The Atrium Pipeline Change card is an extremely powerful metric in Atrium. At a glance, it can show what has happened with the pipeline that an organization entered a quarter with - did it close win, lost, push out, pull in, etc.
But what about pipeline created in quarter?
To date, the columns in the pipeline change card have only included pipeline value that was in place since the beginning of the period in question (most commonly the quarter) and has a close date in the selected close date period (again, most commonly the quarter) .
In this example, since the beginning of this quarter, $29k in pipeline value with a close date in this quarter has been pushed out of the quarter.
The exception to this was the Closed Won column where pipeline that was created in the period (e.g., the quarter) and then Closed Won in the same period would count in that column (it would be weird if the Closed Won column for a period didn't line up with the Bookings card for that period!).
Velocity Motions - Pipeline Created and Closed Lost or Pushed In-Quarter
However, for organizations that create and disposition (Closed Won, Closed Lost, Pushed Out) a lot of pipeline in-period - this left something to be desired. This would primarily be organizations with <60 day sales cycles.
Many orgs have motions where pipeline is created in a quarter (say in Month 1), worked with an intention of closing it that quarter (say in Month 2), and then goes Closed Lost (or is Pushed Out) during that same time period (in Month 2 or 3). Shouldn't this pipeline be taken into consideration by the Pipeline Change card as well?
Turns out, yes! As such, we've made a change to the way the card works to be sure that this is included, both in the "New" column and whichever column the pipeline value for the opp landed in as of the viewing date.
New and Closed Lost: Opps and pipeline value that were created in a period, with a close date in the Close Date selection period, and then went to Closed Lost in the Close Date selection period will show up both in the New and Closed Lost column.
New and Pushed Out: Opps and pipeline value that were created in a period, with a close date in the Close Date selection period, and then subsequently had their Close Date changed to a date outside the Close Date selection period will show up both in the New and Pushed Out column.
New and Closed Won: Opps and pipeline value that were created in a period, with a close date in the Close Date selection period, and then subsequently Closed Won during the Close Date selection period will show up both in the New and Closed Won column. (This was already the case.)
New and Remaining: Opps and pipeline value that were created in a period, with a close date in the Close Date selection period, and remain open during the Close Date selection period as of the time of viewing will show up both in the New and Remaining column. (This was already the case)
Some visuals below. This is from a point in time with the old way and new way. Notice that the "Pushed Out" and "Closed Lost" columns from the "New Way" have more value than in the "Old Way" - this is because pipeline that is being created in quarter with a close date in quarter is now being counted in there.
This is very important for organizations that have <60 day sales cycles. If you have 15 day sales cycles, a large proportion of your opportunities and thus pipeline will be created and then resolved (Closed Won, Closed Lost, Pushed Out) during a time period - and that needs to be accounted for.
How this will show up: As a result of this change, you may see some changes to the "New", "Pulled In", "Closed Lost", "Pushed Out", and "Transfer" columns as Atrium starts accounting for this change.