All Atrium Metrics Catalog by Role, Goals, and Use Case

Overview

Sum of bookings where the individual shown in Atrium created the opportunity.

Why It’s Important

Because bookings make the company go, and you want to understand where those bookings are originating

Who It’s Useful For

All reps responsible for opportunity creation, including SDRs and AEs.

Definition

For individuals, the sum of all Opportunities that have been marked “Closed Won” with a Close Date in a given time interval where that individual created the opportunity. At a team level, the average or total, per rep on that team, of the above.

What Data Is Used

Salesforce Opportunity data from the Amount (or custom) field, and the Close Date field to associate to the appropriate timeframe. This card pulls the standard Amount field by default but can be updated to pull from a custom field by an admin user (see the Salesforce Data Mapping section of the Admin overview) or the Atrium Customer Success team. Similarly, by default, the standard Created By field in Salesforce is used to indicate opportunity creation, but that can also be edited in the Salesforce Data Mapping section of the admin panel in Atrium.

Alerting

Alerting on this card is based on the fiscal quarter. Personal alerts will compare bookings quarter-to-date that were created by the rep against the average bookings to the same point in the prior four fiscal quarters, and goal alerts will compare pacing of bookings versus prior quarters to determine whether a rep is on track to hit the defined goal. Peer alerts will compare bookings closed “this quarter” that were sourced by each rep as well.

Back of Card

The data on the back of this card shows, for each Opportunity included in the calculation, the Opportunity Name of the associated Opportunity, the Opportunity Type, the amount of bookings in dollars, the opportunity source, and the date on which the Opportunity was created.

How to Use It

The Bookings Sourced card can be used to identify the SDRs who have been most successful in creating high-quality deals, in order to best understand what leading indicator patterns of activity are leading to that success, and to show the output metric driven by precursor metrics in other cards.

The Bookings Sourced card also provides filters to show where bookings are coming from, by opportunity source and by opportunity type (new vs. existing customers), so that you can see where SDRs and AEs are finding those contacts to reach out to in the first place.

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