Do you have your New Business and/or Renewals Business setup in Clari already but wondering what are some other forecasting use cases to bring more visibility in one spot? 

Clari can also be utilized for pipeline generation tracking. This is powerful for both read-only visibility but it also allows you to set targets by team or even individual reps to keep them on track to meet their pipeline goals. 

There are so many ways to utilize this functionality but here are some key best practices to add to your Pipeline Generation Tab that we’ve seen our customers add to their own instances:

Pipeline Generation Target: 

A Pipeline Generation Target is useful to have in regards to seeing if we are on pace to building our pipeline in order to ensure a successful current Quarter:

ASP

Using the “Power of One” field in SFDC as a rollup, we can make a quick division of (Generated Pipeline / Generated Deal Count) to see the Average Sales Price. Quick tip: To ensure quality calculations, we can use filtersets to calculate ASP only for Qualified Opportunities. For us to measure Qualified Opportunities, it is important for you to have a Date Timestamp field for when the opportunity entered into the Qualified state.

When Will These Deals Close?: 

Of the Pipeline Generated, we can break them out by Close Date so you can see which Pipeline is set to close this Quarter vs Out Quarters.

Lead Sources: 

Are you curious to see where you need to invest in your potential revenue streams? We can utilize filter sets for you to categorize your Pipeline from its Lead Sources to see where we need to generate more pipeline, or where we can double down resources.

Please talk to your CSM to start drafting an outline of what’s important to your business in regard to pipeline generation and how to bring it into Clari. 

Our team also covered even more ideas on this topic in this webinar.