The Pipeline Generation section allows you to answer questions related to pipeline generation, such as the trend of the pipeline generated within a time period, their projections, and targets, and helps you understand how much pipeline you will be generating at the end of your quarter and the end of the year. This section gives you an idea of how your pipeline generation looks based on your existing funnel and leads that are not part of your funnel yet.
Pipeline Generation Metrics can be found here
Key Features
Total Pipeline Generation against Target
Quantification of Pipeline Generation value based on Marketing and SDR funnel
Quantification of Pipeline Generation value based on the unseen funnel
Projected Win Rate to assess the Pipeline Quality
Recommendations to improve Pipeline Generation and Conversion
You can apply filters to any data that you would like to filter. Choose your pipeline creation period and its projected closing period. Along with that, select whether you would like to view the report by Deal value or count of opportunities created (Value vs Volume).
Filters
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Apply filters for any data that you would like to filter in. There are multiple filters available:
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.
Created Time Period: You can filter the data based on when the lead was created. The options contain the current quarter and a few future quarters.
Closing Time Period: You can filter the data based on when the lead is expected to close.
Metric: Use this filter to view the data on the page in terms of volume or dollar value.
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.
View Projections: Choose the timeframe for projections, such as quarterly or yearly, to analyze forward-looking pipeline performance.
Metrics
Generated Pipeline
The Generated Pipeline is the Pipeline generated in the selected time period. The closing time period refers to when the pipeline will close based on its closing date. The pipeline can also be viewed in terms of value (revenue) or in terms of volume (number of opportunities). There is also an associated ‘Projected Win Rate’, which is forecasted using Revsure’s ML models. This projection gives us a view into the composition of what the projected win rate is for different industries, opportunity types, and company sizes. It also includes a list of factors with their positive and negative contributions to the Projected Win Rate, as seen below.
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Total Projection
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This is the projected addition to the pipeline by the end of the quarter. It can also be viewed in terms of value (revenue) or in terms of volume (opportunities created).
Total Projections for a quarter are made up of 3 components and are calculated using the following formula:
Total projections = Generated Pipeline + Projections from Funnel + Demand Generation Potential
‘Projections from funnel’ is the value that is expected to close from the current pipeline. ‘Demand Generation Potential’ is the possibility of new opportunities coming into the funnel and closing in this quarter.
Monthly Projections for the Pipeline Generated in the Current Quarter:.png)
In the Pipeline Generation tab, you can view the quarterly projection broken down by month for the current quarter. The monthly values roll up to the total quarterly projection—meaning the projections for Month 1, Month 2, and Month 3 together equal the overall quarter total.
For the months that have already passed, the numbers reflect the actual pipeline generated during those months. The remaining projections are based on a machine learning model that forecasts your expected pipeline for the quarter and distributes it across each month.
Target Pipeline
This is the value/volume that is set by the business for the pipeline generation. The generated pipeline and the total projections are compared against this. For the cards, there is a flag icon that serves as a visual indicator if we would meet/exceed the target (green flag icon) or miss the target (red flag icon).
To set your targets, you can go to the Target Configuration page.
For any selected card, the above data is represented as a table and a chart, as seen below.
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In the bar chart, each section of the bar is clickable to further show the segments and composition, as shown below.
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Clicking on the ‘Composition’ button (or clicking on the 3 dots in each tile) opens a side panel view to help the users further drill down into the data and also be able to export it if needed.
Side-panel View
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Summary
This section shows various summary metrics such as the filters selected, Generated Pipeline, volume, ‘Projection from Funnel’, ‘Demand Gen Potential’, and ‘Total Projection’.
Composition, Projections, and Tracking
Composition
This tab shows what the generated pipeline is made of based on data dimensions. The user can further drill down using the bar chart or the small arrow below the name of the dimension. This data can further be overlaid with RevSure metrics (below) to draw more insights.
Velocity till Stage: The amount of time (in days) from entering the funnel to entering the current stage
Age: The total amount of time since entering the funnel
Duration: The total amount of time spent in the current stage
Number of Activities Till Stage: Average Number of activities performed by the opportunities till the current stage
Projected conversion to Closed Won: The average projected win rate of the opportunities
Average Deal Size: The average opportunity value of each of the opportunities in the pipeline
For a more focused approach, click on all segments and choose only the dimensions that you would like to see the composition of. You can also see the top contributors by value or volume by toggling between them. If you would like to view how fast these contributors are moving, you can select to overlay them with the velocity till stage.
List and Export
The ‘List’ section shows a table of details for each lead, their journeys, and related metrics. You can use the ‘View Columns’ to add/remove the columns you want to see in the table.
The 'Export’ option allows you to export all the details as a CSV file. The export may take some time, but it is asynchronous, so you can continue using the application while the export is being processed in the background.
Projections from Funnel
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Clicking on the three dots menu or selecting ‘Projections from Funnel’ takes you to the projection tab of the side panel. The ‘Projections from Funnel’ tab tells you how much pipeline value is projected to get added from your funnel stages.
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.
Projection Tracking
Projections tracking shows you the end-of-quarter projections on each day of the quarter till today. It also lets you compare the change in projections against the change in underlying factors, such as Generated Pipeline QTD, Booking QTD, Open Pipeline, Marketing Campaigns, Active SDRs, etc., which influence the Projections in real time.
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