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Tutorial/Lifecycle Intelligence

Pipeline Dashboard

The Pipeline Dashboard provides a comprehensive analysis of the pipeline to cash process, offering valuable insights into the progression of opportunities and the efficiency of the sales process.

This document will provide you detailed information of each chart and report in the dashboard.

The data used in the booking dashboard is primarily from the following objects:

Accounts and Opportunities
Quotes
Orders
Invoices

To gain a deeper understanding of Nue's object model, please consult the following documents:

Object Model Overview - Nue Lifecycle Manager

Let's get started!

PERMISSION REQUIRED

The following permission is required to access the pipeline dashboard:

Analytics

View Pipeline Dashboard

All charts and reports within the Pipeline Dashboard can be additionally refined using the Revenue Signature components provided at the dashboard's top section, which include Team, Account, Product, Product Category, and Time Frame.

What is Revenue Signature?

The Revenue Signature is a collection of revenue-related attributes containing elements such as Account, Product, Team, Time Frame, Pricebook, and others. These attributes serve as criteria for categorizing and grouping financial transactions, including orders, invoices, payments, and revenue transactions. By utilizing the Revenue Signature, organizations can organize and analyze their financial data more effectively, enabling better insight into revenue streams, customer behavior, and overall financial performance.

The default timeframe used by all charts on the dashboard is set to "This Quarter," as it enables you to concentrate on the sales performance of the ongoing quarter. This filter value targets the Opportunity Close Date.

NAME	TYPE	DESCRIPTION
Total Pipeline Amount	KPI	The "Total Pipeline Amount" chart offers insights into the cumulative weighted pipeline value over a specified period. It provides an overview of potential revenue from sales opportunities, taking into account their likelihood of closing. Additionally, the chart includes a trend analysis, allowing users to track changes in the pipeline value over the previous quarter.
Total Weighted Quote Amount	KPI	The "Total Weighted Quote Amount" represents the combined primary quote amount linked to opportunities expected to close within the designated timeframe. This value is determined through a calculation known as Weighted Quote Amount, which involves multiplying the quote amount by the opportunity win rate. The chart includes a quarter-over-quarter (QoQ) trend analysis so that users can track changes in the pipeline value over the previous quarter.
Total Booking	KPI	"Total Booking" monitors the cumulative amounts of all active orders booked with activation dates falling within the specified period. Additionally, it provides a quarter-over-quarter (QoQ) trend analysis.
Total Invoiced	KPI	"Total Invoiced" monitors the aggregate invoiced amount with invoice dates within the specified period. Additionally, it provides a quarter-over-quarter (QoQ) trend analysis.
TCV - Key Accounts in Opportunity Pipeline Stage	Bar	The "TCV - Key Accounts in Opportunity Pipeline Stage" report offers an insightful view of the Total Contractual Value (TCV) associated with opportunities across various stages of the sales process. The data is segmented by accounts and sorted in descending order based on the total TCV amount. This report excludes opportunities categorized as Closed Lost. By providing an overview of key accounts at each opportunity stage, this report enables stakeholders to track the progression of potential revenue within their pipeline. It offers valuable insights into the distribution of TCV across different stages, highlighting key accounts that hold significant potential value. This information can aid in prioritizing sales efforts, identifying areas for improvement, and making strategic decisions to maximize revenue generation. The chart may be further filtered by Sales Owner and Close Date, in addition to the Revenue Signature components on top of the dashboard.
First Year ARR - Key Accounts in the Opportunity Pipeline Stage	Bar	The "First Year ARR - Key Accounts in the Opportunity Pipeline Stage" report provides insights into the First Year Annual Recurring Revenue (ARR) associated with opportunities across various stages of the sales process. The stages are ordered by Opportunity Win Probability. The data is segmented by accounts and sorted in descending order based on the total First Year ARR amount. This report derives its data from the Delta ARR values of quote line items from primary quotes linked to the opportunities. For quote line items with a revenue model of "One Time," the Delta ARR value is considered as 0 and thus not included in the calculation. It's important to note that if an opportunity does not have a primary quote, the First Year ARR data will not be available in the chart. Consequently, the First Year ARR values may not be accessible or accurate for early-stage opportunities. The First Year ARR is defined as the Delta ARR of quote line items where the Subscription Start Date occurs within 6 months of the opportunity start date. This metric offers valuable insights into the potential revenue stream within the first year of a subscription for each opportunity, aiding in strategic decision-making and sales prioritization efforts. The chart may be further filtered by Sales Owner and Close Date, in addition to the Revenue Signature components on top of the dashboard.
Primary Quote Amount by Top Sales Owner		"Primary Quote Amount by Sales Owner" displays the Total Contract Value (TCV) or First Year Annual Recurring Revenue (ARR) associated with the primary quotes currently in the pipeline, excluding opportunities marked as Closed Lost. The data is segmented by Sales Owners, providing insights into the contribution of each sales representative to the pipeline's value. The data is derived from the quote line items with Line Type not equal to Summary Line. Users have the flexibility to toggle between TCV or First Year ARR using the button provided on the right side of the chart. This chart serves as a valuable tool for sales management and analysis, enabling stakeholders to track the distribution of pipeline value among sales representatives and assess individual performance in driving revenue opportunities forward.
Discounts by Sales Owners	Bar	The "Discounts by Sales Owners" chart offers a comprehensive view of the discretionary discounts across all quotes (including non-primary quotes) applied by each sales owner for the across opportunities scheduled to close within the current quarter. By categorizing the discounts into various percentage brackets (0-20%, 20%-40%, 40%-60%, 60%-80%, and 80%+), the chart provides valuable insights into the discounting strategies employed by individual sales team members. This information aids in assessing the effectiveness of discounting practices, identifying trends in discount distribution, and ensuring alignment with pricing and revenue objectives. Analyzing this data can help optimize discounting strategies, improve negotiation tactics, and ultimately enhance sales performance and profitability.
Discounts by Accounts	Bar	The "Discounts by Accounts (Primary Quotes Only)" bar chart illustrates the discretionary discounts applied by each sales owner to primary quotes associated with accounts. It provides insights into discounting practices across opportunities scheduled to close within the current quarter, categorizing discounts into 0-20%, 20%-40%, 40%-60%, 60%-80%, and 80%+ brackets. Notably, the chart excludes Closed Lost opportunities, focusing solely on active accounts. By tracking discounts given to each account, this chart offers valuable visibility into sales negotiations and helps assess the distribution of discounts across different accounts.
Quote Execution Analysis	Bar	The "Quote Execution Status" bar chart monitors quote status, including statuses like pending approval, pending customer signature, customer accepted, declined, and more. This chart is instrumental in enhancing the velocity of quote execution, allowing stakeholders to identify bottlenecks, streamline workflows, and ensure timely progression of quotes through the sales pipeline. By providing visibility into the current status of quotes, teams can take proactive measures to address any delays or issues, ultimately accelerating the sales process and improving overall efficiency.
Opportunity Pipeline Overview	Pie	The "Opportunity Pipeline Overview" pie chart offers a snapshot of opportunity amounts distributed across various stages of the sales pipeline. By visually representing the proportion of opportunities in each stage, this chart provides valuable insights into the distribution of potential revenue and the overall health of the sales pipeline.