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Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
Increasing reporting value with statistics
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Increasing reporting value with statistics

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  • 1. Increasing Reporting Value with Statistics Safe HarborIve always said to anyone that will listen to me(which is not very many) that software is an artform. It attracts artists.Just look at any software company and theamount of musicians, artists, carpenters, etc…working there that create code for a living andcreate other things in their down time. - Steve Lacey 1
  • 2. Statistics is the study of the collection,organization, analysis, and interpretationof data. It deals with all aspects of this,including the planning of data collectionin terms of the design of surveys andexperiments. - From wikipedia, the free encyclopediaWhy is this important e 4 out s cal od e n ti f 5 On a 10… sts… to o f1 Lead Data Scorin g quality indicator 2
  • 3. salesforce • Lead Scoring • Contact Scoring • Data Quality Indicators • Deal sizes • Wait times • Call volume • New customers • ……. Statistics 101• Analysis of information – Sum – Average available in – Minimum salesforce – Maximum• Distribution – Normal – Skewed – Standard Deviation 3
  • 4. Normal Distribution Skewed 4
  • 5. HELP!!! Lead Scoring• e-mail – 10 points• Company size, industry – 10 points• Location – 10, 20 or 30 points• Phone – 30 points• Lead source – 5–15 points• Other information – 5-15 points• Job title – 15 points• What is a good score? 5
  • 6. Analysis of lead scores• 1000 leads per week• Who are my top 10%?• Data quality – bottom 20%• How do I know who to follow-up with? I have an Idea ! 6
  • 7. 1000 leads… • 700 leads about average • 125 leads above average • 25-30 leads top tierHow do we do this in salesforce? • Lead Object – Add a scoring process / field – Add ranking – Create a queue • Campaign – Add lead count / average – Add standard deviation - NEW – Triggers to update campaign (or lead) statistics 7
  • 8. Standard Deviation • Measurement of difference between the average and each observation • There are some limitations • Not natively calculated by salesforce Let’s make this easy• Deviation = the “difference between observation and average” = lead score – campaign average• Sum of expected squared deviation• Take the average 8
  • 9. APEX CodeleadData = [Select id, TV_points__c from Lead where campaign__c =:cmpang.Id]; for (Lead l:leadData) { lCount ++; lValue += l.TV_points__c; } if (lCount > 1) { lAverage = lValue / lCount; for (Lead l:leadData) { lVariance = (l.TV_points__c - lAverage); lVarTot += lVariance * lVariance; } lVarAvg = lVarTot / (lCount - 1);*** Approximate the square root lVarAvg 9
  • 10. Approximate the square root lVarAvg Use interval halvingSquare root of 10 = 3.1623 min max half estimate max – half 1 0 10 5 25 5 2 0 5 2.5 6.25 2.5 3 2.50 5 3.75 14.06 1.25 4 2.50 3.75 3.125 9.77 .62 5 3.125 3.750 3.438 11.82 .31 6 3.125 3.438 3.281 10.77 .16 7 3.125 3.281 3.203 10.26 .08 8 3.125 3.203 3.164 10.01 .04 9 3.125 3.164 3.145 9.89 .02 10 3.145 3.164 3.154 9.95 .01 11 3.154 3.164 3.160 9.99 .004 12 3.160 3.164 3.162 10.00 .002 10
  • 11. APEX Code, cont sMin = 0; sMax = lAverage; stdDev = (sMin + sMax) / 2 ; while (sMax - stdDev > .01) { if (stdDev * stdDev > lVarAvg) { sMax=stdDev; } else { sMin=stdDev; } stdDev = (sMin + sMax) / 2 ; } Wrap it up• Average = lAverage• Standard Deviation = stdDev• Above Average = lAverage + stdDev• Top Tier = lAverage + 2 * stdDev 11
  • 12. Next Steps• Use a lead trigger? or• A campaign trigger?• Create the business rules and queue(s)• Don’t forget the 70% 12
  • 13. Questions? Mike Melnickmikem@asktwice.com 770-329-3664 13

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