Beta: Buyer Behavioral Data

Feature Overview

You already know someone viewed your demo. What you don't know is what happened while they watched it.

Behavioral Data closes that gap. It turns a passive view into a readable signal, showing you exactly where a viewer leaned in, where they hesitated, and how ready they are for a real conversation.

This article breaks down every metric in the Behavioral Data panel.

Where to Find It

Consensus shows you buyer behavioral data for every contact your Pre-sales and Sales teams work with, as well as for every lead that your Marketing team brings into Consensus.

If you're in Pre-sales or Sales, you will find the Buyer behavioral data exactly where you'd expect:

Go to Track DemoBoards
Click the Demoboard
Click the Recipient name and you will be redirected to the DemoBoards Heatmaps page

If you're in Marketing, you will find the Buyer behavioral data exactly where you need it - associated with all of your leads:

Go to Track Public Links
Open your link
Click the See data from the Behavioral data column to get redirected to the Public Link Heatmap page

OR
In the Leads page click the Analytics icon to get redirected to the Public Link Heatmap page

What each metrics means

Demo Completion: Tells you if the buyer reached the end of the demo, how long they spent overall, and if they didn't finish, where they dropped-off. If a viewer dropped off before a key section, send it separately, or open your next call there. If the buyer completed the full demo, you know your entire narrative reached them, and you can build your follow-up knowing that they saw everything.
Demo Focus: Measures how much sustained attention the viewer gave the demo. Previously you couldn't understand if the viewer focused on the demo entirely or if they played it in the background. It also provides additional inputs: focused viewing time and mouse movement patterns.
Form Interactions: A field-by-field breakdown of how the viewer interacted with the lead form in the demo, whether each field was filled in, how long it took, whether they clicked into it, and whether they started typing. A field that was clicked but never typed into points out that the viewer considered it but backed away for some reason.
CTA Interactions: A breakdown of every Call-To-Action in the demo, showing whether the viewer clicked it, how many times, whether they hovered over it, and how many times, plus the overall percentage of CTAs they engaged with.

No single metric in this panel tells the whole story on its own. Use Behavioral Data to decide three things before every follow-up:

Who to prioritize: start with the strongest Demo Focus and highest Demo Completion.
What to say: reference the specific CTA or section they engaged with.
When to reach out: the fresher the session, the more the details matter to the viewer.

Focused Viewing Time

Focused viewing percentage: This is the share of the session where the viewer was actively watching or interacting with the demo, not away from the tab or idle. It's shown as both a duration and a percentage. We group this percentage into five bands, each with its own takeaway:

Focused viewing	What it tells you
80–100%	Strong, sustained attention for nearly the entire session
60–79%	Engaged for most of the session, with brief lapses
40–59%	Moderate engagement, attention split with other things
20–39%	Limited engagement, attention drifted for most of the session
0–19%	Minimal engagement, little sustained attention given

A viewer in the 80–100% band watched your demo the way. A viewer under 40% likely skimmed.

Mouse movement state: Time on screen only tells you how long someone paid attention. Mouse movement tells you how they were paying attention. We classify it into three states:

Focused → Deliberate, goal-oriented movement. The viewer knew what they wanted and went after it.
Exploring → Broad scanning across the screen. The viewer was evaluating or browsing, not confused.
Hesitant → Slow, uncertain movement with frequent direction changes. This is often a sign of confusion.

Focused and exploring both indicate healthy engagement. Hesitant is the one state worth pausing on. It tells you the viewer wasn't just looking around; something in the demo didn't land clearly.

Tab switches: This is a simple count of how many times the viewer navigated away from the demo tab during the session.

Link-Level Aggregates

Everything above tells you how one viewer engaged, but we understand this won't be fitting well into how you work on a daily basis. That's why on the link level we've added aggregated behavioral stats which tell you how everyone engaged with a given demo. Instead of reading session by session, you see the pattern across your entire audience for that particular link.

Demo Completion, Drop-off, and Form Aggregates: The average completion rate across all viewers, total form submissions, the point in the demo where most viewers drop off, the average time to complete the form, and the fields most often left empty.
CTA Performance: How many CTAs live in the demo, what share of hovers convert into clicks, and a ranked breakdown of each individual CTA's click rate.
Focus and Attention: The average viewer focus percentage across everyone who watched, a breakdown of how many sessions landed in high, medium, or low focus, the average number of tab switches, and how many sessions reached 80%+ focus.

FAQs

Q: What is Buyer Behavioral Data, and how is it different from what I already see in the heatmap?

A: It layers structured, readable metrics on top of the heatmap you already use — Engagement Score, Demo Completion, Demo Focus, Form Interactions, and CTA Interactions — plus an aggregated view across every viewer of a given link.

Q: Where exactly do I find this in the product?

A: Sales/Pre-sales: Track DemoBoards → the Demoboard → the recipient's name. Marketing: Track Public Links → the link → “See data,” or the Analytics icon on the Leads page. Both land on the Heatmaps page, under the new Behavioral Data tab.

Q: How should I actually use the Engagement Score?

A: Sort leads by score before an outreach push and start with the highest scores — it's a triage signal, not a final verdict. A low score may mean the buyer needs a shorter or different asset before they're ready to talk.

Q: My buyer dropped off before finishing the demo — does that mean it failed?

A: No. A drop-off point isn't a failure signal, it's a map of exactly where attention was lost. Use it to send that section separately or open the next call there.

Q: What's the difference between “Focused,” “Exploring,” and “Hesitant” mouse movement?

A: Focused and Exploring are both healthy engagement (goal-driven vs. evaluative browsing). Hesitant — slow, uncertain movement with frequent direction changes — is the one worth investigating, since it often signals confusion.

Q: Do tab switches count against my score?

A: No. Tab switches are shown as a raw, informational count, not a scoring input — a switch could mean distraction or could mean the buyer was comparing pricing or a competitor. Treat a high count as a reason to ask a question, not draw a conclusion.

Q: How is this useful beyond a single viewer?

A: Every metric also rolls up to the link level: average completion rate, the most common drop-off point, CTA hover-to-click conversion, and the distribution of focus scores across everyone who viewed that demo. That tells a customer whether a given demo asset is working broadly or needs a redesign.

Q: Does this work for both DemoBoards and Public Links?

A: Yes — Sales and Pre-sales see it through DemoBoards recipients; Marketing sees it through Public Links and the Leads page.

Q: Is there anything a customer needs to turn on or configure to get this?

A: Not addressed in the source enablement doc — no setup or configuration steps are mentioned. Flag this with Product/PM before committing to a specific rollout or licensing answer on a customer call.