Available to: Pro & Ultimate
Pipeline Insights offers complete visibility into your pipeline so that you’re able to identify deals at risk before it’s too late. By automatically capturing activity and scoring engagement, sales leaders have better insight into what’s really going on with each opportunity and how the team are performing.
The Pipeline Insights dashboard makes it really easy to browse through your team’s pipeline and deep-dive into every opportunity, looking at relationships, various changes and previous communication.
Ebsta monitors pipeline changes in real-time to highlight Opportunities that aren’t moving quickly enough, have no activity or are suffering from a lack of stakeholder engagement so you can get them back on track.
This article covers:
Access Pipeline Insights
1. Open up the Ebsta Console by clicking on the following link:
(You will be asked to sign in with your Salesforce credentials)
2. Click Insights and then select Pipeline Insights.
Understanding of Pipeline Insights
Opportunity Bubble Chart
This chart shows you at a glance what Opportunities are at risk in your pipeline.
Every Opportunity within your company is visually represented as a bubble and is plotted against Engagement Score and expected Close Date. The size of the the bubble represents the deal value, (i.e. the bigger the Bubble, the bigger the deal size).
You can customize the chart using the Opportunities Filters at the top of the chart.
If you hover over a bubble, Ebsta will display key information relating to the Opportunity including the Opportunity Name and Owner, the Account it relates to, Deal Value, Close Date and the Engagement Score.
If you click on a bubble, it will highlight the Opportunity within the Opportunity Table below the chart.
This is a list of all Opportunities that are displayed in the chart above, for example, if you filter the chart to show existing/reoccurring business only, the table will display only those Opportunities.
The green and pink boxes are positive and negative indicators respectively; for example, if the deal value goes up, the box will turn green, if the close date is pushed back the box will turn pink.
If you click on any row within the table, it will highlight the Opportunity in the chart above by turning it orange so you can see instantly how at risk it is.
This sidebar displays the total number of activities related to the Opportunity that is currently highlighted orange in the Bubble chart, along with the most recent 10 activities.
Click the arrow to expand the view.
Get full potential of Pipeline Insights
At a minimum, users need to have their mailboxes connected to sync to Ebsta. To get the full potential of Pipeline Insights however, we also suggest that users sync their calendars to Salesforce:
Bulk API Access
Pipeline Insights require Bulk API access which is included with Enterprise, Unlimited, Developer and Performance editions. If you are using Professional edition, Bulk API access can be purchased by contacting Salesforce. Those using Essentials and Group will need to upgrade their edition.
More information about editions with API access is contained in this article from Salesforce: