Snapshot Funnel and Pipeline

The Snapshot Funnel and Pipeline page helps you understand the current, active state of the funnel. It tells you how many leads, MQLs, SQLs, and Opportunities you have as of a certain date. The snapshot funnel page lets you visualize your entire funnel in a single view and lets you identify leakages, thereby evaluating channel performances to ensure you spend where you are likely to convert.

Key Features

Track stage-by-stage conversions & velocity bottlenecks to prioritize leads for improved performance
Identify the most effective channels, customer segments, personas, and tactics to target for E-2-E revenue generation
Recognize hot spots of funnel leakage and fix them

Funnel Performance

This gives you insight into how your revenue funnel is performing for the selected period. It captures the active leads in different stages of the revenue funnel. Below are the controls & filters available for selection

Select the filters that you would like to apply and click on Apply.
Select the period for which you want to view the funnel. You can select a variety of predefined periods, such as Prev 365 days, This year, This Quarter, etc., or a custom date range
Select how you want to view the trend.
- Monthly or Quarterly

There are 5 tabs under this page, which include

Funnel
Funnel Trends
Addition
Progression
Leakage

Summary Section

All 5 tabs have a summary section which provides information about how your funnel is performing, including the metrics across funnel stages, trend-lines of how they are evolving, and differences which show if they have increased or decreased over the previous period (month or quarter)

The numbers on the summary section of the funnel tab indicate the count of leads that are active as of, and not before, the specified time period. The trend lines indicate the count of leads at the end of each month or quarter. Similarly, the differences indicate the increase or decrease in the count of leads over the previous month or quarter.

For example: If the current date is 10-Sep-2022, the period chosen is the previous 365 days, and the trends view is monthly, the trendlines show the count of leads from 11-Sep-2021 to 10-Sep-2022 as the right-most first point, 1-Sep-2021 to 31-Aug-2022 as the second point, 1-Aug-2021 to 31-July-2022 as the third point, from 1-Oct-2020 to 30-Sep-2021 as the left-most point. Contrarily, differences follow a period-to-date comparison. In this example, the differences show the difference in count between 11-Sep-2021 to 10-Sep-2022 and 11-Aug-2021 to 10-Aug-2022, expressed as a %. If they are in green, it means that the count has increased over the previous month, and the same in red means that it has decreased.

Funnel Tab

This shows the current state of the funnel based on the selected date. You can do a performance comparison of the funnel based on a selected time period or against your targets. This helps you understand whether you are meeting your target, and compared to the previous month how the numbers have changed. The dotted line indicates the status of the funnel in the previous month.

Split by - gives you information on how much came from the inbound vs outbound, new vs upsell, sales vs marketing or any other dimension
By Value / Volume - Toggle between the metrics - volume of leads or value of opportunities
Compare with - Choose how you would like to compare the funnel performance
Select the labels option to enable and view the labels on the funnel.

Funnel Table

Each column in the table is a stage in the funnel. Each row in the table is a metric. There are 4 metrics by default in the Snapshot funnel and Pipeline page:

Value - the total dollar value of the opportunities currently in the funnel. Each column indicates the dollar values of the stages.
Volume - the total count of leads/opportunities in the funnel. Each column indicates the count of the stage.
Avg. Duration - the average number of days the leads have spent in all stages. Each column indicates the average number of days the stage items have spent in that stage.
End-to-End Ratio- The ratio of the number of leads in the last stage to that in the first stage, expressed as a %. Each column indicates the ratio of the number of leads in the current stage to that in the previous stage, effectively called the Stage-to-Stage Ratio

Funnel Trends

In this tab, you can view the funnel trend month over month, or quarter over quarter, and track the progress.

Select how you want to view the funnel trends.
Weekly, Monthly, Quarterly

The funnel trend gives the following insights:

Out of the total active volume and its associated dollar value, how many are at different stages of the funnel? Has it increased or decreased over the previous month/quarter?
On average, how much time do leads spend in different stages of the funnel? Has it increased or decreased over the previous month/quarter?

Addition

In this tab, you can view the newly added leads within the time period and the stages they are in, in a trend view.

The Summary section of the Addition tab tells you how many leads, MQLs, SQLs, Opportunities, etc., have been added to your funnel as of, and not before, the specified time period.
The trends indicate how much has been added to the funnel at the end of each month before finally reaching the number as of the end date.
The differences indicate whether the number has increased or decreased over the previous month or quarter on an MoM or a QoQ basis.

For example. If the current date is 10-Sep-2022, the period chosen is Previous 365 days, and trend view is monthly, the numbers indicate how much has been added to each stage as of 10-Sep-2022 but not before 11-Sep-2021. The trends indicate how much has been added from 1-Sep-2022 to 10-Sep-2022 as the right-most first point, 1-Aug-2022 to 31-Aug-2022 as the second point, and so on. On the other hand, differences indicate the difference between the count from 1-Sep-2022 to 10-Sep-2022 and 1-Aug-2022 to 10-Aug-2022, expressed as a % to determine if they have increased or decreased.

You can choose which stages to show and hide by clicking on the "All stages" dropdown and choosing only the stages that you would like to view the trends for.

Progression

In this tab, you can view the leads that moved from one stage to another within the period in a trend view.

This tab's summary section follows the same logic as the addition tab

Leakage

In this tab, you can view the leads that got lost within the selected period in a trend view

This tab's summary section also follows the same logic as that of the addition and progression tabs.

Side Panels

Upon clicking on the stages in the funnel table, a side panel opens showing more information about the stage. All stages consist of a summary view, and at least 4 tabs - Details, Composition, Movements, and Insights. When the leads become opportunities, the deals move through sub-stages till it is closed & won. Hence, in the pipeline stage, there is another tab - Breakdown.

Top Leads / Opportunities

In each of the tabs, a table that shows the top 100 leads or top 100 opportunities is shown to indicate what are the top leads/opportunities in the particular stage. These leads are sorted by default by the lead score in lead stages and by the deal value in opportunity stages.

If you would like to view all the leads or opportunities, you can use the export option to download it into a csv and inspect further.

Details Tab

The details tab shows information about all the leads/opportunities in the stage. It contains a table with various columns such as Opportunity amount, Creation date, Conversion probability, etc., that will help you in further analysis.

You can also export them to CSV by clicking on the download button.

Composition Tab

The composition tab gives you the mix of your leads/opportunities in each stage by Top Regions, Industries, Channels, and Titles.

The composition tab contains the top 5 contributors of each of these 4 dimensions, i.e., Top Regions, Top Titles, Top Industries, and Top Channels. You can click on each of these contributors to understand their projected conversion to the next stage, pipeline stage, and booking stage, as well as their velocity till stage.

For a more focused approach, click on all segments and choose only the dimensions that you would like to see the composition of. You can also see the top contributors by value or volume by toggling between them. If you would like to view how fast these contributors are moving, you can choose to overlay them with the velocity till stage.

In the list table below, you can choose to sort by Region, Title, Channel, and Industry. You can also export them to CSV by clicking on the download button.

Insights Tab

The insights tab shows dedicated actionable insights showing the kind of leads that converted from one stage to another historically. This helps you understand the kind of leads to pursue. Click on each of the insights to understand how many such leads are present in your active funnel right now and their conversion velocity, which helps you plan for action.

The list below shows the leads/opportunities which are belonging to the insight type and lets you export them to CSV by clicking on the download button.

Movements tab

The Movements tab shows how the leads in the stage have evolved during the period from the start to the end of it. The stages include Start, New, Moved, Dropped, Missing, and End.

Start refers to the items in the stage at the stage of the month/quarter (depending upon your comparison selection), New refers to items that have been added to the stage, Moved refers to items that have moved from the stage to another, Dropped refers to items that have been leaked from the stage, Missing refers to items that do not have any information about their status, End refers to the items that are in the stage at the end of the month/quarter.

The list below shows the leads/opportunities which are belonging to the above stages and lets you export them to CSV by clicking on the download button.

Breakdown tab

This tab is available in stages where the lead has become an opportunity. The stage is further broken down into sub-stages called states. For example, when an opportunity is in the pipeline stage, it moves through states including Discovery, Demo, Proposal, Negotiation, and Contract before it moves to the next stage.

The deal value, volume of opportunities, average duration, and conversation metrics are also further broken down into stages.

The list below shows the opportunities which are belonging to these states and lets you export them to CSV by clicking on the download button.

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