Booking Readiness

The Booking Projections section summarizes how your booking numbers look for the current and subsequent quarters. You can apply filters to any data that you would like to filter. Choose how you would like to view your trends: monthly or quarterly.

• Current Booking indicates the booking value for the current quarter to date

• Target Booking is the booking target set for the quarter. This can be set from the Data Hub > Config > Target page.

• Total Projection is the addition of the  Current Booking and the Projected addition

Booking Readiness Metrics can be found here

The Booking Readiness module helps understand the total projected booking value for a quarter, how much of it has been covered by current bookings, and the projected addition. Booking Readiness also shows you the projection range for the next 4 quarters by default. This can be increased to 8 quarters or reduced to 2 or 3 quarters in the Projections and Insights Configuration Section.

You can choose the booking to be viewed by either value, which represents the booking value of a deal, or by volume, which represents the count of the deals. You can also split or dice your deals by any of your dimensions, either standard or custom - such as Marketing vs Sales, Region, New vs Upsell, Inbound vs Outbound, etc. To configure a custom dimension, use the Custom Dimensions module.

Clicking on Current Booking reveals the composition of your current booking in terms of top deals, top regions, top channels, etc.

Filters

Apply filters for any data that you would like to filter in. There are multiple filters available:

1. Filter (based on data dimensions): This helps you filter the data based on data dimensions such as existing customer accounts, industry, country, lead source, etc.

2. Metric: Use this filter to view the data on the page in terms of volume or dollar value.

3. View Trends: Use this to select the granularity of the data that you are viewing. You can view the data on a weekly basis or on a monthly basis. The 'None' option chooses the default option configured for you.

Metrics Cards

The metrics cards show various metrics for the current and subsequent quarter(s) as configured. These are related to the pipeline opportunities that have been closed to date and projections of the bookings till the quarter end. The bookings are tracked against the target for each quarter.

The flag icon indicates whether we will hit or miss the booking target for the quarter. The three-dot menu helps you navigate to a particular tab in the side panel and drill down further. At the bottom, there is a ‘Split By’ dropdown that helps you look at the details table (below the metrics cards) with a focus on a particular data dimension (e.g., Account Type, Opportunity Type, etc.).

Metrics

Current Booking: These are the bookings done since the start of the quarter.

Target Booking: This is the configured target for the bookings of the quarter.

Total Projection: These are the projected bookings for the rest of the quarter. Clicking on it opens the drill-down of the funnel per stage. The Total Projection of bookings is calculated as follows:

Total Projection: Current Booking + Projections From Funnel + Demand Gen Potential

(‘Projections from Funnel’ and ‘Demand Gen Potential’ are defined in the Pipeline Generation page)

Side-Panel

The side panel gives access to the summary metrics and also helps you drill down into the details. It can be accessed from multiple points (links) on the main page. The side panel consists of various tabs. Most of the tables in the side panel provide various metrics for each opportunity for their respective tabs. You can select the columns you wish to view for each opportunity/row. You can also export the data as a CSV file.

Side Panel Tabs

The side panel has 4 tabs:

• Composition: Composition gives you the mix of your pipeline stages by top Regions, Title, Industry, and Channel.

• Projections From Funnel: The projections tab tells you how much pipeline value is projected to get added from your funnel stages. This projection is enabled by RevSure's accurate prediction engine, designed to help RevOps professionals achieve predictable growth and never miss a pipeline target for a quarter. The projections visualization is a comprehensive view of what is projected to get added to the overall pipeline from your active funnel, laid over how much is projected to get added in this quarter, in a stage-by-stage layout. Hovering over each of the stages displays the projected additions to the overall active pipeline and to the current quarter pipeline.

• Recommendations: This tab provides recommendations on the type of leads to pursue. It helps you refine your Ideal Customer Profile (ICP) by telling you what kind of leads are converting to your pipeline. Choose the stage from which you would like to see the insights on the pipeline conversion. You can choose any of the lead stages before your pipeline stage to understand what type of leads are converting at each stage to the pipeline stage.

• Projection Tracking: This tab helps you track a selected metric daily in terms of value/volume.

The columns of the tables can be selected by you to view. The table data can be exported as a CSV file.