Best use cases for Groups/Charts? (mine are Slipped Deals and Churn Review)

Such a powerful use case! In my CS Ops days I would look at all of our open renewals and group by close date and account health and go into chart mode. It was super powerful to visualize where in the year we had the biggest $$ of renewal risk. 

Most of our chart use ends up on operational day-day dashboards…….open/closed business groupings by team, week to week forecast trend, pipeline movement as we move through the Qtr…...however we (Ops) do also use alot of grouping/charts at Qtr end and QBR time, Mostly to look at slipped opps, opps lost at early stage. More and more use cases will come through as we scale up the business….forecast category movements, renewal due dates, renewals at risk.

AE’s and MGR’s are the ones that tend to take screen grabs of the charts/graphs and groupings for their QBR presentations with additional detail they can talk to either live on screen or in the deck. 

I have noticed over the past 6 months that the teams are using these more and more for presentations, pipeline reviews and QBR’s as they find it easy to present the graphic to their audience and then provide the detail behind it. Its much more appealing to the eye to grab the crowd and shows at ease what they are trying to get to quickly. 

Thanks for the insights, @Andy Smidmore!  Love all of the use cases, particularly around QBRs. Do you typically do a QBR dashboard or is it primarily the screenshots?

Agree wholeheartedly with the value of presenting it and then digging into the detail behind it.  We’ve been doing more of that here when we don’t need to build a full dashboard for an internal call.

^ Ex. I’ve run team Churn Reviews out of the Opps module in Groups/Charts to visualize the categories and reasons we’re seeing the most, and then, depending on audience, diving into the specific deals and notes the team has filled out in fields with color commentary.  Been a huge timesaver and a great way to teach folks how to fish using groups/charts if they want to dig into those insights for themselves. 

Hey Katie - We built QBR dashboards out (1 for AE Presentations and 1 for Sales MGRS). Both pretty much feature the same metrics with some differences such as the Mgr DB Splitting ramped vs ramping AE’s in some widgets and some other KPI’s that not all AE’s need to have access to. We have used them in 2 x Qtr QBR’s now and evolve slightly every qtr but have added huge value to the QBR pres. 

Great question!  As a CS leader, I like using the groupings and charts in the Opportunity Grid to get quick answers to big questions.  My 3rd week on the job, I was able to quickly put together a presentation regarding the staffing levels on our CSM team by creating and taking screen shots of graphs of things like:

• How many red/yellow health renewals are coming up Quarter by Quarter
• How many Accounts / How much ARR does each region support
• How many new customers are in the pipeline/commit by region

Having the ability to drill into those helped me to learn the business quite quickly so I could have confidence in stating my position on our staffing needs.

@Jackie D'Ingianni Great discussion on leveraging Clari functionality for slipped deals and churn.

@Don Hah - This may be an area we review during upcoming enablement to ensure the team is comfortable managing large quantities of deals and navigating to find the most pertinent information