The Snapshot Funnel and Pipeline page helps you understand the current, active state of the funnel. It tells you how many leads, MQLs, SQLs, and Opportunities you have as of a certain date. The snapshot funnel page allows you to visualize your entire funnel in a single view, enabling you to identify leakages and evaluate channel performance to ensure you spend where you are likely to convert.
Key Features
Track stage-by-stage conversions & velocity bottlenecks to prioritize leads for improved performance
Identify the most effective channels, customer segments, personas, and tactics to target for E-2-E revenue generation
Recognize hot spots of funnel leakage and fix them
Funnel Performance
This gives you insight into how your revenue funnel is performing for the selected period. It captures active leads at various stages of the revenue funnel. Below are the controls & filters available for selection
Select the filters that you would like to apply and click on Apply.
Select the period for which you want to view the funnel. You can select a variety of predefined periods, such as Prev 365 days, This year, This Quarter, etc., or a custom date range
Select how you want to view the trend.
Monthly or Quarterly
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There are 5 tabs under this page, which include
Funnel
Funnel Trends
Addition
Progression
Leakage
Summary Section
All 5 tabs have a summary section which provides information about how your funnel is performing, including the metrics across funnel stages, trend-lines of how they are evolving, and differences which show if they have increased or decreased over the previous period (month or quarter)
The numbers on the summary section of the funnel tab indicate the count of leads that are active as of, and not before, the specified time period. The trend lines indicate the count of leads at the end of each month or quarter. Similarly, the differences indicate the increase or decrease in the count of leads over the previous month or quarter.
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For example: If the current date is 10-Sep-2022, the period chosen is the previous 365 days, and the trends view is monthly, the trendlines show the count of leads from 11-Sep-2021 to 10-Sep-2022 as the right-most first point, 1-Sep-2021 to 31-Aug-2022 as the second point, 1-Aug-2021 to 31-July-2022 as the third point, from 1-Oct-2020 to 30-Sep-2021 as the left-most point. Contrarily, differences follow a period-to-date comparison. In this example, the differences show the difference in count between 11-Sep-2021 to 10-Sep-2022 and 11-Aug-2021 to 10-Aug-2022, expressed as a %. If they are in green, it means that the count has increased over the previous month, and the same in red means that it has decreased.
Funnel Tab
This shows the current state of the funnel based on the selected date. You can do a performance comparison of the funnel based on a selected time period or against your targets. This helps you understand whether you are meeting your target, and compared to the previous month how the numbers have changed. The dotted line indicates the status of the funnel in the previous month.
Split by - gives you information on how much came from the inbound vs outbound, new vs upsell, sales vs marketing or any other dimension
By Value / Volume - Toggle between the metrics - volume of leads or value of opportunities
Compare with - Choose how you would like to compare the funnel performance
Select the labels option to enable and view the labels on the funnel.
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Funnel Table
Each column in the table is a stage in the funnel. Each row in the table is a metric. There are 4 metrics by default in the Snapshot funnel and Pipeline page:
Value - the total dollar value of the opportunities currently in the funnel. Each column indicates the dollar values of the stages.
Volume - the total count of leads/opportunities in the funnel. Each column indicates the count of the stage.
Avg. Duration - the average number of days the leads have spent in all stages. Each column indicates the average number of days the stage items have spent in that stage.
End-to-End Ratio- The ratio of the number of leads in the last stage to that in the first stage, expressed as a %. Each column indicates the ratio of the number of leads in the current stage to that in the previous stage, effectively called the Stage-to-Stage Ratio
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Funnel Trends
In this tab, you can view the funnel trend month over month, or quarter over quarter, and track the progress.
Select how you want to view the funnel trends.
Weekly, Monthly, Quarterly
The funnel trend gives the following insights:
Out of the total active volume and its associated dollar value, how many are at different stages of the funnel? Has it increased or decreased over the previous month/quarter?
On average, how much time do leads spend in different stages of the funnel? Has it increased or decreased over the previous month/quarter?
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Addition
In this tab, you can view the newly added leads within the time period and the stages they are in, in a trend view.
The Summary section of the Addition tab tells you how many leads, MQLs, SQLs, Opportunities, etc., have been added to your funnel as of, and not before, the specified time period.
The trends indicate how much has been added to the funnel at the end of each month before finally reaching the number as of the end date.
The differences indicate whether the number has increased or decreased over the previous month or quarter on a MoM or a QoQ basis.
For example. If the current date is 10-Sep-2022, the period chosen is Previous 365 days, and trend view is monthly, the numbers indicate how much has been added to each stage as of 10-Sep-2022 but not before 11-Sep-2021. The trends indicate how much has been added from 1-Sep-2022 to 10-Sep-2022 as the right-most first point, 1-Aug-2022 to 31-Aug-2022 as the second point, and so on. On the other hand, differences indicate the difference between the count from 1-Sep-2022 to 10-Sep-2022 and 1-Aug-2022 to 10-Aug-2022, expressed as a % to determine if they have increased or decreased.
You can choose which stages to show and hide by clicking on the "All stages" dropdown and choosing only the stages that you would like to view the trends.
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Progression
In this tab, you can view the leads that moved from one stage to another within the period in a trend view.
This tab's summary section follows the same logic as the addition tab
Leakage
In this tab, you can view the leads that got lost within the selected period in a trend view
This tab's summary section also follows the same logic as that of the addition and progression tabs.