Access Pipeline Change from the main navigation bar in Ebsta's Console
Pipeline Change follows how deals have flowed through your pipeline over a period of time and enables you to understand the changes.
By default, Ebsta displays the changes to the current quarter's pipeline that have occurred over the last week but you can use the filters at the top of the chart to change this.
You can also filter the display by Deal Type or by User/Hierarchy.
The left hand side of the flow chart denotes the start of the week and groups all deals in the pipeline by their Forecast Category (Open Pipeline, Best Case and Commit) as it was set on this date. New deals in, deals from previous quarters and Pulled in deals (from future quarters) that get added to the current quarter during this period are also displayed underneath these.
Hovering over these categories displays the total value and number of deals in this category and what percentage of the total pipeline it is.
The right hand side of the chart denotes the end of the week and groups all deals in the pipeline into one of the following categories:
Won: Deals closed Won between the start and end dates.
Trend up: Deals where there has been a positive change (i.e. the Close Date has been brought forward, and/or it has moved forward a stage or the deal value has increased) between the start and end date.
Trend Down: Deals where there has been a negative change (i.e. the Close Date has been pushed back, and/or it has moved back a stage or the deal value has decreased) between the start and end date.
Idle: Deals where there has been no change (positive or negative) between the start and end dates.
Slipped: Deals that have been updated with Close Dates that now fall in a future quarter.
Lost: Deals that have closed Lost between the start and end date.
Again you can hover over the categories to display the total financial value and number of Deals in this category and what percentage of the total pipeline it makes up.
Clicking on any of the categories (left and right) opens up a sidebar on the right hand side and updates the chart display so you can focus in on what changes have occurred.
So for example, I have clicked the Open Pipeline category. The sidebar displays all Deals in this category. I can hover over the trend lines to get further detail of what has happened to deals in Open Pipeline over the selected time period. I can see that 18 Deals in Open Pipeline with a total value of £1.1 million have idled over the week.
Clicking the Idle trend line updates the sidebar to display those 18 Deals.
Clicking on any of the Deals in the sidebar gives you more insights about the deal. The Insights tab displays the Positive & Negative Factors that relate to this deal. These allow you to gauge how a Deal is performing compared to the benchmark and identify possible risks on the Deal being closed lost.
Clicking the Activity tab displays an Activity Timeline along with a list of the 10 most recent activities. The timeline is a comprehensive view of how the team is engaging with customers over time. Activities (Calls, Meetings and Inbound and Outbound Emails) related to the Deal are plotted along the timeline. By default, Ebsta displays the timeline for the last 14 days but you can adjust this using the date filter. Along the bottom of the timeline, Ebsta displays the total Activity count for this deal.
Ebsta also displays key deal changes that have occurred. Hover over the icon in the timeline to view the detail.
The Qualify section aligns to your sales methodology. Managers can view all the deal qualification information in one place when reviewing the pipeline. They can understand if sales teams have all of the necessary criteria to close a deal or if there are important areas that are being neglected.
The Deal Qualification Guide quantifies a deal under the following sections:
|Metrics||What is the economic impact of this solution?|
|Economic Buyer||Who has profit & loss responsibility for this?|
|Decision Criteria||What are their technical vendor and financial criteria?|
|Decision Process||Then what happens? Define validation & approval|
|Paper Process||What steps need to be taken to get a deal signed & how long will this take?|
|Implicate the pain||What problems are they trying to solve?|
|Champion||Who will sell on your behalf within the company?|
|Competitor||Who are we competing against and why?|
In each section, click the dropdown and score the Deal accordingly.
Notes can be entered into the text boxes. There is no need to save notes as the sidebar will automatically save. All fields are saved at company level so all users will have visibility of the information related to this specific Deal.
Above the chart, Ebsta displays key financial values and the corresponding number of deals that make up your pipeline and the trend from the previous period.
Starting is the total value of Deals (and their corresponding number) in the pipeline at the start of the period.
New In is the total value of new Deals (and their corresponding number) created within the selected timeframe.
Pulled In is the total value of Deals (and their corresponding number) pulled into the current quarter from future quarters during the selected timeframe.
From Prev Q's is the total value of Deals that are pulled into the current quarter from previous quarters during the selected timeframe.
Added Value is the amount of value added to Deals already in the pipeline during the selected timeframe. For example, if a deal's value is increased from £100,000 to £150,000 the added value is £50,000.
Won is the amount of value from Deals closed lost during the selected timeframe.
Lost is the amount of value from Deals closed won during the selected timeframe.
Decreased is the amount of value reduced from Deals already in the pipeline during the selected timeframe.
Slipped is the total value of Deals (and their corresponding number) that were scheduled to close in this quarter but that during the selected timeframe have been updated with Close Dates that fall in future quarters.
Omitted is the total value of Deals (and their corresponding number) with their Forecast Category set to Omitted during the selected timeframe.
Ending is the total value of Deals (and their corresponding number) on the end date.
You can click on any of the metrics to open up the sidebar and review the detail of these Deals in each category.