Exercise 2 - Go Deeper with Calculated Insights

The baseline data from Welo’s cloud data warehouse is a good start, but Data Cloud also lets ops & systems teams work with that data at scale. Welo can use Calculated Insights (CIs) to bring further value to Welo’s customer data and power AI predictions.

At Welo, Sales & Success teams need to know exactly when to reach out an account based on utilization; “When should we talk about a true-up or overage deal?” or “How do we measure risk to help customers realize value with our product?” With Calculated Insights, Welo can answer those questions and empower every GTM team to prioritize their accounts & understand their territory.

What’s the point of calculated insights?

Think of calculated insights like a roll-up summary in CRM. Use CIs to calculate account login rates, health scores, api usage, and more from usage & marketing data.

Step 1: Create a Calculated Insight from the Unified Account

We’re going to use Calculated Insights (CIs) to calculate a Product Utilization Rate. For Welo, this means aggregating product usage data of over 100M records. Up to this point, understanding customer’s product usage and defining an utilization rate or score was a very manual process or required copy-pasting values from BI dashboards.

With a Calculated Insight for Product Utilization Rate, Welo can directly provide insights to Sales users to let them know who’s ready to convert to a paid subscription or ready for an expansion conversation. Welo can also provide insights to Marketing, Success or Service teams for customers with low adoption.

1. On the navigation bar, click Calculated Insights.

2. Click New. Here, you see the variety of ways to create Calculated Insights.

3. Select Create from a Data Kit and click Next. We’re using a Data Kit for the purposes of this workshop but in practice you’d typically use the visual builder or SQL.

4. Below the Installed Packages heading, select Utilization Rate and click Next to enter the Visual Insights Builder**.**

5. Click on the Inner Join node that is connected to Account.

Joins are a concept from relational databases and SQL to combine data from multiple tables or objects. There are multiple types of Joins and in our case, we want an Inner Join to combine Assets (from CRM data) and Welo Platform Instance data (from a data warehouse to access the number of seats in use). We’ll then group utilization by each Unified Account.

1. Next, after reviewing the fields on the Join node go ahead and click Apply.
2. Now, click on the Aggregate icon on the canvas. Here we can see that two measures have been added named Total Purchased Seats and Total Seats in Use. A dimension has also been added named Unified Account.

1. After reviewing the fields on the Aggregate node go ahead and click Apply.

Note: If you receive an error message, just close the error message and hit Apply again.

1. Finally we have an Arithmetic Expression, dividing the number of seats in use by the Total Purchased Seats. Click on Arithmetic Expression.

2. After reviewing, go ahead and click Apply.

3. Finally, click Save and Run, name the Calculated Insight Utilization Rate and then click Next.

4. Set the Schedule to Not Scheduled and click Enable.

5. Now we need to publish the Calculated Insight. Just click Publish Now. You may have to click the drop down arrow if Publish Now is not visible. If the drop down is not visible, try refreshing the page.

6. From the CI Details window, click the Expression tab to see the generated SQL.

NOTE: This can take up to 15 minutes to run. Let’s take a quick break.

1. From the Calculated Insight tab, watch the Last Run Status change from Pending to Processing to Success. There’s a small Refresh button in the upper right to refresh the List View.
2. You can view the results using the Data Explorer. Think of Data Explorer as a list view in CRM. Specify the Object as Calculated Insights and select your CI. This completes Exercise 2.