How to report/dashboard deal momentum as per formula below?

[MCortes30]

Good day guys!

We sell SaaS software to enterprise companies and we agreed with our CEO that "Deal Momentum" (measured as per formula in message below) is a strong indicator of whether we have a healthy deal or not.

For simplification purposes, we're considering measuring it just with # interactions/month = deal momentum.

Even like this, I haven't been able to figure out how to bring #interactions (could be emails replied or meetings held) to a report.

Getting this data from the deal view wouldn't be possible because Hubspot doesn't automatically add all contacts that we're engaging in the associated contacts in a deal. This means we'd have to get this data from the Company Activity view BUT Hubspot doesn't count/add up interactions. The standard fields disclose timeline info (last contacted, last engagement, etc)

Is there a way to configure a workflow that counts at the company level the number of meetings held and emails from the customer and shows it in a custom company activity field?

Based on that we could configure a report and divide the data in this custom field by "monthly".

Any ideas? 

[HFisher7 · Accepted solution]

@MCortes30 -

Firstly, I'd push back and question why all the relevant contacts are not being associated to the deal record? However, I think you can get around this if it isn't viable to address this behavour within your business.

Would it work to:

1) Create a custom calculation Company property 'Number of interactions' that sums up the value in the 'Number of Sales Activities' property on all Contacts associated to the Company or create a custom number property that is updated with +1 via a workflow each time a contact associated to the company has a meeting or email logged against their record.

2) Create a custom calculation Deal property 'Number of interactions' that is aligned with the custom company property 'Number of interactions' you created in step 1. 

You would then have a 'Number of interactions' property to use in another custom calculation deal property to build out the formula you have shared, or this could be done via a dataset if the value is not required to be viewed on the Deal record. 

[MCortes30]

@HFisher thanks for your message!

Is there a way to automate that contacts are pushed to the deal record or does it have to be done manually? - We sell to enterprise customers so we typically have 10+ contacts involved in a deal.

I'll play around with your suggestion and see if it works.

[HFisher7]

@MCortes30 - There are tools you could use to associate CRM records (such as this one). You may already know but, you can set associating contacts to deals at point of deal creation mandatory in the deal create for... - not useful for any contacts who join the conversation after this I know!

[MCortes30]