Overview

Change in open pipeline value for all opportunities with a close date in the timeframe selected, where the change occurred after the "since" date.

(Learn more about how Atrium Actions & Objects work to calculate metrics.)

Why It’s Important

A lot of effort goes into building pipeline, so it's important to understand what happens to it! Looking at it on a quarterly basis means understanding how much pipeline is likely to close in the time period where it's currently forecast, which is important 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

This card bridges the total value of open pipeline at the "since" date to the total value of open pipeline now, for opportunities closing in the selected time period. Each area of the waterfall is defined as follows:

Starting Pipeline: Total amount of open pipeline that was open as of the "since" date that at the beginning of the period had a Close Date in the selected close date period. For example, for a user with a calendar fiscal year looked at this on February 3rd, have selected "Since the Beginning of This Quarter" and Close Date "This Quarter", this column would add up all the pipeline for the Selected Person, Team, etc. that had been open as of January 1st, and had a close date from January 1st through March.
New: Total amount of open pipeline that was either created or transferred to the individual or team being evaluated after the "since" date that had a Close Date in the selected timeframe as of the time of its creation or transfer. This is common for organizations that have velocity sales motions, where quite a bit of pipeline is created in a quarter targeting to close in that same quarter.
Pulled In: Total amount of open pipeline that had a Close Date outside of the selected timeframe as of the "since" date but subsequently had its Close Date into the selected timeframe. (e.g., started the period in next quarter and was pulled into "This Quarter").
Increased Value: Amount by which open pipeline with a Close Date in the selected timeframe increased in value since the "since" date.
Closed Won: Total amount Closed Won in the selected timeframe between the "since" date and now. Note that this amount decreases pipeline value because Closed Won opportunities are no longer open pipeline once they shift to bookings. Note: This also include pipeline that created and closed won in the current time period (e..g, "In Quarter"), even though it wasn't technically open as of the beginning time period. This is such that this aligns with the Bookings card.
Transferred: The “Transferred” value is any Pipeline that was included in the “Starting” Pipeline and was transferred to an individual who is not in the target group for the specified card view
Decreased Value: Amount by which open pipeline with a Close Date in the selected timeframe decreased in value since the "since" date.
Pushed Out: Total amount of pipeline open as of the "since" date that had a Close Date in the selected timeframe but that currently has a Close Date outside of the selected timeframe and any pipeline that was created since the "Since" date that initially had a Close Date in the selected period, but now has a Close Date outside of the selected period (e.g., "Created in-period to close in-period - but then pushed). This is again particularly important for velocity sales motions.
Closed Lost: Total amount of pipeline that was open on the "since" date but Closed Lost in the selected timeframe between the "since" date and now plus any pipeline that was created since the "since" date with a Close Date in the selected period, which Closed Lost in that selected time period.

In simplest terms, the Pipeline Change card is the "Starting Pipeline" + "New" + "Pulled In" + "Increased Value" = "Closed Won" + "Transferred" + "Decreased" + "Pushed" + "Closed Lost".

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.

Back of Card

The data on the back of this card shows, for each Opportunity included in the calculation, the areas of the waterfall where that opportunity is being included, the Opp Name, the initial and current amount, the initial Opp Stage, the Opp Source, the Opp Type, the Forecast Category, the Account Tier, whether the opp was sales-accepted as of the "since" date, the current close date, the current owner, and the date on which specific actions took place (e.g., when the pipeline was "pulled in").

How to Use It

This card is helpful in forecasting to understand how pipeline flows over the course of a month or quarter. It's also extremely helpful for looking back after a quarter or month is over to see "what happened?".

Important to Note

The Pipeline Change card is important in providing a full picture of open pipeline in a given timeframe, but there are a couple of instances where data can be confused if you are not reading the card correctly -

1. The opportunity stage filter, filters according to the opportunity stage on the since date. Deselecting specific opportunity stages will remove all opportunities in that stage on the since date, regardless of whether they advanced stages at a later date in the given timeframe.
2. The Pipeline Change card is looking at changes to Open Pipeline. This means that the Pipeline Change card will exclude any opportunities that were created in a Closed state.

In Summary

The Pipeline Change card's goal is to bridge the total pipeline from what was open in the first bar (the "since" date indicated in the top controls) to what is open now, where the Close Date either started or ended during the time period selected. What that means, when you're looking at a prior period, is that we're mostly telling you what happened to the pipeline that was already open at the since date (as there presumably isn't still open pipeline now for a period in the past).

Mainly, the question we are trying to answer for you is, "of the pipeline I walked into the quarter with (and was created in the quarter - targeting to close this quarter), what happened to it?"

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