2.1 Pipeline Story - Main Story


Headline - this headline describes the time frame selected.

e.g. - "Pipeline Health Quarter To Date"

 

For the following sections, you can also scroll down to

 

New Pipeline 

 

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Comparison to average for previous periodscompares new pipeline from the selected period to the average of previous periods. Previous periods here is defined as the last 12 periods.

e.g. - "Quarter to date, new pipeline is $5.3M, which is $5.5M (51%) lower than average new pipeline at this time each quarter over the past 3 years ($10.8M)."

 

Number of deals and average deal size - For the selected period, it calls out the component metrics of new pipeline: number of deals and the average deal size.

e.g. - "It was made up of 70 opportunities, with an average opportunity size of $75.3k"

 

Comparison to previous period - compares new pipeline from the selected period to the previous period, and calls out the percentage change as well as the absolute change.

e.g. - "It is down 67% relative to the same period last quarter ($16M)"

 

Metric attribution analysis - this is a follow-up point to the previous sentence. It explains the cause of the change in new pipeline from the previous period to the selected period. This can be attributed to one or both of the component metrics of new pipeline: number of deals and the average deal size.

e.g. - "The decrease is due to the decrease in number of opportunities."

 

Driver list - looks across five unique dimensions (e.g. region, salesperson, etc.), and each dimension has a number of entities (e.g. north region, south region, Bob, Sally). Each entity has an aggregate value of new pipeline, and the entities are ranked against one another, even across dimensions. The top three entities across all five dimensions are called out as drivers. This analysis is looking at the change (increase or decrease) in new pipeline from the previous period, as opposed to the absolute new pipeline for the selected period. Note that the dimensions used for driver analysis are customizable in Lexio.

e.g. - "Looking across the most relevant dimensions, the decrease was primarily driven by the New Client opportunity type (↓ $9.5M), the Web Lead lead source (↓ $4M), and the Referral lead source (↓ $3.3M)."

 

Metric attribution details - describes the change of each component metric from the previous period to the selected period.

e.g. "The number of opportunities was down 38% relative to the quarter before (561), but the average opportunity size was up 7% relative to the quarter before ($61.1k)."

 

Current Open Pipeline 

 

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Open pipeline - calls out the total value of open opportunities as of the current date and time. I also calls out the number of opportunities and the average deal size. For more information, you can click on open opportunities to see these opportunities in table format. Note, this content only appears when timeframe type is “This”.

e.g. - "Currently, open pipeline is $25.8M. It was made up of 373 open opportunities, with an average opportunity size of $69.2k"

 

Lost Opportunities 

 

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Comparison to average for previous periodscompares the number of lost opportunities from the selected period to the average of previous periods. Previous periods here is defined as the last 12 periods.

e.g. - "Quarter to date, new pipeline is $5.3M, which is $5.5M (51%) lower than average new pipeline at this time each quarter over the past 3 years ($10.8M)."

 

Comparison to previous period - compares the number of lost opportunities from the selected period to the previous period, and calls out the percentage change as well as the absolute change.

e.g. - "It is up 25% relative to the same period last quarter (158)"

 

Cycle time average - calls out the average cycle time of the deals lost within the selected period. Cycle time is calculated as the difference between the Close Date and Created Date for any opportunity that was closed and lost. It only includes opportunities that closed within the selected time period.

e.g. - "Their cycle times averaged 98.66 days."

 

Cycle time range - calls out opportunities with the shortest and longest cycle times.

e.g. - "The cycle times ranged from Lindgren LLC's low of 45 days to Intel Corporation - 4/2014's high of 150 days."

 

Driver list - looks across five unique dimensions (e.g. region, salesperson, etc.), and each dimension has a number of entities (e.g. north region, south region, Bob, Sally). Each entity has an aggregate value of bookings, and the entities are ranked against one another, even across dimensions. The top three entities across all five dimensions are called out as drivers. This analysis is looking at the change (increase or decrease) in the number of lost opportunities from the previous period. Note that the dimensions used for driver analysis are customizable in Lexio.

e.g. - "Looking across the most relevant dimensions, the increase was primarily driven by the New Client opportunity type (↑ 31), Judy Chan (↑ 13), and the Event/Trade Show lead source (↑ 13)"

 

Best period - looks at all of the recent periods and calls out the period with the lowest number of lost opportunities. Recent periods here is defined as the last 12 periods. Note, this content only appears when timeframe type is “Last”.

e.g. - "The number of lost opportunities was up 33% relative to Q2 2017 (18), the best quarter by number of lost opportunities."


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