by pipeline stage.
Pipeline by propensity to buy - Your pipeline broken down by high, medium, or low propensity scores using Tackle Prospect.
High score pipeline - Accounts marked with a high propensity to buy score, broken down by each member of your sales team.
Payments forecast - Monthly payment amounts per cloud for future months. Displays both paid and scheduled payments.
Historical performance
Your Historical performance reports show a detailed history of all the revenue you’ve earned through the cloud marketplace channel. This view displays each Salesforce opportunity that you’ve closed-won with an accepted marketplace offer attached.
At the top of the dashboard, use the radio buttons to display reporting data summarized by either Total Contract Value (TCV) or Annual Recurring Revenue (ARR).
The Historical performance tab includes these charts:
Average win rate - Compares your win rate in each cloud marketplace over time. Win rate is calculated by closed won marketplace opportunities divided by all marketplace opportunities.
Average deal size - Size of your closed won deals overall and in each cloud marketplace over time.
Average sales cycle - Length of the sales cycle in days overall and in each cloud marketplace over time.
Total revenue closed won - All your cloud marketplace revenue from the selected timeframe, separated by cloud.
New and expand closed won - Revenue from either new customers or expanded contracts from existing customers, separated by cloud.
Renewals closed won - Revenue from returning customers renewing their contracts.
Closed won by propensity to buy - Your closed won deals broken down by high, medium, or low propensity scores using Tackle Prospect.
Closed won over time - All revenue from deals transacted in each cloud, separated by month.
Payments over time - All disbursements received from deals transacted in each cloud, separated by month.
Tackle Revenue Insights best practices
Now that you’re an expert at navigating your Tackle Revenue Insights dashboard, here’s a few ways you can put that data to work:
Connect with your cloud rep about marketplace strategy
For each cloud you transact through, you likely have a representative who can help you hone your marketplace strategy, such as a PDM or PSM in AWS. By bringing data from your Tackle Revenue Insights dashboard to that rep, they can help you identify what’s working and what isn’t.
Identify action items and create a co-sell to-do list
On the Revenue Pipeline tab, the Propensity to Buy Score chart is a great place to dig into the opportunities and identify co-sell candidates. Click that chart and use your filters to find a list of opportunities to create new co-sells for.
Prove the value of the marketplace channel to your stakeholders
On the Historical Performance tab, your average win rate, deal size, and time to close charts are a great comparison point against other sales channels. Show off these numbers to any leaders or stakeholders in your business to put hard data behind the success of your marketplace channel.
Coach your team members for marketplace success
New members of your team, or those who are falling behind, can find hidden gems on the Tackle Revenue Insights dashboard. Try sitting down with your sales reps and helping them use the dashboard to find more high-value opportunities to focus on.
Tackle Revenue Insights FAQs
What is my business tracks renew and upsell revenue together in the same field?
The Tackle Revenue Insights field mapper includes separate fields for revenue from new contracts, expansions, and renewals. However, it’s a common practice to track renew and upsell revenue together as one field (renew plus upsell). In this case, we recommend you put track this field under the Renewals field.