Overview: Sum of all pipeline with a close date during the given time period, weighted by the probability of the relevant opportunity stage.
Why it’s important: Understanding pipeline coverage is key to anticipate issues with an AE hitting quota. Filtering on this card allows you to see probability-weighted future pipeline by stage, forecast category, opportunity health, and other factors.
Who it’s useful for: AEs and their managers, and AMs and their managers.
Definition: Sum of the value of all opportunities with a close date during a given time period, multiplied by the probability associated to the stage that the opportunity is in. (This is also how the "Expected Revenue" field in Salesforce is calculated.) By default, the opportunity's value 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.
What data is used: All information comes from the Opportunity object in Salesforce. The Opportunity Owner tells us which rep owns the opportunity. The Close Date tells us in which time period the rep expects the booking to come in. 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. The Probability is the one associated with the relevant stage in Salesforce.
Alerting: Alerting on this card looks at the total amount of probability-weighted pipeline with a close date in the next 90 days. Atrium will compare that value to the amount owned by each rep's peers. The alerts let you know if a rep has significantly more or less weighted 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 individual who owns the Opportunity, the Opp Name of the associated Opportunity, the Opp Size shown as the amount in dollars, the Opp Stage, the Close Date, the Opp Health score given by Atrium, the Opp Type, the Opp Source, the Forecast Category, and the Account Tier (if applicable).
How to use it: One way that this card will be helpful is in identifying not only the total pipeline carried by a rep, and when that pipeline is expected to close, but also what that number looks like weighted by opportunity stage to get a better sense of the true expected value of that pipeline. You can further investigate using the filters for forecast categories and opp health buckets that pipe falls into, which can be helpful in forecasting.