How to Use the Pipeline Movement Report

Purpose

The purpose of this article is to provide Outreach Users with information about how to view data within the Pipeline Movement report to understand the outcomes impacting your revenue teams.

Intended Audience

• Sales managers
• Revenue leaders

A breakdown of point-in-time reporting

Outreach's pipeline movement report allows users to understand what changed in their pipeline throughout historical time frames up to the last 3 years. Users can add filters across any team or user in your user rollup, as well as any synced opportunity field, to understand their sales outcomes for the given time period.  We can rewind time to discover what has happened to your pipeline in any given window. This is why we like to call pipeline movement "The DVR of Revenue."

Running a Report

Run a report easily within pipeline movement by filtering down any picklist field synced through the opportunity object. 

The most powerful aspect of pipeline movement is the ability to take snapshots of historical data, ensuring you can review any custom time window and compare results to today's trends. 

• Choose a specific time window from any of the options in the drop-down.
• Specify the close date range you are most interested in (i.e., opportunities that were set to close during the same selected time period, the current sales period, or another custom range).
• Segment your pipeline by Forecast Category or Stage Name.
• Narrow your view to a specific team within your rollup or individual user.

Reviewing your Pipeline

Once your report has been created, Outreach will provide you with a detailed view of how your pipeline moved over time. Click into each Forecast Category or Sales Stage along the top to pinpoint slippage, variance, and conversion rates during that given timeframe. 

To see the specific opportunities that make up each outcome along the bottom, click "View opportunities."  This will give you a detailed view of every deal with that particular outcome and where they are now (i.e., currently listed close date, amount, stage, etc.).

The segments with blue backgrounds represent opportunities that were already in the pipeline at the start of the selected time period. The segments with white backgrounds represent opportunities that later became part of the pipeline after the start of the selected time period.

When a forecast category like Best Case is clicked, the Won, Lost, Moved, Slipped, and Idle outcomes automatically update to show a breakout of the “Best Case” opportunities only.

Moved means that a deal changed from whatever breakdown category you selected (forecast category or sales stage) during the quarter, but didn’t manage to close.  The opportunities listed in the Won, Lost, and Idle outcomes will not overlap.  The outcomes that can overlap are Moved and Slipped; a deal could first change forecast categories, then get pushed out into a future time period.

Pipeline Movement for Multi-Currency Org

Once multi-currency feature is enabled for your org, you would see the currency dropdown on the top right as shown below

By default, user preferred currency will be selected

Switching Currency

In the currency dropdown, you would see the list of all the active currencies setup in your SFDC by the admin

Let’s say you selected GBP, now all your metrics will get converted to GBP as per the dated conversion rates defined in your SFDC.

What  gets converted to preferred currency?

• Metrics
• Opportunity list
• Stage/Forecast Category Amount aggregation

How are the conversion rates determined?

The close date field on each Opportunity is considered for the dated conversion rates setup in your SFDC, for example, let’s say your corporate currency is USD & conversion rates for GBP are:

Any opportunities closing between 1st June to 1st July will follow the conversion rate of .85 GBP, where as opportunities closing after 1st July will follow the conversion rate of .75 GBP.