Link: New Pipeline Owned card
Overview: Sum of pipeline associated to opportunities that were new to the individual during the given time period.
Why it’s important: Understanding how well AEs are filling the top of their pipeline is an important leading indicator of future bookings. Furthermore, the ability to see where that new pipeline is now can highlight any individuals who are moving a disproportionate amount of their pipeline to Closed Lost quickly after assigning a value.
Who it’s useful for: AEs and their managers, and AMs and their managers.
Definition: Sum of the value of all opportunities that were new to an individual 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 five buckets:
- Advanced: Pipeline associated with an opportunity that has advanced one or more stages during the time period.
- Static: Pipeline associated with an opportunity that has remained in the same stage.
- Transferred: Pipeline associated with an opportunity that was transferred to another rep before the end of the time period.
- Closed Won: Pipeline associated with an opportunity that was Closed Won before the end of the time period.
- Closed Lost: Pipeline associated with an opportunity that 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 when a given rep took ownership of an opportunity and whether they still own it. 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 all included opportunities. Atrium will compare the value of pipeline from opportunities new to the rep 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 five buckets defined above, the Opp Size shown as the amount in dollars, the Opp Stage, the Opp Type, the Opp Source, the Forecast Category, the Close Date, the Account Tier (if applicable), and whether the opportunity ever reached a sales-accepted stage.
How to use it: This card is helpful as a gauge of whether reps' are keeping the top of their pipeline full. For those organizations with a heavily inbound sales motion, this can indicate how well-distributed opportunities are, and for those with an outbound motion, it can be a measure of the degree to which AE and SDR prospecting activity is generating results for each AE.