Pipeline Generation
Name | Description |
|---|---|
Generated Pipeline Value | Pipeline $ value generated in the selected period and closing in the period chosen |
Generated Pipeline Volume | Count of opportunities generated in the selected period and closing in the period chosen |
Generated Pipeline LY | Pipeline $ value generated in the same quarter of last year that closes in the selected period |
Generated Pipeline LQ | Pipeline $ value generated in the last quarter that closes in the selected period |
Generated Pipeline LY | Count of opportunities generated in the same quarter of last year that closes in the selected period |
Generated Pipeline LQ | Count of opportunities generated in the last quarter that closes in the selected period |
Num Activities till Stage | Average number of activities performed by the leads that converted to the current stage |
Overall Projected Pipeline Value from the funnel | Overall $ value projected to get added to the pipeline from the current funnel anytime in the future |
Overall Projected Pipeline Volume from the funnel | Overall count of Opportunities projected to get added to the pipeline from the current funnel anytime in the future |
Projected Win Rate (by Value) | % pipeline $ value projected to be won in the selected closing period |
Projected Win Rate (by Volume) | % opportunities projected to be won in the selected closing period |
Pipeline Gap | Target Pipeline - Total Projections. If Total Projections is greater than Target Pipeline, then it says ‘No Pipeline Gap’ |
Projected Value from Stage | $ value of pipeline projected to get added from that stage in the selected period, and that closes in the period chosen |
Projected Volume from Stage | Count of opportunities projected to get added to the pipeline from that stage in the selected period and that close in the time period chosen |
Projections from Funnel Value | $ value of pipeline projected to get added from the current funnel in the selected period, and that closes in the period chosen |
Projections from Funnel Volume | Count of opportunities projected to get added to the pipeline from the current funnel in the selected period and that close in the period chosen |
Total Projection (by Value) | Overall projected pipeline $ value generated in the selected period and closing in the period chosen Calculated as (Generated Pipeline + Projections from Funnel + Demand Gen Potential) |
Total Projection (by Volume) | Overall count of opportunities projected to be in the pipeline in the selected period and that close in the period chosen Calculated as (Generated Pipeline + Projections from Funnel + Demand Gen Potential) |
Demand Gen Potential (by Value) | $ value of opportunities and leads that are not yet in the funnel but are projected to get added to the pipeline in the selected created and closing periods |
Demand Gen Potential (by Volume) | Count of opportunities and leads that are not yet in the funnel but are projected to get added to the pipeline in the selected created & closing periods |
Velocity Till Stage | Average number of days taken by the leads that converted to the current stage |
Pipeline Readiness
Name | Description |
|---|---|
Walk-in Pipeline Value | The Pipeline Value for a Quarter on Day 0 of the quarter before the Quarter begins. For the Current Quarter and past quarters, this is the actual Day 0 Pipeline. For Future Quarters, this is the projected value as of Day 0. |
Walk-in Pipeline Volume | The Count of Opportunities for a Quarter on the Day 0 of the quarter before the Quarter begins. For the Current Quarter and past quarters, this is the actual Day 0 Pipeline. For Future Quarters, this is the projected value as of Day 0. |
Current Pipeline Value | Currently open pipeline $ value for the applied time period |
Projections from Funnel Pipeline Value | Pipeline $ value projected to get added in the applied time period |
Demand Generation Potential Pipeline Value | $ value of opportunities and leads that are projected to the pipeline, but are not in the funnel yet and will be generated in the future |
Rest of the Quarter Projections Value | Overall projected open pipeline $ value for the applied time period. Rest of the Quarter Projections = Risk-Adjusted Pipeline + Projections from Funnel + Demand Gen Potential |
Pipeline Target Value | Pipeline generation target for the applied time period |
Current Pipeline Volume | Count of opportunities currently open and expected to close in the applied time period |
Projections from Funnel Pipeline Volume | Count of opportunities projected to get added in the applied time period |
Demand Gen Potential Pipeline Volume | Count of opportunities and leads that are projected to the pipeline, but are not in the funnel yet and will be generated in the future |
Rest of the Quarter Projections Volume | Overall count of opportunities projected to be in the pipeline in the applied time period. Rest of the Quarter Projections = Risk-Adjusted Pipeline + Projections from Funnel + Demand Gen Potential |
Pipeline Target Volume | Pipeline generation target for the applied time period (in terms of count of opportunities) |
Risk-Adjusted Pipeline | The Pipeline for a quarter is adjusted to risk, such as Push and Pull. Current Pipeline + Projected Pipeline Pull - Projected Pipeline Push |
Projected Pipeline Push | The Pipeline is projected to be pushed out of the quarter to another quarter by the end of the quarter |
Projected Pipeline Pull | The Pipeline that is projected to be pulled into the quarter from another quarter by the end of the quarter |
Pipeline Gap (Pipeline Readiness) | The Pipeline that is still needed from the Total Projections to hit the booking targets. If Total Booking Projections is greater than Target Booking, this becomes “No Pipeline Gap”. Pipeline Gap = (Target Bookings-Projected Bookings)/ (Projected Win rate) |
Recommended Pipeline | The Pipeline is recommended based on the currently projected win rates to meet the booking target. Recommended Pipeline = Rest of the Quarter Pipeline + Pipeline Gap |
Pipeline Processed Till Date | $ value of Opportunities that have been either open or closed to date for the closing quarter. Current Pipeline + Closed Won + Closed Lost |
Full Quarter Projections | The overall amount of Pipeline is projected to be processed in the quarter Rest of the Quarter Projections + Closed Won + Closed Lost |
Current Pipeline Coverage | Currently open pipeline $ value compared with the booking target for the applied time period. Current Pipeline / (Booking Target - Current Booking) |
Risk Adj. Pipeline Coverage | Currently open Risk adj. Pipeline $ value compared with the booking target for the applied period. Risk Adj. Pipeline / (Booking Target - Current Booking) |
Projected Pipeline Coverage | Overall projected pipeline $ value compared with the booking target for the applied time period. Rest of Quarter Projection/ (Booking Target - Current Booking) |
Recommended Coverage | The pipeline is required to meet the booking target for the applied closing time period Recommended Coverage = Recommended Pipeline/(Target Booking - Current Booking) |
Pipeline Coverage Target | Pipeline coverage target for the chosen or applied time period Pipeline Readiness Target / (Target Booking - Current Booking) |
Current Win Rate | % open opportunities won in the applied time period. Current Booking/Pipeline Processed Till Date |
Projected Win Rate (For Current Pipeline) | % opportunities projected to be won in the applied time period. Projections from the pipeline stage to Booking/Current Pipeline |
Projected Win Rate (For Risk Adj. Pipeline) | Weighted average of the win rate of (Current Pipeline’s win rate and the Projected Pipeline Pull’s win rate |
Projected Win Rate (For Rest of Quarter Projection) | Weighted average of the win rate of (Risk Adjusted Pipeline, Projections from Funnel, Demand Generation Potential) |
Projected Win Rate (For Full Quarter Projections) | Weighted average of the Current win rate and the win rates of (Current Pipeline, Projected Pipeline Pull, Projections from Funnel, and Demand Gen Potential) |
Current Pipeline Velocity | Avg. time an opportunity has taken to win in the current quarter |
Projected Pipeline Velocity | Avg. time an opportunity is projected to take to win in the applied time period |
Overall Pipeline Value | Count of all currently open opportunities |
Overall Pipeline Volume | Count of all currently open opportunities |
Avg. opportunity duration in state | Avg. time an opportunity has spent in that state |
Avg. opportunity age in stage | Avg. time an open opportunity has spent in the pipeline stage |
Projected pipeline value from the stage | RevSure estimated the Pipeline $ value projected for lead stages anytime in the future |
Overall Projected Pipeline Value from the funnel | Overall $ value projected to be in the pipeline from the active funnel anytime in the future |
Projected pipeline volume from the stage | RevSure estimated the volume of leads projected to be in the pipeline stage from each stage at a future time |
Overall Projected Pipeline Volume from funnel | Overall count of leads projected to be in the pipeline from the active funnel anytime in the future |
Booking Readiness
Name | Description |
|---|---|
Current Booking Value | $ value of opportunities closed won in the applied time period |
$ value of opportunities and leads projected to get added to closed won in the applied time period | |
Demand Gen Potential Value | $ value of opportunities and leads that are projected to closed won, but are not in the funnel yet but will be generated in the future |
Total Projections - Booking Value | Overall $ value of opportunities and leads projected to close in the applied time period Current Booking Value + Projections from Funnel Value + Demand Gen Potential Value |
Booking Target Value | Booking $ value targeted for the applied time period |
Current Booking Volume | Count of opportunities closed won in the applied time period |
Projections from Funnel Volume | Count of opportunities and leads projected to get added to closed won in the applied time period |
Demand Gen Potential Volume | Count of opportunities and leads that are projected to be closed as won, but are not in the funnel yet, but will be generated in the future |
Total Projections - Booking Volume | Overall count of opportunities and leads projected to close in the applied time period Current Booking Volume + Projections from Funnel Volume + Demand Gen Potential Volume |
Booking Target Volume | Target count of opportunities to be booked as won in the applied time period |
Projected booking value from the stage | RevSure estimated the Booking $ value projected from the lead and opportunity stages, anytime in the future |
Overall Projected Booking Value from funnel | Overall $ value projected to be in the pipeline from the active funnel anytime in the future |
Projected booking volume from the stage | RevSure estimated the volume of leads and opportunities projected to be in the Booking stage from each stage at a future time |
Overall Projected Booking Volume from the funnel | Overall $ value projected to be in the pipeline from the active funnel anytime in the future |
Velocity till stage | Average number of days taken by the leads in the current stage to reach the next stage |
Number of activities till the stage | Number of activities performed by a lead/opportunity |
Number of campaign activities till the stage | Number of campaigns touched by a lead/opportunity |
Top 3 activities till the stage | Top 3 activities performed by the open leads till they have reached that stage from the time they entered the funnel |
All Win Rate Calculations
Calculated as the weighted average of the win rate of (Risk Adjusted Pipeline, Projections from Funnel, Demand Generation Potential) |
Pipeline Health
Metrics | Description |
|---|---|
New Pipeline | A pipeline that is created in a quarter with a closing date in the same quarter |
Pipeline Pulled Till Date | The pipeline that is pulled into the quarter from future quarters after the start of the quarter till the current date |
Pipeline Pushed Till Date | The pipeline that is pushed out of the quarter to future quarters after the start of the quarter till the current date |
Win Rate Till Date | % open opportunities won in the applied time period. Current Booking/Pipeline Processed Till Date |
Avg. Age | Average time spent by the currently open opportunities in the pipeline stage |
Avg. Deal Size | Average size of the opportunities currently open in the quarter Current Pipeline Value / Current Pipeline Volume |
Number of Accounts | Unique Number of Accounts from the Current Pipeline Volume |
Avg. Sales Cycle Length | Average time taken by the Closed Won Opportunities to move from the Pipeline Stage to the Closed Won Stage. |
Avg. Campaign touches | Average number of Campaign touches associated with each currently open opportunity closing in the quarter |
Avg. Activities | Average number of Activities associated with each current open opportunity closing in the future |
Closed Won | Number of Opportunities closed and won in the quarter |
Closed Lost | Number of Opportunities closed lost in the quarter |
% Mix | % composition of a particular split against the overall volume/value. Volume (or) Value of a split/Total Volume (or) Value of all splits |
Relative Win Rate | Win rate of a split compared against a baseline of the historical win rate of all splits. Calculated as Average Adjustment * Overall Historical Win rate Where the Average adjustment is calculated against the win rate of all opportunities. If >1, it is above the baseline, and if <1, it is below the baseline |
Win Rate Influence% | The influence that a part split has on improving the overall win rate. Could be positive or negative depending upon if it is above baseline or below baseline Calculated as (Average Adjustment - 1) * Opp% % Mix |