Volume

Deal Size

Deal size is the projected amount value of an open opportunity, or the value of a closed opportunity.

formula

    deal-size = Amount_opportunity

Average Deal Size

Average deal size is the average deal size of a pipeline or sub-pipeline.

formula

For a pipeline or sub-pipeline :
    
    deal-size-avg = Average ( deal-size )
    

Open Pipeline

Open pipeline represents the pipeline of opportunities which are open in the CRM, and still been worked on by the sales teams.

formula

For a pipeline or sub-pipeline :

    open_pipeline = Aggregate ( all_open_opportunities )

structure

{ 
  'periods' : {
      'period' : {
          'period_id' : 'm1'                       
          'period_year' : '2023'                    
          'qty' : 24,                              
          'value' : 123422,
          'ids' : ['23TF322','45236GE','REAERV']
        }  
    }  
}  

Open Pipeline returns data about open opportunities grouped by close date in the period rage. e.g it returns all open opportunities which are expected to close between march 1st and march 31st under the m3 period (march being the 3rd month of the year).

Metric structure is comprised of :

period as set for each company. see Periods.

qty : represents the number of open opportunities expected to close during the period

value : represents the value of open opportunities expected to close during the period

ids : are all open opportunities identifiers expected to close during the period

Pipeline Coverage

Pipeline coverage represents the ratio of existing pipeline to close to meet sales goals.

e.g for defined quarter where existing pipeline is valued $200,000 on a target of $100,000. the pipeline coverage is 2. To be understood as "there is 2x target value currently in the pipeline.

formula

For a pipeline or sub-pipeline :
    for a period :

        pipeline-coverage = value(open_opportunities)/value(sales_target) 

Pipeline Coverage Weighted

Pipeline coverage weighted represents the ratio of existing pipeline to close to meet sales goals by weighting each opportunity according to its stage.

e.g for defined quarter

where the target is $100,000.

where existing opportunities fall as below :

• 5 opportunity (valued $20,000) at stage 1 with probablity of 5%

• 2 opportunity (valued $50,000 and $70,000) at stage 3 with probablity of 30%

• 3 opportunity (valued $50,000 each) at stage 5 with probablity of 70%

the pipeline coverage is : 1.46

e.g calculation : (5% x $100,000 + 30% x $120,000 + 70% x $150,000) / $100,000)

formula

For a pipeline or sub-pipeline :
    for a period :

        pipeline-coverage-weighted = Sum( value( weighted(open_opportunities)))
                                    / value(sales_target)
        

Pipeline To Cover

Pipeline to cover represents the pipeline required to meet the sales target.

the pipeline to cover is represented by a structure of :

• value : the aggregated value of all the pipeline required to cover the target

• qty : the number of opportunities required to cover the target based on average deal size

formula

For a pipeline or sub-pipeline :
    for a period :

        pipeline-to-cover = value(open_opportunities) - value(sales_target)
        

response

{ 
    periods : {
        period : {
            month : 1,
            year : 2024 
            pipeline-to-cover-qty : 12
            pipeline-to-cover-value : 235900
            },
        period : {
            month : 2,
            year : 2024 
            pipeline-to-cover-qty : 3
            pipeline-to-cover-value : 65900
        }
                
}

Sales Growth Rate

MoM Growth Rate

QoQ Growth Rate

YoY Growth Rate

Pipeline to Cover Weighted

Pipeline to cover weighted represents the pipeline required to meet the sales target weighted by stage probablity and close rate. It can be seen as an estimation of the missing pipeline to meet the target.

Pipeline to Cover Weighted metric returns

• qty : as the estimated quantity of opportunities required to reach the target based on average deal size metric of the pipeline.

• value : as the estimated pipeline values required to reach the target (of the period) based on pipeline-coverage ratio, and close ratio.

For a pipeline or sub-pipeline, For a period  :
    missing-pipeline   = MAX ((Quota_over_period - Close_over_period ) 
                                     * 1/personal_close_rate , 
                                     Pipeline_Coverage * quota_over_period)
    

response formatting

{ 
    periods : {
        period : {
            month : 1,
            year : 2024 
            pipeline-to-cover-weighted-qty : 12
            pipeline-to-cover-weighted-value : 235900
            },
        period : {
            month : 2,
            year : 2024 
            pipeline-to-cover-weighted-qty : 3
            pipeline-to-cover-weighted-value : 65900
        }
                
}