Visualizing product penetration levels

Engagement maps are planning tools that allow sales managers and sales representatives to identify sales opportunities by visualizing product penetration levels in their sales accounts.

In this lesson, you will learn how to visualize product penetration levels using Engagement Maps.

Engagement Maps helps you visualize product penetration levels and areas where there is no product engagement.

Engagement Maps provides a useful representation of what you have in your pipeline and where your pipeline is underutilized.

You can display an engagement map from the sales manager portal or the sales representative portal by selecting Engagement Map.

Depending on the Selling mode, additional filters are displayed.

Select if you want to view the engagement map for a business-to-business (B2B) or business-to-customer (B2C) account.

B2C allows you to select the Contact.

B2B allows you to select Organization, Account, and Account owner.

Select the Product category and Product families to include in the engagement map.

Click Apply filters to display the engagement map.

Set View by to Product group to remove the product level in the engagement map.

Knowing how far along the product sales cycle is helps to keep track of product penetration in each of your accounts.

White space means the prospective customer has not engaged with the product.

Therefore, white space represents opportunities with the prospective customer.

Products with at least one open active opportunity are marked Active.

Sold-Active means the customer has at least one open active opportunity and at least one won sale for the product.

If the prospective customer has at least one won sale for the product, the product is marked Sold.

Click on the label to view opportunities, open and closed, for the account.

Blocked means the prospective customer has shown disinterest in the product.

Products not applicable to the prospective customer are marked N/A.

The Blocked and N/A engagement map status require a manual override to make a change.

Right-click on the field for which you want to change status and select Blocked or N/A.

For business-to-customer (B2C), the engagement map overrides are stored in the contact record for the prospective customer.

For business-to-business (B2B), the engagement map overrides are stored in the account record for the prospective customer.

You have reached the end of this demo.

You now know how to visualize product penetration levels using Engagement Maps for prospective customers.