Link: Pipeline Pulled card
Overview: Sum of all pipeline associated to opportunities where the Close Date moved from a past or future time period into the given time period.
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 outside a given time period and now have a close date within 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 into the current quarter (or current month for SMB teams). Atrium will compare that value to the amount "pulled in" by each rep's peers. The alerts let you know if a rep has pulled in significantly more or less pipeline from 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 pull it into 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 from future periods. This is also one important input in understanding total pipeline change.