Below are the metric descriptions for the Cohort Intelligence page.
Multi Start Stage Analysis
Name | Description | Calculation Logic |
|---|---|---|
Generated Volume in Stage | Number of leads or opportunities created in that stage in the selected period | Count of leads or opportunities that have been created directly in that stage (or any of that stage’s states) + count of leads or opportunities that have moved into that stage (or any of that stage’s states) from any previous stage in the selected time period |
Direct Generated Volume | Number of leads or opportunities directly created in that stage in the selected period | Count of leads or opportunities that have been created directly in that stage (or any one of that stage’s states) |
Generated Value in Stage | Amount in $ created in that stage in the selected period. For bookings and pipeline, it is the sum of the opportunity amount of created opportunities, and for pipeline-prior stages, it is the predicted pipeline value of created leads or opportunities in that stage | The sum of the opportunity Value or Predicted Pipeline Value of the Generated Volume in that Stage in the selected time period |
Direct Generated Value | Amount in $ directly created in that stage in the selected period. For bookings and pipeline, it is the sum of the opportunity amount of directly created opportunities, and for pipeline-prior stages, it is the predicted pipeline value of directly created leads or opportunities in that stage | The sum of the opportunity Value or Predicted Pipeline Value of the Direct Generated Volume in that Stage in the selected time period |
Converted Volume from the stage | Number of leads or opportunities converted from the stage to the next stage from the start of the created period to the as-of-date. | Count of leads or opportunities that have progressed from a given stage out of the cohort of leads to the next stage in the selected as-on-date |
Converted Value from stage | Amount in $ converted from the stage to the next stage. For bookings and pipeline, it is the sum of the opportunity amount of progressed opportunities, and for pipeline-prior stages, it is the predicted pipeline value of progressed leads or opportunities from that stage | The sum of the opportunity value or predicted value of the converted volume from the stage as of the as-of-date |
Stage to Stage Conversion % | % of Leads or Opportunities that converted from the stage out of the Generated Volume | Converted Volume from Stage / Generated Volume |
Stage to Stage Velocity | The average time taken by the leads or opportunities to move from one stage to the next stage | Average velocity of the converted volume from one stage to the next stage |
Stage to Stage Median Velocity | The median time taken by the leads or opportunities to move from one stage to the next stage | Median velocity of the converted volume from one stage to the next stage |
Open Volume in Stage | Number of leads or opportunities presently open in that stage out of the generated volume from the start of the created period to the as-on-date | Generated Volume in Stage in the selected time period - Count of Leads or Opportunities that are presently not in that stage
|
Open Value in Stage | Amount in $ presently open in that stage out of the generated value from the start of the created period to the as-on-date For bookings and pipeline, it is the sum of open opportunity amount, and for pipeline-prior stages, it is the sum of the predicted pipeline value of open leads or opportunities in that stage | The sum of (Opportunity Value or Predicted Pipeline Value) of the Open Volume in that Stage |
Leakage Volume from Stage | The number of leads or opportunities leaked from that stage out of the generated volume from the start of the created period to the as-of-date | Count of leads that were leaked in the selected time period |
Leakage Volume in Stage | Amount in $ leaked from that stage out of the generated value from the start of the created period to the as-of-date For bookings and pipeline, it is the sum of the leaked opportunity amount, and for pipeline-prior stages, it is the sum of the predicted pipeline value of leaked leads or opportunities in that stage | The sum of (Opportunity Value or Predicted Pipeline Value) of the Leaked Volume in that Stage |
Overall Metrics for each stage level metric
Generated Volume
Total Lead Volume - count of unique leads generated across lead stages
Total Opportunity Volume - count of unique opportunities generated across opportunity stages (excluding closed won)
Total Closed Won Volume - count of unique closed won opportunities
Generated Value
Total Lead Value - projected pipeline value of total lead volume (generated)
Total Opportunity Value - actual/projected pipeline value of total opportunity volume (generated)
Total Closed Won Value - actual value of total closed won volume (generated)
Direct Generated Volume
Total Lead Volume - count of unique leads generated across lead stages directly
Total Opportunity Volume - count of unique opportunities generated across opportunity stages directly(excluding closed won)
Total Closed Won Volume - count of unique closed won opportunities directly
Direct Generated Value
Total Lead Value - projected pipeline value of total lead volume (Direct generated)
Total Opportunity Value - actual/projected pipeline value of total opportunity volume (Direct generated)
Total Closed Won Value - actual value of total closed won volume (Direct generated)
Open Volume
Total Lead Volume - the sum of lead volume open in all lead stages
Total Opportunity Volume - the sum of open opportunity volume in all opportunity stages
Total Closed Won Volume - count of unique closed won opportunities
Open Value
Total Lead Value - projected pipeline value of total lead volume (open)
Total Opportunity Value - actual/projected pipeline value of total opportunity volume (open)
Total Closed Won Value - actual value of total closed won volume (open)
Duration in Stage
The number of days spent by the open leads or opportunities in the respective funnel stages
Converted Volume from Stage
End-to-End Converted Volume - The count of volume of leads that converted from the first stage to the last stage
Converted Value from Stage
End-to-End Converted Value - The sum of the value of leads that converted from the first stage to the last stage
Stage to Stage Conversion
End-to-End Conversion% - The % of leads that converted from the first stage to the last stage
Stage to Stage Velocity
End-to-End Velocity - The average number of days spent by the leads to move from the first stage to the last stage
Stage to Stage Median Velocity
End-to-End Median Velocity - The median number of days spent by the leads to move from the first stage to the last stage
Leakage Volume
Total Lead Volume - count of unique leads leaked across lead stages
Total Opportunity Volume - count of unique opportunities leaked across opportunity stages
Leakage Value
Total Lead Value - projected pipeline value of total lead volume (leaked)
Total Opportunity Value - actual/projected pipeline value of total opportunity volume (leaked)
Single Start Stage Analysis
Name | Description |
|---|---|
Generated Volume | Number of leads or Opps created in that stage for the first time during the period |
Generated Value | Actual or Projected $ value of Generated Volume |
Generated Account Volume | Unique Number of Accounts from the Generated Volume |
Progressed Volume (From Created Stage) | From the start stage volume, the number of leads or opportunities seen in that stage, as on the given date from the start date of the created period. It includes both direct and indirect conversions from the start stage. |
Progressed Value (From Created Stage) | Actual or Projected $ value of Progressed Volume (From Start Stage) |
Progressed Account Volume (From Created Stage) | Unique Number of Accounts from the Progressed Volume (From Start Stage) |
% Progression (From Created Stage) | % of Leads that progressed to a stage from the created stage Calculated as (Progressed Volume (From Created Stage) / Generated Volume) |
Progressed Velocity (From Created Stage) | Average Time taken by the leads in Progressed Volume (From Created Stage) to move from the created stage to the particular stage |
Progressed Median Velocity (From Created Stage) | Median Time taken by the leads in Progressed Volume (From Created Stage) to move from the created stage to the particular stage |
Progressed Volume (From Previous Stage) | From the start stage, the number of leads directly moved to the next stage, and from that stage, what directly moved to the next stage, and so on. Includes only the leads who moved from the previous stage. This should be the same as the progression data in CI - progression tab. |
Progressed Value (From Previous Stage) | Actual or Projected $ value of Progressed Volume (From Previous Stage) |
Progressed Account Volume (From Previous Stage) | Unique Number of Accounts from the Progressed Volume (From Previous Stage) |
% Progression (From Previous Stage) | % of Leads that progressed to a stage from the created stage Calculated as (Progressed Volume (From Previous Stage) / Generated Volume) |
Progressed Velocity (From Previous Stage) | Average Time taken by the leads in Progressed Volume (From Previous Stage) to move from the previous stage to the particular stage |
Progressed Median Velocity (From Previous Stage) | Median Time taken by the leads in Progressed Volume (From Previous Stage) to move from the created stage to the particular stage |
Progressed Volume (To Subsequent Stages) | From the progressed Volume (From the Start Stage), the number of leads moved to the subsequent stage from that stage. It includes those leads from the start stage that were seen in that stage and progressed to any of the subsequent stages. This does not include volume that regressed from forward stages. |
Progressed Value (To Subsequent Stages) | Actual or Projected $ value of Progressed Volume (To Subsequent Stages) |
Progressed Account Volume (To Subsequent Stages) | Unique Number of Accounts from the Progressed Volume (To Subsequent Stages) |
Regressed Volume (To Prior Stages) | From the Progressed Volume (From the Start Stage), the number of leads that regressed to any of the previous stages. |
Regressed Value (To Prior Stages) | Actual or Projected $ value of Regressed Volume (To Prior Stages) |
Regressed Account Volume (To Prior Stages) | Unique Number of Accounts from the Regressed Volume (To Prior Stages) |
Leakage Volume from Stage | From the Progressed Volume (From the Start Stage), the number of leads that leaked from that stage |
Leakage Value from Stage | Actual or Projected $ value of Leakage Volume from Stage |
Leakage Account Volume from Stage | Unique Number of Accounts from the Leakage Volume from Stage |
Current Volume in Stage | From the Progressed Volume (From the Start Stage), the number of leads that are still open in that stage |
Current Value in Stage | Actual or Projected $ value of Current Volume in Stage |
Current Account Volume in Stage | Unique Number of Accounts from the Current Volume in Stage |
Progression Tab
Name | Description |
|---|---|
Progressed Volume | Out of the leads created in the start stage during the created time period, the number of leads that directly moved to the next stage, and from that stage, what directly moved to the next stage, and so on, during the progression period. Includes only the leads who moved from the previous stage. |
Progressed Value | Amount in $ of the progressed Volume. For progressions to bookings and pipeline, it is the sum of progressed opportunity amount, and for pipeline-prior stages, it is the sum of predicted pipeline value of progressed leads or opportunities in that stage |
Progressed Volume % | The percentage of leads and opportunities that moved to the next stage from the previous stage. Count of leads and opportunities that progressed to the next stage / Count of leads that were available for progression |
Progressed Value % | The percentage of actual or projected pipeline value that moved to the next stage from the previous stage. The sum of Actual or projected pipeline value that progressed to the next stage / Sum of Actual or projected pipeline value that was available for progression |
Conversion Trends
Metric | Description |
|---|---|
Created | Volume or Value created in a stage in the quarter |
Progressed | Volume or Value that progressed to any of the subsequent stages as of the selected as-on-date |
Regressed | Volume or Value that regressed to any of the previous stages as of the selected as-of-date |
Open | Volume or Value that is open as of the analysis date in that stage as of the selected as-on-date |
Leaked | Volume or Value that dropped off from the funnel from any of the stages as of the selected as-of-date |