Card in Atrium: Pipeline Pushed card

Overview

Sum of all pipeline associated to opportunities where the Close Date moved from the given time period into a future time period. (Learn more about how Atrium Actions & Objects work to calculate metrics.)

Why It’s Important

Understanding how much pipeline is likely to close in the time period where it's currently forecast is helpful for understanding at what level the overall forecast should be projected and whether individual reps have sufficient pipeline coverage to meet their goals.

Who It’s Useful For

AEs and their managers, and AMs and their managers.

Definition

Sum of the value of all opportunities that previously had close date during a given time period and now have a close date outside of that 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.

What Data Is Used

All information comes from the Opportunity object in Salesforce. The Opportunity Owner tells us which reps owns the opportunity. The Close Date tells us in which time period the rep previously expected and currently 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.

Alerting

Alerting on this card looks at the total amount of pipeline with a close date that has shifted out of the current quarter (or current month for SMB teams). Atrium will compare that value to the amount "pushed" by each rep's peers. The alerts let you know if a rep has pushed significantly more or less pipeline into future periods 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 Source, the Forecast Category, the Opp Type, the Stage, the "Initial Opp Ownership" indicating whether the AE owned the opportunity at the initial date selected, the date on which the opportunity's close date was changed to push it out of the period, the initial close date, and the current close date.

How to Use It

This card is helpful in forecasting to understand whether there are individuals who routinely reassign pipeline to future periods or overestimate how quickly they can get a deal in.

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