Pipeline Health Dashboard
Overview
This guide is meant to go along with the standard Current Quarter Dashboard available in Clari. You might also have a specific Pipeline Health Dashboard or Pipeline Creation Dashboard. Check out this deck for more help building a Pipeline Health Dashboard.
You'll see a key question, a screenshot of the widget that can answer that question, and notes on the actions you may take based on the insights you see.
A Pipeline Health/Creation Dashboard can provide a holistic snapshot of a team’s open deals and where they are in the pipeline today. This Dashboard provides sales leaders with insight into the pipeline for the current quarter, next quarter, and two quarters out. The goal is to help teams ensure they have enough pipeline to hit their numbers not only in the current quarter, but also in future quarters.
How are we tracking on building pipeline?
These 4 KPI Widgets provide a high-level overview of how you are doing in terms of generating pipeline and how much pipeline you currently have. As a sales leader, you can understand how much pipeline you’ve created in each region and what stage that pipeline is currently in.
In addition to the total amounts, you can also see the total number of deals and the average deal size for each KPI, both of which can help indicate if the team is focusing on the right type of deals.
Create Savied Views in the Opportunitines Module to monitor pipeline creation and progress over time. Pinning Rolling View Widgets of these views is a fantastic way to spot changes from a 10,000 foot view, and can help inform coverage for the greater team!
Are you building enough pipeline to set your team up for success? (Tip: need help setting your pipeline targets? Next Quarter Pulse can help!)
How has our pipeline changed lately?
The Waterfall Widget provides visibility into how your pipeline has changed over a selected time period. You can look at how your pipeline closing Next Quarter changed this month (or this week, or whatever time period you set in Waterfall).
The point is for you to monitor how the pipeline you’re building for NQ has changed recently. You can even hover over the buckets (i.e., Slipped, New, Amount Increase, Amount Decrease) to take a closer look at the deals that impacted your pipeline.
Where are we generating Pipeline? How is Pipeline progressing through our stages?
Use a Opportunities Saved View for your pipeline create this quarter, and pin a Chart Widget grouped by Region and Stage.
This will allow you to see how much pipeline each region is generating, and what stage that pipeline is currently in. In other words, you can keep an eye on how pipeline is progressing across your geos.
How are we building our pipeline for next quarter? Do we have enough pipeline to hit our goal?
A Pulse Widget that looks at next quarter allows you to see how your teams are generating pipeline to support your next quarter sales goals.
You can also see the segmentation between either stage, or forecast category, depending on what is more relevant to you. Are you building enough pipeline to set your team(s) up to meet or beat your number?
How have different segments of our pipeline changed?
Flow Widgets highlight how segments of your pipeline have changed within a given time period. You can keep an eye out for specific types of behaviors and changes.
Specifically, the widget on the left summarizes any changes to commit deals for opportunities with a close date in the current quarter that have happened in the last month. Of course, you want to see deals moving towards Closed-Won, or being Upgraded (progressing through your forecast categories). Slipped deals or Downgraded deals (deals that have regressed through your forecast categories) represent risk.
The widget on the right outlines any pipeline deals closing this quarter that have slipped in the last week. Can you pull these deals back in and drive them to close?
Do your prospect accounts have the right level and type of activity?
The Accounts Widget can show you the top accounts you are engaged with.
You can view how many meetings, emails, and files sent back and forth between your team and these accounts to ensure that your reps are focusing on the right accounts (accounts that already represent pipeline NQ, such as prospects, or accounts with potential to build pipeline NQ, such as customers with big upsell potential).
What is the quality of your pipeline for next quarter?
In the next set of Chart Widgets, you’re ooking at the quality of your pipeline for next quarter. In the Chart Widget on the left, we can see which reps own what pipeline, as well as the spread of what trial status each of these reps has between Pre-POC, In-POC, and Post-POC.
In the Chart Widget on the right, you can see a similar view that shows next quarter pipeline, broken down by which opportunities have an executive buyer engaged.
These are just a few examples of what insights you can bubble up using chart widgets for pipeline tracking in Clari. These examples assume that variables such as POC Status and EB Engagement are indicative of how successfully a deal is building the velocity to progress to closed-won. You might have other variables that better represent that for your team that you can build Chart Widgets with.
The Deal Prioritization Widget is another incredible way to look at the overall quality of your pipeline for NQ. By creating an Opportunities Saved View of your deals closing next quarter, and pinning a Deal Prioritization Widget to your pipeline dashboard, you can compare your activity level and your CRM score with these deals.
Use this to better understand what deals are progressing well (up and to the right), which deals are lagging (low activity and/or low CRM score), and where the team can invest more time.
How are the next two quarters shaping up?
The Chart Widget on the left allows you to look at deals closing next quarter grouped by rep and forecast category. Where you are in the current quarter will determine how concerned or comfortable you are with next quarter’s pipeline.
In the example, you can see that R2-D2 has 3 deals for $2.6M, and Admiral Ackbar has 1 deal for $1.2M. If you are struggling to hit your number this quarter, you may want to see if we can pull in any of these next quarter deals, especially if any of them are in Commit.
In the Chart Widget on the right, we can see the deals set to close 2 quarters out by rep and forecast category. Again, you want to make sure you’re setting yourself up to meet or beat your number in future quarters. If the pipeline looks weak, you may want to partner with Marketing NOW to help make sure you have the right inventory by the time it’s two quarters from now.
