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Walnut Salesforce Reports

Updated

Overview

Before using Walnut Salesforce reports, the Walnut App for Salesforce must be installed and configured in your Salesforce environment. Follow setup steps in the Walnut App for Salesforce Setup Guide.

Required downloads from Salesforce AppExchange:

With the Walnut App for Salesforce, you’ll unlock 12 purpose-built reports that put your demo data front and center. These customizable reports make it effortless to track, filter, and analyze how demos drive your pipeline forward.

Walnut Salesforce Reports give you powerful visibility into how demos influence every stage of the sales process — from early engagement to closed-won deals.

Walnut Reports help your team:

    • Measure demo activity across opportunities
    • Quantify the impact on win rates, stage conversions, and sales cycle length
    • Uncover buyer engagement patterns — time spent, stakeholders reached, and demo frequency
    • Prove the measurable business impact of demos on pipeline health and revenue performance

Together, these insights empower sales and revenue teams to:

    • Prioritize high-impact demo plays
    • Accelerate deal progression
    • Strengthen multi-threading and stakeholder alignment
✔️ Not sure if this feature is included in your Walnut package? Contact our Support Team or reach out to your Walnut CSM.

Walnut Reports in Salesforce

The following Walnut Salesforce reports outline the key data points available in each report. Click a report below to learn what it measures and how its data can be used to analyze demo performance and pipeline impact.

Accessing Walnut Reports in Salesforce

  1. Log in to Salesforce.
  2. Navigate to the Reports tab.
  3. Click All Folders in the Reports sidebar.
  4. Open the folder named Walnut Insights.Salesforce Reports sidebar showing Walnut Insights folder
  5. Select any of the 12 pre-made reports to view, filter, or customize.Example of Walnut report list in Salesforce

Walnut Salesforce Reports At-a-Glance

Use this table to understand what each report shows, why it’s valuable, and how it can be applied to strengthen your demo strategy and sales execution.

Report Name What It Shows Why It’s Valuable
Walnut Demo Impact on Won/Lost Rate Compares win and loss rates for opportunities with vs. without demo views. Quantifies the impact of demo engagement on deal outcomes.
Open Opportunities with Walnut Demos Tracks which open opportunities have demo activity. Helps prioritize pipeline opportunities for demo plays.
Open Opportunities with Low Engagement Identifies opportunities with below-average demo interaction. Flags at-risk deals and guides re-engagement strategies.
Most Viewed Walnut Demos Lists the demos with the highest view counts. Reveals top-performing demos and content best practices.
Stage Conversion Rate with Demo Views Shows stage-to-stage conversion when demos are viewed. Demonstrates how demos accelerate pipeline progression.
Stage Conversion Rate without Demo Views Shows stage conversion without demo activity. Provides a baseline to compare against demo-engaged deals.
Demo Impact on Stage Conversion Rate (Combined) Side-by-side view of conversion with vs. without demos. Quantifies the added value of demos at each stage.
Demo Impact on Sale Cycle Length Compares average sales cycle length for demo-engaged vs. non-demo deals. Shows how demos influence deal velocity.
Number of Contacts for Closed Opportunities Tracks unique contacts who viewed demos in closed deals. Measures breadth of engagement and multi-threading success.
Walnut Demo Views for Closed Opportunities Shows detailed demo view activity for won and lost opportunities. Provides visibility into which demos and stakeholders influenced outcomes.
Avg. Walnut Demos per Opportunity Calculates the average number of demos used per opportunity. Helps evaluate frequency of demo use in successful vs. unsuccessful deals.
Total Time on Walnut Demos Aggregates total and average time spent viewing demos by opportunity. Acts as a proxy for buyer intent and engagement strength.

Walnut Data Points At-a-Glance

Most Walnut Salesforce reports share a core set of recurring Walnut data points. These metrics form the foundation of your demo analytics, allowing you to consistently track how buyer engagement impacts deal progression and revenue outcomes.

Data Point Description
Walnut Demo Activity (Viewed / Not Viewed) Indicates whether an opportunity includes demo engagement.
Demo Name (String, Integer)

Title of the Walnut demo and the total number of associated demo sessions.
Demo View Name (String) Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.
Demo Session Data Count (Integer)

Number of distinct demo sessions. This value represents distinct sessions recorded under Walnut Demo Activities.
Demos Time (Seconds)

Total session duration, measured in seconds.
Total / Average Demos Time (Seconds) Combined or average viewing time across all demo sessions.
Days Since Last Demo Play (Integer) Number of days since the last recorded demo session.

Report Reference Guide & Data Points

📊 Note: Only Walnut-generated data points are described in this guide. Standard Salesforce fields (e.g., Stage, Amount, Probability) are used within each report but not defined here.

Open Opportunities with Walnut Demos

Walnut demo activity for open opportunities.

This report shows how many current pipeline opportunities are engaging with Walnut demos, which can serve as an early indicator of sales momentum and highlight where additional enablement may be needed.

This insight can help teams:

    • Identify opportunities that may benefit from a demo touchpoint

    • Track the correlation between demo engagement and movement through pipeline stages

    • Prioritize demo plays as a strategy to accelerate deal progression

Walnut Data Points in This Report:

    • Walnut Demo Activity (Viewed / Not Viewed):
      • Viewed - Open opportunities with demo engagement.
      • Not Viewed - Open opportunities without demo engagement.
    • Demo Session Data Count (Integer): The number of distinct demo sessions associated with the open opportunity. This value represents unique demo sessions recorded under Walnut Demo Activities at the opportunity level (Opportunity Record → Walnut Demo Activities).

👉 Together, these data points help teams track how many active pipeline opportunities have engaged with demos, guiding sales teams on where to prioritize demo plays.

Open Opportunities with Low Engagement

Opportunities with low Walnut demo engagement compared to average session length.

This report identifies open opportunities with low Walnut demo engagement, measured by session length compared to the average. It highlights deals where demo activity has been minimal or absent, helping teams spot accounts that may require additional outreach or re-engagement.

This insight can help teams:

    • Pinpoint opportunities at risk due to low demo interaction 
    • Re-engage accounts by encouraging further demo exploration 
    • Prioritize follow-ups with prospects who have not yet experienced the full value of a demo

Walnut Data Points in This Report:

    • Demo Name (String): Title of the Walnut demo.
    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.
    • Demo Time (Seconds): Total duration of demo sessions.
    • Contact Email (String): Email address of the contact who viewed the demo.
    • Stage When Demo Played (String): Sales stage during which the demo was viewed.
    • Days Since Last Demo Play (Integer): Number of days since the most recent demo engagement.
    • Compared to Average Session Length (%): Engagement level, expressed as demo time (in seconds) compared to the average demo session length across all open opportunities.

👉 Together, these data points help teams identify opportunities at risk due to low demo interaction and target them for re-engagement efforts.

Most Viewed Walnut demos

Walnut demos with the most views across all opportunities.

This report highlights the Walnut demos with the highest view counts across all opportunities within the selected time period or applied filter. By surfacing the most frequently viewed demos, it provides visibility into which assets are resonating most with prospects and being used most often by the sales team.

This insight can help teams:

    • Identify the demos that are driving the most engagement across accounts
    • Replicate best practices from high-performing demos in other use cases
    • Prioritize updates or enhancements for demos that are most widely used

Walnut Data Points in This Report:

    • Demo Name (String, Integer) – Title of the Walnut demo, along with the total number of unique demo sessions associated with it.
    • Demo ID (ID): Unique identifier for the Walnut demo.
    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.
    • Total Views (Integer): Total number of demo sessions recorded across all demos and opportunities within the selected time period or applied filter.

👉 Together, these data points help teams see which demos are resonating most with prospects, providing a benchmark for best practices and content investment.

Walnut Demo Impact on Won/Lost Rate

Percentage of closed opportunities—Closed Won and Closed Lost—won or lost based on Walnut demo activity.

This report shows the impact of Walnut demo activity on closed opportunities (Closed Lost and Closed Won) by comparing win and loss rates between deals that included demo engagement and those that did not. It highlights the clear correlation between demo exposure and stronger sales outcomes.

This insight can help teams:

    • Quantify the value of Walnut demos in driving higher win rates 
    • Demonstrate the business impact of demo engagement to leadership and stakeholders
    • Prioritize demo activity as a key lever to reduce losses and improve deal conversion

Walnut Data Points in This Report:

    • Total Records (Integer): Total number of closed opportunities (Closed Won and Closed Lost) with and without Walnut demo plays.
    • Walnut Demo Plays (Viewed / Not Viewed):
      • Viewed - Closed opportunities (Closed Won and Closed Lost) with demo engagement.
      • Not Viewed - Closed opportunities (Closed Won and Closed Lost) without demo engagement.

    • Sum of Demo Session Data Count (Integer): Total number of unique demo sessions recorded for the closed opportunities.

    • Record Count (Integer): Total number of closed opportunities (Closed Won and Closed Lost) with and without Walnut Demo Plays.

    • Win Rate (%): Percentage of closed opportunities won, segmented by whether Walnut demos were viewed.

    • Loss Rate (%): Percentage of closed opportunities lost, segmented by whether Walnut demos were viewed.

👉 Together, these data points help teams understand how demo engagement influences overall deal outcomes, demonstrating the role of Walnut demos in increasing win rates and reducing losses.

Stage Conversion Rate with Demo Views

Conversion rate of each stage with Walnut demo views.

This report shows the conversion rates between opportunity stages when Walnut demos are viewed, making it easier to track how demo engagement influences deal progression. It provides visibility into which stages advance most effectively when demos are part of the process.

This insight can help teams:

    • Measure the impact of demos on stage-to-stage movement and overall pipeline health 
    • Identify which stages benefit most from demo engagement (e.g., Discovery to Solution Review, New Contract to Closed Won) 
    • Prioritize demo activity at key conversion points to accelerate deal progression and improve close rates

Walnut Data Points in This Report

    • From Stage → To Stage (String): Tracks stage-to-stage progression for opportunities with Walnut demo activity.
    • Record Count (Integer): Total number of opportunities with Walnut demo views that advanced between stages (From Stage → To Stage).
    • Conversion Rate (%): Percentage of opportunities with Walnut demo views that successfully moved from one stage to another.

👉 Together, these data points help teams measure how demo engagement drives progression through pipeline stages and improves conversion efficiency.

Stage Conversion Rate Without Demo Views

Conversion rate of each stage without Walnut demo views.

This report shows the conversion rates between opportunity stages when Walnut demos are not viewed, providing a baseline for how deals progress without demo engagement. It highlights how opportunities move through the pipeline in the absence of demos and can be compared directly with the “with demo views” report to assess the difference.

This insight can help teams:

    • Benchmark conversion performance without demo activity against demo-engaged opportunities 
    • Identify gaps in progression where demo plays could improve outcomes 
    • Demonstrate the added value of incorporating demos into the sales process by showing the contrast in stage-to-stage movement

Walnut Data Points in This Report:

    • From Stage → To Stage (String): Tracks stage-to-stage progression for opportunities without Walnut demo activity.
    • Record Count (Integer): Total number of opportunities without Walnut demo views that advanced between stages (From Stage → To Stage).
    • Conversion Rate (%): Percentage of opportunities without Walnut demo views that successfully moved from one stage to another.

👉 Together, these data points help teams benchmark pipeline performance in the absence of demo activity, highlighting where demos could improve outcomes.

Demo Impact on Stage Conversion Rate

Conversion rate of each stage by Walnut demo activity.

This report shows the overall impact of Walnut demo engagement on stage-to-stage conversion rates across the entire pipeline. By comparing opportunities with and without demo activity, it highlights how demos influence deal momentum and progression through key stages.

This insight can help teams:

    • Visualize the effect of demo engagement on advancing opportunities through the funnel
    • Compare conversion performance for demo-engaged vs. non-engaged opportunities at each stage 
    • Reinforce the value of demos as a driver of higher conversion and better sales outcomes

Walnut Data Points in This Report:

    • Has Demos? (Yes / No): Indicates whether the opportunity is demo-engaged (Yes) or not demo-engaged (No). This field serves as the grouping bucket that separates opportunities with Walnut demo activity from those without it.
    • From Stage → To Stage (String): Tracks stage-to-stage progression for opportunities with and without Walnut demo activity.
    • Record Count (Integer): Total number of opportunities with and without Walnut demo views that advanced between stages (From Stage → To Stage).
    • Percentage (%): Conversion rate for each stage transition.

👉 Together, these data points help teams compare conversion performance between demo-engaged and non-engaged opportunities, quantifying the added value of demos.

Demo Impact on Sale Cycle Length

Difference in average length of sale cycle (opportunity created to closed) by Walnut demo activity.

This report shows the difference in average sales cycle length (from opportunity creation to close) between opportunities that engaged with Walnut demos and those that did not. It highlights how demo engagement influences the time it takes to close deals, offering visibility into whether demos help accelerate or lengthen the sales process.

This insight can help teams:

    • Measure how demo activity correlates with faster or slower sales cycles
    • Identify patterns in closed-won vs. closed-lost deals tied to demo engagement
    • Optimize demo strategy to shorten cycle times and improve deal efficiency

Walnut Data Points in This Report:

    • Stage (String): Indicates the final outcome of the opportunity (Closed Won, Closed Lost, Churn, Opt Out).
    • Walnut Demos (Viewed / Not Viewed): Specifies whether the opportunity included Walnut demo activity, distinguishing between demo-engaged and non-demo-engaged opportunities.
    • Record Count (Integer): Total number of opportunities that ended in each stage, grouped by whether Walnut demo activity occurred.
    • Sum of Sales Cycle Length (Days): Total cumulative length (in days) of the sales cycle for all opportunities within each category (Viewed / Not Viewed).
    • Avg. Sale Cycle Length (Days): Average number of days it took to close opportunities, providing a direct comparison between demo-engaged and non-demo-engaged deals.

👉 Together, these data points help teams evaluate how demo activity affects sales cycle speed, showing whether demos shorten or extend deal timelines.

Number of Contacts for Closed Opp

Closed opportunities by unique Walnut demo viewers.

This report shows the number of unique contacts who viewed Walnut demos for closed opportunities (Won or Lost). It provides visibility into how broadly demos are being shared within buying committees and highlights the level of stakeholder engagement tied to final deal outcomes.

This insight can help teams:

    • Measure the depth of demo reach within each account by tracking how many unique contacts engaged
    • Identify patterns in stakeholder engagement between won and lost deals
    • Strengthen multi-threading strategies by ensuring demos reach multiple decision-makers and influencers in the sales process

Walnut Data Points in This Report:

    • Won or Lost (String): Indicates the final status of the opportunity (Closed Won or Closed Lost).

    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.

    • Contact (Full Name): Name of the individual contact who engaged with the demo.

    • Demos Time (Seconds): Total amount of time the contact spent viewing the demo.

    • Stage When Demo Played (String): Sales stage during which the demo was viewed.

    • Unique Contacts (Integer): Number of distinct contacts per opportunity who engaged with Walnut demos.

👉 Together, these data points help teams understand how widely demos were shared within buying committees and how stakeholder engagement impacted final outcomes.

Walnut Demo Views for Closed Opp

Details of Walnut demo views and viewers by opportunity.

This report shows the demo views and viewer details for closed opportunities (Won or Lost). It highlights which demos were viewed, when they were played, and which contacts engaged, providing a detailed picture of demo involvement in deals that have already closed.

This insight can help teams:

    • Understand which demos were tied to successful vs. unsuccessful opportunities
    • Identify key stakeholders who engaged with demos during the sales cycle
    • Analyze patterns of demo usage across closed-won vs. closed-lost deals for optimization

Walnut Data Points in This Report:

    • Opportunity Name (String, Integer): Name of the closed opportunity and the total number of associated Walnut demo views.
    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.
    • Stage When Demo Played (String): Sales stage during which the demo was viewed.
    • Demos Time (Seconds): Duration of the demo session, measured in seconds.
    • Contact Full Name (String): Full name of the individual who viewed the demo.
    • Contact Title (String): The role or job title of the demo viewer.
    • Contact Email (String): Email address of the demo viewer.

👉 Together, these data points help teams track demo engagement within closed deals, giving clarity on which demos and stakeholders were involved and how demo activity related to final deal outcomes.

Avg. Walnut Demos per Opportunity

Average number of unique Walnut demos for open and closed opportunities.

This report shows the average number of unique Walnut demos tied to open and closed opportunities. It helps teams understand how frequently demos are being used within deals, providing a measure of demo volume per opportunity.

This insight can help teams:

    • Gauge how many demos are typically leveraged in opportunities across the pipeline
    • Compare demo frequency between won vs. lost opportunities to identify best practices
    • Optimize demo strategy by ensuring the right number of demos are being used to support deal progression

Walnut Data Points in This Report:

    • Total Records (Top Summary, Integer): Total number of open and closed opportunity records.
    • Total Demos Time (Top Summary, Integer): Cumulative demo time (in seconds) across all opportunities (open and closed).
    • Average Number of Demos (Top Summary, Integer): Average number of demos viewed across all opportunities (open and closed).

    • Opportunity Type (Open / Closed): Indicates whether the opportunity is open or closed.

    • Opportunity Name (String, Integer): Name of the closed opportunity and the total number of associated Walnut demo views.

    • Walnut Demo Activity (String, Integer): Name of the Walnut demo and the total number of associated demo sessions for the opportunity.

    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.

    • Demos Time (Seconds): Total session duration, measured in seconds.

    • Stage When Demo Played (String): Sales stage during which the demo engagement occurred.

    • Contact Full Name (String): Full name of the contact associated with the demo view.

    • Average Number of Demos (Integer): Represents the total count of unique Walnut demos associated with the opportunity. Although labeled as an “average” in Salesforce, this field is not a calculated average - it reflects a simple count value.

👉 Together, these data points help teams understand how often demos are being used within opportunities and apply that insight to improve demo strategy and deal effectiveness.

Total Time on Walnut Demos 

Total time spent viewing Walnut demos by opportunity.

This report shows the total time spent viewing Walnut demos by opportunity, giving visibility into overall demo engagement at the account level. It highlights which opportunities have invested the most time exploring demos, offering a signal of buyer interest and intent.

This insight can help teams:

    • Identify highly engaged opportunities based on total demo viewing time
    • Prioritize follow-ups with accounts showing significant demo consumption
    • Correlate time spent in demos with sales outcomes to refine engagement strategy

Walnut Data Points in This Report:

    • Total Records (Top Summary, Integer): Total number of demo sessions.
    • Total Demos Time (Top Summary, Integer): Cumulative demo time (in seconds) across all opportunities.
    • Average Time in Demos (Top Summary, Integer): Global average demo session duration across all demo sessions.
    • Opportunity Name (String, Integer): Name of the opportunity and the total number of associated Walnut demo sessions.
    • Demo Name (String, Integer): The title of the Walnut demo associated with the opportunity and the total number of demo sessions.
    • Stage (String): The sales stage during which the demo session was viewed.
    • Demo View Name (String): Session label for the unique demo session, shown in the format Demo Name – Date – Session Start Timestamp.
    • Demos Time (Seconds): The total cumulative time spent viewing demos by that opportunity.
    • Average Time in Demos (Seconds): The average demo session length for that opportunity.

👉 Together, these data points help teams understand how much time buyers are investing in Walnut demos and use that as a proxy for engagement strength and deal prioritization.

 

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