Overview

Sum of all pipeline per rep associated to opportunities that were open and in that person's name during a given time period. (Learn more about how Atrium Actions & Objects work to calculate metrics.)

Metric Time Vector:The day on which an opportunity was owned that sums to a pipeline value.

Metric Value Vector:The sum of all the value of open opportunities, using the mapped "Atrium Pipeline Value" field.

Note- we use the mapped "Atrium Bookings Value" field for Closed Won opportunities and the mapped "Atrium Pipeline Value" field for Closed Lost opportunities.

Why It’s Important

Understanding pipeline coverage is key to anticipate issues with an AE hitting quota, and knowing what happened to pipeline historically is important to forecast bookings. This card can also identify issues with “Static” pipeline that isn’t advanced forward in the sales funnel and with which a rep may need help.

Who It’s Useful For

AEs and their managers, and AMs and their managers.

Definition

Sum of the value of all opportunities that were open during a given time period. By default, this will be the value in the standard Amount field in Salesforce, but you can customize this to show a different value specific to your organization.

That total value is then classified into six buckets:

New: Pipeline associated with an opportunity that was created during the time period, or was transferred to the rep by someone else (and thus, was new to that rep) during the time period, and is still open.
Advanced: Pipeline associated with an opportunity that was open and in that rep's name at the beginning of the time period and is still open and in that rep's name, but has advanced one or more stages during the time period.
Static: Pipeline associated with an opportunity that was open and in the rep’s name at both the beginning and the end of the time period and remained in the same stage.
Transferred: Pipeline associated with an opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was transferred to another rep before the end of the time period.
Closed Won: Pipeline associated with an opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was Closed Won before the end of the time period.
Closed Lost: Pipeline associated with an opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was Closed Lost before the end of the time period.

What Data Is Used

All information comes from the Opportunity object in Salesforce. The Opportunity Owner tells us whether a given rep owned the opportunity at any point and whether they still own it. The Created Date tells us whether the opportunity was new during the time period, and the Stage and Close Date let us know whether it was advanced or closed during that period. The pipeline value shown pulls the standard Amount field by default but can be updated to pull from a custom field in the Salesforce Data Settings or by notifying Atrium customer success.

Alerting

Alerting on this card works against the sum of the value of New, Advanced, and Static opportunities. Atrium will compare the value of New, Advanced, and Static opportunities over the trailing 30 days to the same sum over the prior six 30-day periods. The alerts let you know if a rep has significantly more or less open pipeline in his name than usual, or significantly more or less than his peers.

Back of Card

The data on the back of this card shows, for each Opportunity included in the calculation, the Opp Name of the associated Opportunity, the Opp Status per the six buckets defined above, the Opp Size shown as the amount in dollars, and the Opp Stage.

How to Use It

One way that this card will be helpful is in identifying not only the total pipeline carried by a rep, but how much of that pipeline is fresh or advancing, versus remaining in the same stage and showing as "static" on this card, which can be helpful in forecasting.

Important to Note

When looking at the individual, i.e. rep individual total, any new Opportunities for that individual during the timeframe selected will reflect the new status, but when looking at the team, i.e. team total, transfers between reps on the same team will not reflect a new status.

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Pipeline Owned