Overview
The Milestones feature allows you to analyze how accounts are converting between two buyer stages, and what touchpoints occur between these stages.
Things to keep in mind while using this feature
You can set up up to two buyer stages in a milestone.
Once a milestone has been saved, it will take up to a day for the results to be published. The milestone can be found in each segment, on the 'Milestones' tab on the top right.
The milestone is calculated for a fixed duration of the sale window. This sale window is the same as the sale window configured in engagement scoring for your project. The data is refreshed every two weeks.
The touchpoints consist of the rules from 'account scoring', and a few predefined metrics to show the influence of key marketing and sales activity in driving conversions in a milestone.
There are three modes for each milestone - data driven, mean and median values. Find details in the next section.
Setting up Milestones in Factors
The 'Milestones' set up can be found in the 'Account Configurations' tab under 'Settings'.
Click on 'Add Milestone', give the milestone a title.
Add 'Account Stages' that define your milestone - ie. lifecycle stages between which you want to analyze the conversion, and touchpoints.