Part 2: Estimated Close Date vs. Actual Close Date

Out of the box, pipeline revenue data is not available in the dashboard because, by default, Dynamics has two stock close date fields: Estimated Close Date and Actual Close Date. Marketo Measure can only point to one close date field in the dashboard and it is pointing to the Actual Close Date.

If open opportunities have no data in the Actual Close Date field, there is no data in the dashboard for open opportunities. That being said, a workflow is needed based on opportunity stage to support both date fields.

  1. Create Custom Close Date Field on the Opportunity Object (Marketo Measure Custom Close Date).

  2. Create a Workflow to update the Marketo Measure Custom Close Date field with the date from either the Estimated Close Date or the Actual Close Date, depending whether the opportunity is open or closed (workflow should be saved to run in real time, but must be run “on demand” at least once to update all current open opps).

  3. Test the workflow and confirm it works.

  4. Customer to provide the Custom Close Date API name to Marketo Measure.

  5. Marketo Measure to update the Marketo Measure app settings to point to the Marketo Measure Custom Close Date field in the Dashboard.

    Upon completion of the above steps, run the workflows to update both the Custom Marketo Measure Opp Amount field and the Marketo Measure Custom Close Date field on your historical opportunities to reflect the correct data. This will likely change the modified on/by fields so you should check with your team to see if that presents any issues.

To update the closed opportunities…

  1. Isolate opportunities that have closed since your Marketo Measure start date up til the workflow is active. This is the group of historical opportunities that you must update via workflow.
  2. Export all records to Excel.
  3. Open Excel file, enable content.
  4. Copy Actual Close Date data to Marketo Measure Custom Close Date.
  5. Copy Actual Revenue data to Marketo Measure Custom Opportunity Amount and Marketo Measure Opportunity Amount (there are two fields.)
  6. Save file.
  7. Import file. Dynamics will recognize this as a file with existing records to update.
  8. Check for failures on import file.
NOTE
The workflows outlined in this document are just one way to go about updating the fields so Marketo Measure can show the correct data in Discover. If you have another way of accomplishing the same task, you can go for it. Basically what we need from them is some sort of workflow that accomplish the following:
  • If Opp = Open, update custom close date field, custom opp amount field, and Marketo Measure opp amount field to equal Estimated Close Date and Estimated Revenue, respectively.
  • If Opp = Closed Won, update custom close date field, custom opp amount field, and Marketo Measure opp amount field to equal Actual Close Date and Actual Revenue, respectively.
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