Nordics MUG - How to use Marketo Performance Insights — Key Takeaways

Adobe Marketo Engage User Groups | 20230828 | 58:01

This session from Adobe Marketo Engage User Groups covered a lot of ground. 2 segments stood out as worth your time. Everything below links directly to the timestamp in the original video.

Why Your MPI Dashboards Are Empty — and the Channel Setting That Fixes It Immediately

Topic: reporting-analytics  |  Speaker: Michael Knudsen

A recurring pattern across Marketo instances is Performance Insights dashboards that appear blank or near-empty. A presenter demonstrated that the root cause is almost always the default channel analytics behavior setting — 'normal' — which requires period costs to be logged before any data surfaces. Switching each channel to 'inclusive' causes MPI to immediately begin reporting on available data regardless of whether costs have been entered, giving teams a working attribution view within 24 hours without any structural changes to their instance.

Beyond the channel behavior fix, the session demonstrated a UTM-based smart campaign pattern for capturing social and paid ad touches that originate outside Marketo. When a known or trackable person clicks a UTM-tagged link into a Munchkin-tracked page, a smart campaign can fire, add the person to a social or ad channel program, and set a success status — effectively pulling external channel activity into the attribution model. This pattern closes a common gap where paid media spend goes untracked because it doesn't originate from a Marketo asset.

Two additional configuration practices received emphasis: logging period costs at the program level to enable ROI calculations, and using required custom tags (such as region or business unit) enforced at program creation to ensure consistent filtering downstream. The session also covered the 20-report limit on saved quick reports and the ability to export MPI data directly to Excel or PowerPoint — a practical detail for teams that need to present attribution data to stakeholders without rebuilding charts manually.

"every single Channel by default utilizes the normal behavior and it's self-explanatory actually it says requires period costs and because nobody is actually adding in the cost of the different campaigns they're running they're not seeing any reports coming out of MPI based on this"

— Michael Knudsen

Key takeaways:

• Changing channel analytics behavior from 'normal' to 'inclusive' in Admin > Tags & Channels is the fastest way to unlock MPI data for teams that haven't been logging period costs — no other changes required.
• A UTM-triggered smart campaign can capture paid and social channel touches by detecting UTM parameters on Munchkin-tracked pages and enrolling the person in a corresponding program with a success status.
• Period costs should be logged at the program level to enable cost-per-opportunity and ROI calculations; without them, those MPI columns will remain blank even if opportunity data is flowing in from a CRM.
• Making custom tags required at the program setup stage enforces consistent data entry and enables reliable regional or business-unit filtering across all MPI dashboards.
• MPI supports up to 20 saved quick reports and can export directly to Excel or PowerPoint, reducing the manual effort of recurring stakeholder reporting.

Why this matters: If your MPI dashboards are empty, the fix is likely a single setting change per channel — not a data overhaul. Understanding the 'inclusive' vs. 'normal' distinction can unblock attribution reporting for your team the same day.

🎬 Watch this segment: 22:04

MPI Attribution Edge Cases: Contact Roles, Pipeline Columns, and the 24-Hour Refresh Lag

Topic: reporting-analytics  |  Speaker: Michael Knudsen

A Q&A session surfaced several practical blockers that prevent teams from getting full value out of Marketo's built-in attribution reporting. A common point of confusion — the absence of the Revenue Cycle Analytics attribution setting in Admin — turns out to require the Revenue Explorer add-on, not just the Revenue Cycle Modeler. Teams that have built lifecycle models but still can't find the attribution configuration setting should verify their subscription tier before troubleshooting further.

On the question of how contact-to-opportunity association affects attribution, a practitioner clarified that opportunity creation date — not expected close date — is the timestamp MPI uses to evaluate whether a touch should be attributed. This matters for teams trying to understand which programs influenced an opportunity: only activity prior to opportunity creation is counted by default, though the setting can be adjusted. For teams with inconsistent CRM hygiene, the hybrid attribution setting offers a fallback — if no contact roles are logged on the opportunity, Marketo falls back to account-level contact association. The cleaner path is getting sales to log contact roles consistently, but the hybrid mode provides a practical stopgap.

For teams seeing empty pipeline value columns despite having opportunity data flowing in, the answer is that MPI requires the standard CRM revenue field — not a custom opportunity value field — to populate pipeline and expected revenue metrics. This is a common misconfiguration in orgs that have customized their CRM opportunity object. The session also confirmed that adding period costs retroactively will cause MPI to reflect updated data within approximately 24 hours, since the reporting engine runs on a scheduled background process rather than in real time.

Key takeaways:

• The Revenue Cycle Analytics attribution setting in Admin requires the Revenue Explorer add-on; the Revenue Cycle Modeler alone is not sufficient to surface this configuration option.
• MPI uses opportunity creation date — not close date or expected close date — as the cutoff for attributing marketing touches to an opportunity.
• If sales teams do not consistently log contact roles on CRM opportunities, switching attribution to hybrid mode allows Marketo to fall back to account-level contact association rather than showing no attribution at all.
• Pipeline and expected revenue columns in MPI require the standard CRM revenue field; custom opportunity value fields will not populate these metrics automatically.
• Period costs can be added retroactively and will appear in MPI reports within approximately 24 hours due to the scheduled background sync — there is currently no bulk import mechanism for period costs.

Why this matters: Several MPI issues that look like data problems are actually configuration or subscription issues — knowing which columns require standard CRM fields versus period costs versus specific add-ons can save your team hours of troubleshooting.

🎬 Watch this segment: 44:27

Content summarized from publicly available MUG recordings. Not affiliated with Adobe. Summaries reflect my interpretation — always validate before implementing in your environment.

This is a personal project by JP Garcia. I work at Kapturall but this publication is independent and not affiliated with or endorsed by my employer. All credit belongs to the original speakers and Adobe Marketo Engage User Groups. I curate and link back to source — I never re-upload or reproduce full sessions. Full disclaimer →

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