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Sales Pipeline Dashboard in Mekko Graphics
 

Sales Pipeline Dashboard in Mekko Graphics

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Building a Sales Pipeline Dashboard with Mekko Graphics - For many companies, the sales pipeline is the leading indicator of future revenue. Tracking deals in the pipeline by product line, industry ...

Building a Sales Pipeline Dashboard with Mekko Graphics - For many companies, the sales pipeline is the leading indicator of future revenue. Tracking deals in the pipeline by product line, industry vertical, sales region and pipeline stage can provide senior management with valuable insights into future profitability. It can also alert sales managers to problems before they hit the income statement. In this webinar, we will build a sales pipeline dashboard that can be used in a variety of settings including B2B industrial sales, professional services, and any other sales organization that has a defined pipeline.

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    Sales Pipeline Dashboard in Mekko Graphics Sales Pipeline Dashboard in Mekko Graphics Presentation Transcript

    • Building a Sales Pipeline Dashboard with Mekko Graphics David Goldstein October 8, 2013
    • Current Sales Pipeline Copyright 2013 © Mekko Graphics. All rights reserved. 2 The Marimekko chart captures the each significant project in the pipeline, organized by stage. You can see the relative importance of both individual projects and the stage itself. 0 20 40 60 80 100% Need Identified BVPS $15,000 Pharma BI $10,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 SDMC MOSS misc assists $14,000 WellPet SharePoint portal $20,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 College - custom dev web app (SQL) $12,500 MOSS architecture $10,000 Vistaview -- SharePoint consulting services $7,000 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Micropower - SharePoint Work $5,000 Healthcare -- DACC Clinician Info Repository $100,000 ANC -- SharePoint consulting $12,000 Inventive -- WSS tuning $5,000 API Enhacements $10,000 Compliance Portal $10,000 Non-profit - SharePoint Info Architecture $41,500 $205,000 Total = $734,500 Pine Street Inn - Compliance Portal Pilot $10,000 Health - QDS Survey integration $6,000 SDPS / BVPS perf mgt 360 feedback solution $4,000
    • 0 20 40 60 80 100% Need Identified BVPS $15,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 WellPet SharePoint portal $20,000 Smaller Deals (>$15k) $40,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 Smaller Deals (>$15k) $29,500 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Healthcare -- DACC Clinician Info Repository $100,000 Non-profit - SharePoint Info Architecture $41,500 Smaller Deals (>$15k) $46,000 $205,000 Total = $734,500 Combining Smaller Deals into “Other Series” Copyright 2013 © Mekko Graphics. All rights reserved. 3 Adding the “Other Series” can help focus the sales force on the larger opportunities.
    • 0 20 40 60 80 100% Need Identified BVPS $15,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 WellPet SharePoint portal $20,000 Smaller Deals (>$15k) $40,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 Smaller Deals (>$15k) $29,500 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Healthcare -- DACC Clinician Info Repository $100,000 Non-profit - SharePoint Info Architecture $41,500 Smaller Deals (>$15k) $46,000 $205,000 $17,222 $93,750 $34,167Average Deal Size 9 4 6Number of Deals Total = $734,500 Adding Key Statistics in Data Rows Copyright 2013 © Mekko Graphics. All rights reserved. 4 These statistics can help explain the pipeline, especially if it contains many deals. Is the sales force bringing in enough large deals?
    • Sales Pipeline by Product Line Copyright 2013 © Mekko Graphics. All rights reserved. 5 0 20 40 60 80 100% Qualified Lead Business Apps $532K Database $237K Analytics $126K Cloud $34K Mobile $76K $1,005K Technical Win Business Apps $421K Database $453K Analytics $61K Cloud $58K Mobile $71K $1,064K Proposal Submitted Business Apps $394K Database $123K Analytics $87K Cloud $43K Mobile $31K $678K Verbal Approval Business Apps $623K Database $76K Analytics $32K Cloud $93K Mobile $28K $852K Total = $3,599K Marimekko charts can also show pipeline by product line, sales office, sales rep or industry vertical.
    • Business Apps Sales Pipeline Copyright 2013 © Mekko Graphics. All rights reserved. 6 0 20 40 60 80 100% Qualified Lead Deal1 $239K Deal2 $204K Deal3 $45K Deal4 $44K $532K Technical Win Deal5 $312K Deal6 $65K Deal7 $44K $421K Proposal Submitted Deal8 $254K Deal9 $100K Deal10 $40K $394K Verbal Approval Deal11 $563K Deal12 $60K $623K Total = $1,970K You can then drill down to individual deals in each product line.
    • Tracking Estimated Pipeline Value by Week Copyright 2013 © Mekko Graphics. All rights reserved. 7 0 500 1,000 1,500 $2,000K Target $1,750K 6-Jan $205K $413K $361K $641K $1,620K 13-Jan $213K $387K $341K $602K $1,543K 20-Jan $245K $445K $378K $624K $1,692K 27-Jan $221K $467K $401K $654K $1,743K 3-Feb $276K $498K $423K $677K $1,874K 10-Feb $254K $512K $417K $703K $1,886K 17-Feb $234K $502K $409K $678K $1,823K 24-Feb $267K $523K $419K $701K $1,910K Target $1,750K Qualified Lead Technical Win Proposal Submitted Verbal Approval Weight the dollar value of deals in each stage by the probability that deals in that stage will be won. The trend by week gives you an overall sense of the value of deals in the pipeline. You can add total number of deals and average deal size in a data row or as a line.
    • Pipeline Gap Analysis Copyright 2013 © Mekko Graphics. All rights reserved. 8 0 1,000 2,000 $3,000K Closed to Date $398K Qualified Lead $267K Technical Win $523K Proposal Submitted $419K Verbal Approval $701K Gap $692K Sales Target $3,000K Use the weighted pipeline amounts to track progress against a yearly sales goal. Start with deals closed to date and add in each of the weighted pipeline amounts. The gap represents deals not yet in the pipeline that must be closed to reach the sales target.
    • Last Week’s Activity—New Leads by Product Line Copyright 2013 © Mekko Graphics. All rights reserved. 9 0 20 40 60 80 100% Qualified Leads Added Week of 24-Feb Business Apps Hedge Fund CRM $67M Machine Tools ERP $23M Law Firm CRM $12M $102M Database Bank Data Warehouse $43M PE Firm Reporting $17M $60M AnalyticsEngineeringBI$21M $21M Cloud ConsultingCollaboration$45M $45M Mobile Bank2MobileAppPlatform$26M $26M Total = $254M These three charts provide insight into last week’s activity. The first is new entrants into the pipeline. It can be grouped by product line, sales office, sales rep or industry vertical.
    • Last Week’s Activity—Deals Won by Product Line Copyright 2013 © Mekko Graphics. All rights reserved. 10 0 20 40 60 80 100% Deals Closed Week of 24-Feb Business Apps Auto Supply Chain $24M Bank ERP $13M $37M Database Investment Bank Data Warehouse $52M Auto Info Arch $12M $64M Analytics LawFirmBI$15M $15M Cloud CPGCloudStrategy$8M $8M Mobile Bank2MobileAppPlatform$15M $15M Total = $139M The second presents deals won. It can be grouped by product line, sales office, sales rep or industry vertical.
    • Last Week’s Activity—Deals Lost by Pipeline Stage Copyright 2013 © Mekko Graphics. All rights reserved. 11 0 20 40 60 80 100% Deals Lost week of 24-Feb Qualified Lead Auto Supply Chain $24M Bank ERP $13M $37M Technical Win Investment Bank Data Warehouse $52M Auto Info Arch $12M $64M Proposal Submitted LawFirmBI$15M $15M Verbal Approval CPGCloudStrategy$8M $8M Total = $139M The third presents deals lost. Grouping by pipeline stage allows you to see when the deal was lost. It can be grouped by product line, sales office, sales rep or industry vertical.
    • Close Rate by Pipeline Stage Copyright 2013 © Mekko Graphics. All rights reserved. 12 0 20 40 60 80 100% Close Rate Previous 12 Months Verbal Approval 78% Proposal Submited 58% Technical Win 42% Qualified Lead 19% $6,438K$3,832K$2,316K$1,283K Total Deal Volume Close rate is the percent of deals won over total deals won and lost in the last 12 months. 19% of deals that reached the qualified lead closed and 78% of those that reached verbal approval closed.
    • Close Rate by Product Line Copyright 2013 © Mekko Graphics. All rights reserved. 13 0 10 20 30 40% Close Rate Previous 12 Months Average Database 37% Analytics 32% Business Apps 25% Mobile 18% Cloud 15% $1,247K $98K $2,498K $54K $76K Total Deal Volume Close rate can also be viewed by product line, industry vertical, sales office or sales rep.
    • Time to Close by Pipeline Stage Copyright 2013 © Mekko Graphics. All rights reserved. 14 0 50 100 150 200 Median Days to Close from Qualified Lead 165 153 142 Technical Win 98 103 94 Proposal Submitted 63 59 56 Verbal Approval 21 18 20 10/13 2/13 10/12 The time it takes for a deal to work its way through the pipeline has a significant effect on cash flow. Tracking time to close by month and comparing it to previous periods gives you a sense of whether its taking longer or less time to move deals through the pipeline.
    • Time to Close by Product Line Copyright 2013 © Mekko Graphics. All rights reserved. 15 0 50 100 150 200 Median Days to Close from Business Apps 165 153 142 Database 147 165 183 Analytics 121 134 143 Cloud 118 124 134 Mobile 63 68 57 10/13 2/13 10/12 Time to close will also vary by product line and industry vertical, and possible by sales office or sales rep.
    • Wrap-up Copyright 2013 © Mekko Graphics. All rights reserved. 16 • Quick note about the Mekko Graphics API • Mekko Graphics has a programmatic interface that can automate the generation of these charts • Into a PowerPoint deck • Or onto an intranet • Users can select the charts they want to produce • Contact me for more information • Questions? • Resources • Charting Resources: http://www.mekkographics.com/charting-resources/ • Support and Learning: http://www.mekkographics.com/support-and- learning/ • david@mekkographics.com • support@mekkographics.com