Insights - Analysis tab

The Analysis Tab reveals how gifting is being applied throughout the opportunity lifecycle. It has been created to help customers be as successful as possible by enabling them to analyse their gifting strategy and make adjustments overall, or for a particular opportunity. 

In this new area Customers can see:

• the opportunity stages their teams are gifting to (which helps accounts to create a more balanced gifting strategy across all stages)
• which gift types (gift cards, marketplace, bundles) are being sent the most in each stage 
• the job titles of the people they have been sending gifts to  
• the stages when their audience is most likely to engage with their gifting strategies (i.e. when they redeem the most), in order to help them better target their efforts to the right moments 
• gifting in which gift stages is leading to the highest % of closed won deals

View - Team Activity - When are you gifting?

This view shows the Number of Gifts every Team is offering at each stage of the opportunity

Here you can see

• Which stages of the customer journey you are gifting
• Which team is achieving the highest engagement at each stage. (*see redemption rates on hover)

Questions to ask yourself

• Is each team targeting the right part of the opportunity lifecycle?
• Is each team offering the volume of gifts you would expect?
• What are your teams with highest engagement doing differently?

Examples of When to send - strategic recommendations

Recommendation

We would encourage the customer above to experiment with offering gifts to more opportunities stages to accelerate deal velocity (rather than just at the very start and end of the deal lifecycle)

Recommendation

We would encourage the customer above to target more of their gifting before the opportunity has closed (in order to influence the outcome towards a greater % of closed won deals)

Recommendation

Send volume above is heavily skewed to Marketing Team at present for this customer. We would encourage them to review whether their SDR, Sales and Customer success teams have been properly onboarded and enabled with campaigns. It’s essential to check if they have integrated Reachdesk and how this is part of a rep’s workflow and tech stack.

View - Gift type - What are you gifting?

This view shows the Type of Gifts each Team is offering at every stage of the opportunity

Here you can see

• Which gift types you are targeting to which stages of the customer journey
• Which types are achieving the highest engagement at each stage. (*see redemption rates on hover)

Questions to ask yourself

• Are you using all the gift types Reachdesk has to offer?
• Are you sending the right gift type at the right time to maximise your engagement?

Recommendation

Egifts are a great way to get people’s attention, open doors and reduce no shows but we would encourage this customer above to consider sending other gift types. Physical gifts often have higher redemption rates 

View - Role Analysis - Who are you gifting to?

This view shows the Roles being offered a gift at every stage of the opportunity. Our Data science team have organised all job titles into five groups to make this chart easier to read

Here you can see

• It shows the roles your team’s are offering gifts to at different deal stages.
• You can see which roles are engaging most with gifting (*see redemption rates on hover) . 

Question to ask yourself

• Are your teams offering gifts to more senior decision makers as the opportunity progresses?

View - Engagement - Recipient engagement by Opportunity Stage

This view shows the Number of Gifts offered and redeemed at each opportunity stage

Use the filters to review the engagement of a particular Team, Campaign, Sender or review engagement within a particular opportunity

Here you can see

• The opportunity stages you are currently targeting with gifting
• The opportunity stages that are showing the highest levels of gift redemption.

Questions to ask yourself

• Are you focusing your gifting on stages where your recipients are receptive to engaging with gifting?

Recommendation

We recommend gifting on stages where recipients are receptive to engaging with gifting. For this customer above, the Meeting booked stage and Closed Won stages show the highest gift uptake by recipients.

If volume is low but has a high redemption, we encourage teams to send more at this stage. If volume is high with a low redemption, consider tweaking the message and method of sending first e.g. use physical gifts via a Landing Page instead of an eGift card

View - Close rate - Deal Impact by Stage

This view shows the % of opportunities go through to closed won or closed lost when offered a gift at that stage

Here you can see

• Where gifting has the greatest impact upon the close rate.  Note: later in the deal cycle, a higher % of opportunities should be going through to Close Won (green)

Questions to ask yourself

• Are you seeing stages where gifting increases the close won rate?  
• What are you doing here that could be causing the impact?

Recommendation

Look for early stages that have a high % of opportunities going through to close won if gifting occurs at that stage and consider gifting more at this point in time.

Use filters to identify what you are doing well (types of gifts, recipients, …) to get this uplift