Reporting within Marketo Engage

Transcript

Hi, everyone. Welcome to Experience Makers, the skill exchange. Today we’re covering Marketo engage reporting 101. I’m Hillary Sachs. I’m a business consultant on Adobe’s professional services. Let’s get started. Let’s go over and review our agenda for today. We’re going to start with standard reporting inside of Marketo engage. I’m going to tie some of that together with some reporting use cases that we’ve been talking about in other sessions. And then I’ll follow up that with some tips and tricks to make you successful inside of Marketo engage. So the first thing that let’s talk about is Marketo engage standard reports, where to find them and where to access them. Where you find reporting, it can be accessed from a variety of different pace places inside of your Marketo engage instance. You can get to this from the homepage, which you’ll see the tiles or the top navigation bar at the top of your instance. We’re going to be covering different places where you can access these reports, marketing activities, the database and analytics are going to be the main places where you can get into different reporting areas of Marketo engage. So let’s talk about some of the differences between access of reports. So when we talk about reports overall, I’m going to refer to something that’s going to be global reports and local reports. So global reports are always going to be accessed and analytics or the database and they’re exactly what they sound like. They’re global, they take a look at your entire Marketo engage instance. Now local reports are going to be a little bit different. So local reports are going to be specifically accessed as part of one of your Marketo engage programs. And the big difference between these is that a local report is going to have information specific to that program you are running. So if you think about running a global report, you might get all email send criteria, but perhaps you don’t want that or it doesn’t make sense for your use case. You just want to see how one email did. That would be a really good use case for a local report. Additionally, whenever you create reports in the analytics area, you have the option to make them private. So only you can access those reports or you can have them available to anyone with analytics access in your Marketo engage instance. Let’s go over a few of the standard reports. This is not every single report inside of your Marketo engage instance. But what you’re going to see is some of the most popular reports that our customers utilize day to day. I’m going to show you examples of all of these reports. And we’ll deep dive into some of the use cases for each one. As a reminder, we’re having a live Q&A after this session. So go ahead and put any questions that you have during this time into the chat and we’ll hopefully address those when we get to the chance. Okay, let’s start with our most popular reports and most common reports inside of Marketo engage, which is going to be email reports. We have two different kinds of email reports. The first kind is an email performance report. And the second kind is an email link performance report. So the email performance report is pretty much what it sounds like. It’s going to give you information about the email sends that you’re executing out of Marketo engage. This is typical email deliverability metrics that you would expect to find with any email service provider. So that’s going to be who and how many people you sent the email to, the amount of emails that were delivered versus ones that hard or soft bounced. And then you’ll see a lot of other deliverability metrics inside of the report. So the amount of people that clicked or open the report, these will be unique numbers, as well as anyone who unsubscribed from the email that you sent. And one really good thing about this report is it lets you troubleshoot and diagnose if you’re having any deliverability issues. So if you come into a report and you see that you only have 50% deliverability on an email send, you might want to investigate your list or the targeted list that you are working with and see, do we have clean data there? Does it make sense what we’re sending and check and review your data inside of Marketo engage? It can be a good indicator if things aren’t going well. However, it can also be an indicator that things are going well when you see those really high deliverability numbers. A good thing about this report is that it is going to allow you to review your entire Marketo deliverability. So if you want to see very granularly, you can one email asset, or if you want to see every email sent forever in your Marketo engage instance, then you can get this report and see the deliverability details over time. And this can be very handy for marketers and people who are reporting on how well your emails are performing. It can also just be a really good comparison over how emails perform against each other if you want to look at it from that way. One important fact about this report, and something that I’ll keep talking about throughout the session today is the timeframe. Most reports in Marketo are set on a timeframe, so you have to look and see, okay, let me see what the sent date timeframe was. Oftentimes we’ll hurriedly go into a report, open it up, and there’s no information, but you always have to check that timeframe to make sure that you’re actually looking at the time when the email was sent. So it’s a really good trick and tip to make sure you remember. Another report is the email performance link report. So let’s talk about that. And what you’ll see here is the one with the little orange columns and rows. And what this is going to display is the amount of people and links that are being clicked inside of your email. So if you look at this example, it’s going to break down all of the links that are clicked, the number of times that the link was clicked and the percentage of people that clicked it. And because of the numbers, they may not exactly match every time because we are counting in the email link performance report, the total number of clicks that any link has received. So you can see that perhaps there were more clicks than actual people. It just means that a person may have clicked that link more than one time. So take that into consideration whenever you look at it. This can be a really good indicator of the performance of your CTAs, your call to actions inside of your email assets and give you an idea of where people are gravitating into that link into that email. So you can have an understanding of what people are doing when they open and click your email and then use this information to replicate that type of email content again in the future. The next report we’re going to talk about is the program performance report. So the program performance report is going to detail information about your specific programs inside of Marketo engage. So this can look like a variety of different things depending on the programs you’re looking at. But let’s talk about some of the columns in this report and what it means. So the main purpose of the program performance report is for you to be able to compare the effectiveness of your programs to other ones. There’s a webinar program in this example, and let’s talk about what the different things mean. So whenever you run one of these reports, the first thing that you’re going to see is the amount of people who are members of the program. Now, as you probably learned about in another session, we’ve talked about making people members of a program and what that implies and how you achieve that. It’s really, really important for reporting that you set people as a program membership. So if we’re thinking about a webinar, we would invite a certain group of people to our webinar. Those would be our initial members, and you can see that in this report. It’s going to show you the total amount of people who are members, in this case, invited to our webinar. But then we may also want to see different things. So you’re going to see your status columns in this report as well, which can give you information about what’s actually happening with that program. So are people being invited versus registering? Did they attend? Did they know show? And you will get a count of all of those different statuses in the report itself. A couple of other things you’re going to see in here, which can be really, really useful, especially when you’re promoting something like a webinar, perhaps on your social channels or other places outside of email, you can see how many new names that that program brought into your MarketoEngage instance, which is really cool because then you can start proving that your lead generation efforts are actually working and start saying, okay, we ran a webinar in February and we acquired 100 new names from this webinar. It’s easy to prove the success of your efforts, which is really nice when you’ve done all the work to get there. There’s some other really cool things about this report that it will show you depending on how you set up your program. If you add period cost into your program when you set it up. Let’s say for an event or webinar, sometimes that can be easy to determine. Then you’ll be able to see the total cost of that. Perhaps the amount of money that you paid to run the event. Then it will show you the cost per member and the cost per new name. This can be very useful when determining if this was a successful event from a revenue standpoint. It makes sense for you to do it again. When you’re comparing these types of reports together, especially like a webinar or event, it’s really nice to be able to look and see, well, we invited the same amount of people to these two separate events. One had a really high attendance and perhaps one didn’t. Then you can kind of evaluate your marketing efforts, initiatives and be like, well, what did we do for this one event that was so much more effective than the other one? You can use that to make some really good decisions going forward. There’s a lot of other things that you can filter on in this report. One of the things that’s really important is that you can use tags. If you’ve set up tags with your Marketo engage instance and have applied those to programs, this can kind of help you expand the amount of programs that show up in the report. Perhaps you don’t want to see just webinar programs and you want to see anyone who is a program owner, or perhaps you want to see a program that was targeted to a certain product of interest, then you can compare a variety of programs and channels to each other and see the different success metrics of this report. As a reminder, those tags will help you broaden and even dive down a little bit deeper if you like into the different content of the report itself. This is really going to help when you want to compare the effectiveness of your programs. Let’s talk about web activity reports. Web activity reports are going to be driven by the Marketo Munchkin code that you placed on your website. As a reminder, that Munchkin code is a JavaScript cookie that tracks users’ web activity so we can see what they’re doing on your public website and your Marketo landing pages. These reports are definitely not a replacement for Adobe Analytics or another web analytics software, but they’re a really good indication of, is that Munchkin code firing and are people coming to my website in a way that I want to see them? You can also look at this report from a company perspective. If you run a company web performance report and web activity report, then you will be able to see the activity of different companies based on their ISP address that the cookie captures inside of that report. If you are perhaps running a targeted ABM campaign and you’re trying to figure out who your top visitors to your site are based on company, that could be a really good use case for this report. Now let’s talk about people by person source. This is definitely one of my favorite reports and one that’s really common with Marketo engaged customers. One of the top reasons you want to use this report if you’re using what’s called a lead source or a person source is to understand where net new people are coming into your Marketo engaged database. This is typically very, very important for those top of funnel activities when you’re trying to understand how people are funnily and what are your most successful channels. Now the grouping that you’ll see here could be very different from some of the lead sources that you have, but you have to think about the different options. It’s a really good way to see, all right, I want to look in January, what was my top driver and top lead source? And that can be very powerful to know that where you’re spending your money or perhaps not spending your money is giving you a lot of net new people into the database, filling up the top of the funnel. And so there’s a lot of ways that this report can be utilized, especially if you want to share it out to different people in your team. But I want to talk about the overall people performance report next, which is extremely similar to this report. And this is probably my all time favorite report inside of Marketo engage because it’s just really powerful. It can allow you to group by any attribute inside of your Marketo engage instance. So let’s say for example, the sample I have here is a leads created report. So what it’s going to show me is the amount of people created in my database grouped by quarter. Whenever you’re running a report based on this type of timeframe, Marketo engage will allow you to group it into different time groups. So year or week or quarter, if you have a very large database and you’ve been using Marketo engage for a really long time, you might not want to do it by week, but you might want to look over by year. And so you will be able to see the growth of your database over time by using something like the created tape. But that is not the only thing that you can group people by. You can use any field or attribute and your Marketo engage instance, which is really cool because sometimes you might not know how many people have product interests, a or what the distribution is for all your product interests. So if you have a lot of different product interests and you want to group that and see where people fall, this is a really good use case. Perhaps you also have a lifecycle field and you want to see how many people are in each stage of that lifecycle. Just a quick view over time. This is an excellent report to do that. Another really cool thing that you can do with this report is group people by their lead score. If you have a lead scoring model inside of your Marketo engage instance, it can be really nice to see the distribution of scores and see if you have anyone that’s scoring really high or perhaps scoring really low. Do you have outliers there or do people follow a general curve? It’s good to evaluate where people fall over time into different groups and categories. So you could sort this by country or state just to kind of give an overall view of your database. That’s really powerful when we combine it with other filters and smart lists and I’ll talk about that in a little bit. So let’s review the landing page performance report. A landing page performance report is going to give you details about landing pages that are specifically built inside of your Marketo engage instance. So this report will give you the page name, the views, and then the conversions are going to be specific to if you have a form on that landing page. So this is really where this report is most powerful. I’m not saying you can’t use it if you don’t have a form, but the conversion metrics on your landing pages can be more interesting and it’s better to review if you have a form on the page because it will show you how many people viewed it, how many conversions you had, which are the form fillouts and the percentage of those conversions as well as any net new names acquired. So you can see we really want to know what is acquiring net new people inside of the Marketo database. And then finally, smart lists can be used as reports. So they are not what we would call a standard report, but they are available to you to do almost anything inside of Marketo. This is probably one of the most common ways that I help my customers report on different things because they’re just so flexible. So let’s think about that first email performance report that we looked at and reviewed before. We saw a lot of deliverability metrics like sent versus delivered, hard bounce versus soft bounce, or perhaps the people who clicked. Well sometimes while those aggregate information, it’s great, we want to see exactly who did it. Perhaps you need to send a list of engagers to someone else on your team and you need to see who actually opened and clicked that email. That can be achieved with a smart list. So if you think about it, the reports are going to aggregate everything for you and a smart list is going to give you a list of each individual person who qualified. And so as we’ve talked about in previous sessions, and as a reminder, a smart list is a dynamic query on the Marketo engaged database that allows you to take any fields you have and put them in as filters to find the specific people or actions that you’re looking for. Okay, we’re going to wrap up this section with email insights. Email insights is a data visualization of some of your email performance reporting. So if you’re not super satisfied with just an Excel kind of view of email deliverability and you want something prettier, email insights is going to give you that ability to review in a graphical form how your email performance is doing compared to other time periods. You’ll notice some tiles at the top with some different colors. If the colors are red, it means you’re doing not as well compared to a previous period. If they’re green, it means you’re doing better. So we always want to see those green numbers where we can. And it’s just a good way to review the information in a graphical form and manipulate the data here. You can filter by one send or you can filter globally inside of email insights. Now that we’ve talked about some of the different reports and the ways that you can use them inside of MarketoEngage, I want to go into some specific use cases about different reports. So let’s take an email send program. For example, let’s say you used our typical email send program, that little mailbox icon to send out a targeted communication. After that, you’ll get some reporting in the dashboard of that, but perhaps you want to see some more aggregate numbers. Here are three reports that I would recommend creating as a part of that program. And again, you’ll need to work with the people who are defining your campaign requirements to see if there’s more, but this is a really good starting spot. So I always recommend that you have an email performance report pretty much in any program where you’re sending an email. It’s just going to be a given. You want that deliverability metrics. Even if you’re the only one reviewing it, it’s always a good practice to have it there because you can get a view of what occurred when you sent the email. Then you’re going to want that email link performance report depending on the type of email you sent, especially if it’s an email with a call to action. You want to see the results of those link clicks, and then you’re probably going to want another list or some other view of the people who engaged with that email. You might want to take an action later on with those people, or perhaps you just need to see who’s been engaging that way you can target them for another campaign in the future. So these are three good reports that I recommend for any emails send they’re going to execute. So the next one is going to be a webinar and we talked about webinars before, but there’s a lot of things that we need to think about when we’re running a webinar and the things that we want to see. So like I said before, any email you send you want that email performance report, but there’s some other things that we’re going to want to see here, which is going to be the program performance report. How many people did we invite versus what did they do down the line? That program performance report is going to give you just a quick view into everyone’s status and what they’re doing at this time. And depending on the way you’re running the registration for a webinar or an event, you might have your own dedicated landing page and Marketo engaged form for that. And so if you do a landing page conversion report is really nice to be able to see who’s coming and actually converting. And if people are going away and not filling out the form, it can give you an indication of whether that page was successful or not and what new people were acquired by that. And then finally, I would recommend to people by source report. You can get pretty granular in the smart list of this, which we’ll talk about later. Just to see people who are a part of the program and if they were acquired by the program, where did they come from? You can get that granular view of a source detail to see, okay, well, we acquired this many people direct from our website, or perhaps these people came because they were referred by social, we were promoting it there. So it can give you an idea of what were the drivers to getting people into that at least registration status for the event overall. Okay, we’re going to wrap up with some reporting tips and tricks. And just another reminder, we do have a live Q&A after this. So keep putting those questions in the chat. So let’s talk about timeframe and filtering. I did mention this earlier, but it is definitely worth iterating. So almost all reports inside of Marketo engage are going to be based off of a timeframe. So whether it’s sent date or person created date, you’re going to want to evaluate the timeframe of the report to make sure it makes sense for what you’re reporting. You’re not going to get any data back on an email performance report if you set the timeframe to a place where the email was not sent. So you want to make sure to always check that just to make sure your reports are displaying data correctly. And then almost every report also has a smart list capability. So let’s use that email performance report example. Let’s say you want to see the email performance of all people in your database based in the United States, or all people in your database who live in a certain place or have a certain job title, you’re able to filter down that report with a smart list. So this smart list is going to function in the same way that other smart lists do as local assets and as in smart campaigns, you’ve got the ability to filter by almost any field in your Marketo engage database. So you can start really deep diving into what individual populations are doing with your different reports. So that could be landing pages that could be just grouping people by a certain attribute if you want to see everyone’s score, who is a CEO and kind of get an idea of how a job title distribution breaks out in a certain location. Basically it’s up to you to kind of be creative with this. And there’s a lot of options and ways that you can manipulate the data inside of Marketo engage to the best of your ability. Another one of my favorite things, and it’s something that’s just so handy and convenient are reporting subscriptions. And all that means is that you can choose a time and date to have that report automatically sent to you. You can do this with smart lists too. So this is really nice because you don’t have to be a Marketo engage user to receive the report subscription. It’s nice if you just don’t want to hop in there and have to remember to run a report every single Friday. You can just automate this, have it sent to you, review the information, move on with your day. All right. You can also report outside of Marketo engage. If you want to use Marketo engage data for an external system, perhaps you have one. It does require custom information, but you can take data outside of Marketo, especially if you want to keep it past Marketo’s data retention policy. You can also export this information to Excel. If you’re one of those people who just really likes pivot tables and wants to mess around in Excel with data, I totally get that. There’s a lot of ways that you can export the data out of reports. And so all reports that you see in smart lists come in a way for you to export them and review the data yourself or send it over to another system, which can be really powerful if you’re tying it with other initiatives that you’re doing. This wraps up our reporting session today. So just as a reminder, we went over some of the standard report types that you’ll find, the common ways to use them and filter them, some use cases, and then those tips and tricks to make your day a little bit easier. So now we’re going to jump into that live Q&A. See you guys there. That was a lot of great content and I’m seeing some really smart questions coming in. Let’s bring in Senior Solutions Consultant, Aniket Sharma, to answer them. Thanks Jess. Thanks for having me. That was a great presentation. Wonderful. So let’s jump right into the questions. The first one being around, what are some of the key reporting types available in Marketo? Yeah, that’s a common query for a large number of our customers and prospects that we work with. Essentially, there are various three categories of the three bundles of reporting that we have. It’s the campaign bucket, which talks about the day-to-day campaign orchestration that’s happening. It talks about the people, people performance, which I’m going to dive in and also broadly around the web analytics and the emails and the specific channels as well. So now coming into the campaign bucket, it is more about the campaign activity report that’s there. So a marketer can quickly go in and look at the various campaigns that are running day-to-day and he could get a sense of it. More specifically on the campaign email performance. So this is where a marketer will have a breakdown of each and every email that is relevant to a particular content or a campaign. And he can go and look at the number of metrics, metrics like open rates, click-through rates, hard and soft bounces, et cetera. So you can really go into it to make the sense of the whole thing. Then there is a web activity report, which comes in the second bundle about the web activity. And we could look at the web activity report via the company line and also track it down by individual page as well. So that’s a web page activity report there as well. And the third bucket, which is really important to note is the people performance, whether it’s about filtering or getting the sense of the various interactions that people are having across categories. So there’s a performance report there. You could really break it down or you could, if you want to go further deep in and filter it down by status. So we have people by status report there as well. Perfect. Sounds like there’s lots of ways that Marketo is slicing and dicing the data. Now for a marketer, what do you find are the key challenges in building marketing reports? That’s a great question, Jess. And there are a number of challenges, but let me give you just three top one based on my interaction with a number of marketers I work with. Firstly, marketers are not data scientists. So large amount of the fundamental problem that comes in and the main challenge is bad data equals inaccurate results. And a large amount of marketers that we work with are not really good at handling the data side of it. And this is where they struggle. And once the bad data comes in, they’re garbage in garbage out as they say, right? So there’s a lot of bad data and bad reporting on the back of it. And this is where the common challenges. There’s some of the really good, nice tips and tricks there where they could go in and quickly look at and standardize the report or the data that is coming in and streamline that. And again, have those connectors in where they can streamline the data in from the various data sources and have the flow going in as well. The second challenge that we see continuously a lot of marketers face is the lack of process. So a lot of big organization, big and small, irrespective of their size, the challenge is having those processes in when it comes to data and attribution. So that’s really an important thing. And this is where we generally closely partner with a number of our customers is building out the processes from them based on our experience from a large number of customers and industry that we have worked in. We streamline all of that, build the processes for them to begin with, and then train them in the meantime as well to continue with them. I think that’s really the second and a key one. The last is measuring their focus on measuring successes instead of efficiencies gained. So a lot of marketers, it’s a KPI driven world. They have their own KPIs that they go with. So they tend to focus on that and identify that as a key metrics of success. But what they miss out is the efficiencies gained in the process. And this is sometimes hard to measure, but this is where again, we come in, we partner with them, share the best practices and build that out for them. Yeah, perfect. I think you touched on a lot of great points there. Many marketers don’t want to spend a bulk of their time having to create so many reports from scratch. And I think that’s also where things like prebuilt dashboards can really play a big and important role, which leads in well to this next question. Does Marketo provide or offer any advanced business intelligence or analytics capabilities? Yep, that’s a great question again, and really listening to a number of our customers who have struggled in the past with this reporting and capability, what we have done is to simplify it with the combination of the out of the box prebuilt dashboards that you mentioned. So I’m going to talk about potentially a couple of dashboards. There’s a lot I can talk about, but definitely two key bits that I really want to touch upon. The first stop all dashboard that we have is called Marketo Performance Insights. Using this particular dashboard, what marketers can do is mesh three key things. One is the engagement, just tracking the engagement of what’s happening across various channels and just looking at that key metric really from various angles. The second bit they can focus on is the pipeline generation. So again, how are my marketing activities contributing to the bottom line of the business? The second bit is, again, from a reporting standpoint, the revenue generation, how does that really? So it’s the closed book of business. And this is really the power of the reporting. And they could have it by a number of channels. It’s an omni-channel dashboard that a large number of organizations tend to use today. And it’s really granular. You can go in and filter down by a specific campaign and write down to a particular email campaign that was being run. So that’s something I really wanted to highlight. And again, out of the box, it comes in again. It’s all pre-built, baked in pre-built dashboard, as you said, Jess. You can really break it down by either at a first touch level or even a multitouch attribution level. So as a marketer, without really having to worry about building all those crazy data models, we have at a click of a button, you can change it and look at either from a first touch or a multitouch perspective. And like I was talking about the key challenges about reporting that comes in is getting the data in. So what we have done in terms of revenue data coming in, we have a number of connectors built in with the CRM, with a number of CRMs, and you can easily get the revenue data in without marketer having to do anything. So that really simplifies the whole reporting for them when it comes to the data onboarding and ingestion, and then gives you that pre-built dashboard with the powers of those out of the box models. There’s one particular report I also wanted to touch upon, Jess, is when it comes to the B2B marketers, that’s where another common theme, they struggle quite a bit about justifying their activities. And one of the key report that there is is called opportunity influence analyzer, which really allows and really breaks it down for those high value opportunities that have potentially a long sales cycle with them, you can really go deep into that particular activity. And you could really look at even before the opportunity actually started in our sales force or any other CRM that you may have, you can really start in and look at the contribution of the marketing team and the various activities there. So really breaking it down from start to success, looking at the influence at an account level, and also at an opportunity level. I think that’s really critical for the marketers today. And then really break it down further to even the contribution that they have done to each and every member of the accounting, whether it’s the key decision makers like the C suite or the key influencers like the wider team. So that’s a second type of report. But we understand it’s not a one-size-fits-all market. And that’s why what we’ve done is built an advanced report builder, which is like a BI tool right within the platform where a marketer can go in the data that is coming in from various systems, whether it’s ingested by Marketo or by the various out of the box integrations that we have. Once the data is in there, all marketers need to do in pulling the relevant records and relevant fields and build a company specific dashboard that really measures the key metrics and speaks the business language. So that’s something we have out of the box. And just want to share a bit of nugget there as well. In all these three dashboards are something we use widely within our businesses as well. And our key leaders are looking at these dashboards at an ongoing basis. Yeah, those are excellent reports that you’ve mentioned. And I really picked up on three keywords that I think are most important for all revenue focused marketers today. And that’s opportunities and pipeline and revenue, because without those all tying into marketing automation, you really can’t figure out how to properly attribute revenue credit. So those are three that I definitely would take away from today. The final one here is just around how does Marketo handle reporting across social and maybe paid channels as well? Yeah, that’s really the top of mind for a large number of marketers. And to alleviate that, what we’ve done is built up a number of integrations within Marketo. So a large amount of data can flow in from various sources. And you could collect a number of data if that’s coming in, whether it’s a click on a particular social channel with our social media partner integration, so any which way the data comes in, and you could really build out a dashboard to go in. You could look at breakdown, again, going by the same dashboards, you could have a performance insights dashboard, which really talks about and really breaks it down for each of the social channels connected to Marketo. So that’s something all within Marketo. But we have also built an extension of Marketo called Visible. And this is where the power of Visible really shines and thrives. So what Visible has done is built up a number of out of the box integrations with the most common CRMs, which is the Salesforce and the Dynamics, and also built up integrations with the likes of Marketo as a marketing automation platform. So all that data of the marketing clicks, campaigns, all goes directly into Visible. And alongside that, what they’ve done is also build some out of the box capabilities to connect with a wide number of firstly, online media channels, where you have the likes of the Googles, the Facebooks, the LinkedIn, all of that data comes in. What’s really important to note here is, so rather than Marketo pulling in all the data, potentially manually, in some by some sort of Excel spreadsheet, really breaking down, say the Facebook campaigns, the cost, all of that data that Visible has comes out of the box straight into Visible via our connectors. So it really goes down to the particular keyword that our marketers has advertised on how much was the cost, what’s the attribution look like. So it’s really breaking down and simplifying and reducing that manual effort that a marketer needs to do. So all of those out of the box connector, plus we have the likes of offline call metrics. So you could pull in the call metrics data for your sales team or customer facing team, look at some of the other offline integrations that we have of Visible. So that’s really important to note that all of that data is streamlined within Visible and comes in a single suite of format. Once the data is simplified, a marketer will have a number of options to build these dashboards. One of the first one being out of the box straight into CRM. So empowering the customer facing teams with the insights that Visible captures. So if I’m a sales rep, Visible can really empower me to really break it down how my social tracking was done, whether it’s online, offline, or from any other channel, social just being a part of it right within the CRM systems. So you could have your dashboards and look at the influence and even as an account rep, I could really focus on my accounts. So that’s just one side of it. The second side is just talking about the integration and having an out of the box SaaS place interface that we’ve built in. And that was probably for marketers who really want to go in deep and looking at those performances of the various campaigns. And there are different role-based views. So you could have a same one, which they look at an aggregated view of the whole of the organization across a number of channels and look at the key metrics that our CMOS want. The ROI generation, the deal size increase, and all of those other metrics. So which is important to note. Plus we have other bits and pieces as well, right from paid media or the content creators. So all of those have separate dashboards that you can go in and have a look at. And lastly, if needed, we can pull in all the data that Visible has captured into a data warehouse form. So if you have a data warehouse or a data lake sitting somewhere, we can put that data in. So you could build really a unified repository and then have your custom dashboards directly built in, in the likes of Power BI and Tableau. All right. Well that’s all the time that we have for today. Daniket, thank you so much for joining us and answering all of those questions on best practice reporting. Thanks Jess. Thanks for having me.