- Why It's Important
- Who It's Useful For
- What Data Is Used
- Back of Card
- How to Use It
Amount by which pipeline value changed for opportunities that were open at the beginning of the selected time period (on the "since" date) and increased in value during the period.
Why It’s Important
Understanding how much pipeline is likely to close in the time period where it's currently forecast, and what amount it's likely to close at, 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.
Total change in the value of all opportunities that were already open at the beginning of a given time period and increased in value during the selected time period (e.g., if an opportunity increased in value from $10k to $15k, the $5k value of the increase will be shown on this card). By default, this will be based on 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 on this card looks at the total amount of already open pipeline that increased in value during the current quarter (or current month for SMB teams). Atrium will compare that value to the amount that pipeline increased for each rep's peers. The alerts let you know if the value of a rep's open opps has increased by significantly more or less 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 changing the value of opportunities within their pipeline. More importantly, this is one component of understanding total pipeline change since a certain date.