Overview: Sum of all pipeline associated to opportunities that were open at the beginning of the selected time period (on the "since" date) and Closed Lost during the 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 were already open at the beginning of a given time period and were moved to Closed Lost during the selected 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 opportunity closed. 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 previously-open pipeline that was closed lost during the current quarter (or current month for SMB teams). Atrium will compare that value to the amount closed lost by each rep's peers. The alerts let you know if a rep has lost significantly more or less pipeline 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, and the close date.
How to use it: This card is helpful in forecasting to understand whether there are individuals who are moving a significant portion of their pipeline to closed lost. More importantly, this is one component of understanding total pipeline change since a certain date.