Pipeline Change Summary

Over a year ago we reworked our Forecast Trends Waterfall chart, a super important tool where you can see the evolution of your open/active pipeline through time.

Our RollUps page is one of the most important sources of information to understand the current status as well as the evolution of your opportunities broken down per user and rolling up your company's hierarchy.

You will now be able to identify summarized changes on the active pipeline for any given user within the RollUps page! making it more powerful than ever by presenting all relevant data in one place. No more jumping back and forth between RollUps and Trends!

How to set it up

The first step is to have this feature turned on by your Admin
Once the feature is ON you will be able to configure this feature at a Business Type level within Settings → Onboarding Settings -> Business Type Configuration

Why is it configured at a Business Type level?

The goal is to provide as much flexibility as possible. Some companies will make use of a different concept of “active pipeline” for their different Business Types. Some will even have specific “pipeline” columns for each Business Type, which was the only way they had before to keep an eye on these totals within RollUps.
Turn the toggle ON and you will be presented with a set of fields/filters to configure your open pipeline.
You can add and remove almost any opportunity field as well as select specific options within each one. This will determine the set of deals that make up your desired pipeline

NOTE: Stage and Forecast category filters cannot be removed. The only two fields that cannot be added to this configuration are user/owner and close date. This is because these two are determined by the RollUps page when looking into the Pipeline Change Summary data
Once your configuration is ready, just save your Business Type and you’re done

How does it work?

Once configuration is done following the steps above, you will be able to see this feature within the RollUps page simply by hovering over any user in the hierarchy.

When hovering over any user within RollUps a tooltip will be displayed, containing all the information about deal changes within the configured active pipeline for the current Business Type.

Just like the Waterfall chart, this is information based on a specific period of time determined by two dates:

Starting date: Date according to “changes since” filter selection in the RollUps page.
Current date: Today.

What it looks like and how to read it

To understand each element in the summary, let’s follow them top to bottom through a simple example.

We’ve configured our “Sales” Business Type to have the following pipeline config:

- Stage: All Active

- Forecast Category: Pipeline

Let's get to the example:

We navigate to RollUps and set our RollUps changes since filter to “Last 30 Days”. We'll focus on the user "Jane Doe":
Let’s zoom in:
Now to analyze each element:
- Starting Pipeline (date)
  - Deals that were open as of the date displayed (based on “changes since” filter) and matched the BT pipeline configuration at that time
    
    ^{59 Open deals matched the BT pipeline configuration 30 days ago}
- Current Pipeline (date)
  - Shows the (open) deals as of today that currently match the BT pipeline configuration
    
    ^{47 Open deals match the BT pipeline configuration as of today}
- New Deals
  - New deals that were created after the starting date and match the BT pipeline configuration
    
    I.e.: Deals that are were not in “Starting Pipeline” but are in the “Current Pipeline”
    
    ^{7 New deals added for this user’s pipeline}
- Deals Pulled
  - Deals that did not meet the BT pipeline configuration somehow (for “Starting pipeline”), but have had their closed date, stage, or other relevant field values changed and were pulled in to the pipeline determined by BT configuration.
    
    I.e.: Deals NOT in “Starting Pipeline” but that are now a part of other groups (Current Pipeline, Won, Lost)
    
    ^{1 Deal pulled in}
- Deal Value/Amount increased
  - Deals that have gone up in value. The amount on the opportunity has increased since the time of “Starting Pipeline”
    
    ^{1 Deal increased value}
- Deals Pushed
  - Deals that DID meet the BT pipeline configuration at the starting date (for “Starting Pipeline”), but have had their closed date, stage, or other relevant field values changed and were pushed out of the pipeline determined by BT configuration.
    
    I.e.: Deals IN in “Starting Pipeline” but NOT in Won/Lost/Current Pipeline
    
    ^{15 Deals pushed out}
- Deal Value/Amount decreased
  - Deals that have gone down in value. The amount on the opportunity has decreased since the time of “Starting Pipeline”
    
    ^{1 Deal decreased value}
- Won
  - Deals that were closed-won during this period
    
    ^{No deals won}
- Lost
  - Deals that were closed-lost during this period
    
    ^{5 Deals lost}

Lastly, clicking on any of those deal counts will open up the deals delta popup (same popup as Forecast Trends Waterfall chart) where deals included in each category are listed and their details are available. Remember that the "Starting Pipeline" popup will display snapshot data (from starting date) both in the total amount field (header) as well as for each deal's information within the table.

That looks familiar

Yes! Depending on configuration/filters applied, this is the same information you would get in the Trends Waterfall chart, but now you don’t have to navigate away from RollUps to access it!

Let’s use the same example but on the Trends page this time:

We navigate to Forecast → Trends
We change the “change since” date to “Last 30 days” (same we had in RollUps)
We set the Trends Page filters to match the BT Pipeline summary configuration (Stage: All active, Forecast Category: Pipeline)
IMPORTANT: We change the user filter to "Jane Doe's Team". This is basically what RollUps does when hovering over Jane Doe. It filters deals by the user’s team
This is our result:

Now let’s compare this Waterfall chart with our Pipeline Summary info from RollUps:

As you can see, the data is exactly the same. You no longer have to leave RollUps in order to see your active pipeline evolution!