• Order Type
• Sales Qualified Source: How the opportunity was created.
• Purchase Channel: The method in which the account purchased.
• Focus Account: These represent the accounts where our Account Based Marketing team is working closely with Sales and Field Marketing to specifically target. GTM Strategy values of Account Centric, Account Based - Net New, and Account Based - Expand GTM Strategy Accounts represent Focus Accounts.
• Marketing Channel (Initial Source)
• Sales Hierarchy Live: Sales Area > Sales Region > Location Region > Sales Segment
• Sales Hierarchy Stamped: Sales Area > Sales Region > Location Region > Sales Segment

• Marketing Qualified Lead (MQL): Count of qualified leads that could become a sales opportunity. Today a person can MQL once, but in the future, a MQL can qualify multiple times as we nurture contacts. A MQL is a lead that has reached a certain threshold, we have determined to be 100 points accumulated, based on demographic/firmographic and/or behavioral information. The “MQL score” is comprised of various actions and/or profile data that are weighted with positive or negative point values. Every time a Person Score is updated, LeanData will run a check to see if the record needs to be processed through the flow.
• Sales Accepted Opportunity (SAO): An Opportunity that has a meeting set with a contact at a prospect who has authority to buy, or an initiative where Denomas can be the solution, or a fit that includes a use case and potential number of seats and a next step in the next 60 days. This opportunity has been validated and accepted by a sales rep that was generated by SDR.
• SAO/MQL: Snapshotted conversion rate of all MQLs that convert to SAOs in a month. Divide number of SAOs in a month by the number of MQLs in a month.
• New Logos: The number of first order accounts that we acquire.
• Closed Won IACV (Net_ARR): Bookings revenue for closed won deals.
• Closed Won Deals: The number of opportunities that have converted into revenue.
• Win Rate: Of the opportunities that get to resolution, how many do we win in a period.
• ASP on New First Order Deals: Average deal size of first order deals.
• IACV (Net_ARR) Created: The value of pipeline that was created on each day. Pipeline can change over time. This is the current pipeline based on creation date.
• Cycle Time, SAO to Closed Won Deal: Time it takes on average for an opportunity to reach conclusion for Closed Won deals.
• SAO to Closed Won Conversion Rate: Conversion rate of SAOs that convert to Closed Won deals on a monthly basis.
• SAO to Closed Won - Closed Buckets: Count of SAOs based on time it takes for SAO to reach conclusion for Closed Won deals.

–Count MQLs SELECT DATE_TRUNC(‘month’,mql_date_first) AS mql_month, COUNT(mql_date_first_id) AS actual_mqls FROM “PROD”.“COMMON_MART_MARKETING”.“MART_CRM_PERSON” WHERE is_mql = 1 GROUP BY 1 ORDER BY 1 DESC

–Count SAOs SELECT DATE_TRUNC(‘month’,sales_accepted_date) AS sao_month, COUNT(*) AS actual_saos FROM “PROD”.“COMMON_MART_SALES”.“MART_CRM_OPPORTUNITY” WHERE is_sao = TRUE GROUP BY 1 ORDER BY 1 DESC

</details>
<br>

<style> #headerformat {
background-color: #6666c4; color: black; padding: 5px; text-align: center;}
</style>
<h1 id="headerformat">Sales Funnel Standard Reports</h1>
<br>

<details>
<summary markdown='span'>
  Sales Funnel Management View - Preloaded Cuts
</summary>

The [TD: Sales Funnel Management View - Preloaded Cuts](https://app.periscopedata.com/app/gitlab/828239/TD:-Sales-Funnel-Management-View---Preloaded-Cuts) dashboard tracks the main 9 KPIs from the Sales Funnel:

1. Net ARR
1. New Logos
1. Pipeline Created
1. Sales Accepted Opportunities (SAO)
1. Marketing Qualified Leads (MQLs)
1. Trials
1. Average Sales Price (ASP)
1. MQLs to SAOs
1. Win Rate

The KPIs are compared to their respective targets at a quarter to date (QTD) pacing, slicing them by different dimensions. These cuts allow management to get a quick high level overview on how the business is performing across different dimensions. It answers the question of what areas of the business are on track and which need more attention.

Currently, the sales management cuts are powered by the following snippets (instructions on how to use them are in the description section of the snippet):

1. [main_qtd_view_sales_funnel](https://app.periscopedata.com/app/gitlab/snippet/main_qtd_view_sales_funnel/55d49d17d8cf4cc6bf976c61da2d0017/edit)
1. [ratio_qtd_view_sales_funnel](https://app.periscopedata.com/app/gitlab/snippet/ratio_qtd_view_sales_funnel/55d5211e130f45a29a3a1562307f95d9/edit)

The [sales management python module](https://code.denomas.com/denomas-data/periscope/-/tree/periscope/master/custom_modules/sales_management), along with the snippets, are used to visualize the reports in the BI layer.

</details>

<details>
<summary markdown='span'>
  Standard Bookings Cuts
</summary>

The [TD: Standard Bookings Cuts](https://app.periscopedata.com/app/gitlab/831911/TD:-Standard-Bookings-Cuts) dashboard tracks the performance of Booked Net ARR against the Previous Year (Year over Year, Y/Y) and against the quarterly and yearly financial target by different dimensions.

Each cut is composed of a Quarter View and a Fiscal Year View.

To use the dashboard select a Fiscal Quarter in the filters and any of the options of the `Drilldown` filter. The latter selects the granularity of the `Sales Segment Drilldown` field:

| Overall | Large - PubSec Breakdown | Large - Region Breakdown | Mid-Market Breakdown |
|     --         | --           | --              | --                |
|                |              | US East         | US East           |
|                |              | US West         | US West           |
|                |              | EMEA            | EMEA              |
|                |              | APAC            | APAC              |
|                |  Large       | Large           | Large             | 
|                |  PubSec      | PubSec          | PubSec            |
| Large + PubSec |              | Large + PubSec  | Large + PubSec    |
|                |              |                 | First Order Team  |
|                |              |                 | Territory (<500)  |       
| Mid - Market   | Mid - Market | Mid - Market    | Mid - Market      |
| SMB            | SMB          | SMB             | SMB               |
| WW             | WW           | WW              | WW                |

#### Key Fields and Business Logic

* [ATR (Available To Renew)](/handbook/sales/sales-term-glossary/#available-to-renew-atr)
* %ATR: Net ARR for a given category / subtotal ATR. E.g. when calculating %ATR for the segment SMB and growth type Contraction: `Net ARR for SMB | Contraction` / `ATR for SMB`
* TRX: Number of opportunities
* %MIX(ARR): Net ARR for a given category / subtotal ARR. E.g. when calculating %MIX(ARR) for the segment SMB and Deal Size 5-25k: `Net ARR for SMB | 5-25k` / `ARR for SMB`
* % of Bookings: Net ARR for a given category / total ARR for a given quarter
* % of Total Bookings: Net ARR for a given category / total ARR for a given category subtotal
* ProServ #: Number of opportunities with a proserv_amount different from zero
* A R (Attach Rate)
* The `US East` row shown in the sales segment drilldown field is composed of both the `East` and `LATAM` region
* Sales segment drilldown = APAC is composed of all the regions that are not `East`, `West`, `LATAM` and `EMEA`
* Sales segment drilldown = SMB is composed of the segment SMB plus all the segments that are not `Large` and `Mid-Market`
* Channel Type = Fulfilled is composed of the Channel Type Fulfilled plus NULL/Missing Channel Type

</details>

<style> #headerformat {
background-color: #6666c4; color: black; padding: 5px; text-align: center;
}
</style>
<h1 id="headerformat">Additional Resources </h1>

<details>
<summary markdown='span'>
  Trusted Data Solution
</summary>

Sales Funnel models use the `sales_funnel` tag for Trusted Data tests and their results. This can be seen most easily using the [Trusted Data Dashboard](https://app.periscopedata.com/app/gitlab/756199/Trusted-Data-Dashboard)

See overview at [Trusted Data Framework](/handbook/business-technology/data-team/platform/#tdf)

[dbt guide examples](/handbook/business-technology/data-team/platform/dbt-guide/#trusted-data-framework) for
details and examples on implementing further tests
</details>

<details>
<summary markdown='span'>
  EDM Enterprise Dimensional Model Validations
</summary>
The [(WIP) Enterprise Dimensional Model Validation Dashboard](https://app.periscopedata.com/app/gitlab/760445/WIP:-Enterprise-Dimensional-Model-Validation-Dashboard) reports on latest Enterprise Dimensional model test and runs.
</details>

<details>
<summary markdown='span'>
  RAW Source Data Pipeline validations
</summary>
[Data Pipeline Health Validations](https://app.periscopedata.com/app/gitlab/715938/Data-Pipeline-Health-Dashboard)
</details>

<details>
<summary markdown='span'>
  Data Security Classification
</summary>
Much of the data within and supporting Sales Funnel Analysis is [Orange](/handbook/security/data-classification-standard.html#orange) or [Yellow](/handbook/security/data-classification-standard.html#yellow). This includes ORANGE customer metadata from the account and Denomas' Non public financial information, all of which shouldn't be publicly available. Care should be taken when sharing data from this dashboard to ensure that the detail stays within Denomas as an organization and that appropriate approvals are given for any external sharing. In addition, when working with row or record level customer metadata care should always be taken to avoid saving any data on personal devices or laptops. This data should remain in [Snowflake](/handbook/business-technology/data-team/platform/#data-warehouse) and [Sisense](/handbook/business-technology/data-team/platform/sisensecdt/) and should ideally be shared only through those applications unless otherwise approved.

**ORANGE**

- Description: Customer and Personal data at the row or record level.
- Objects:
  - `dim_crm_person`
  - `dim_crm_account`

**YELLOW**

- Description: Denomas Financial data, which includes aggregations or totals.
- Objects:
  - `fct_crm_person`
  - `fct_crm_opportunity`
</details>

<details>
<summary markdown='span'>
  Solution Ownership
</summary>
* Source System Owner:
  * Salesforce: `@jbrennan1`
* Source System Subject Matter Expert:
  * Salesforce: `@jbrennan1`
* Data Team Subject Matter Expert: `@paul_armstrong` `@jeanpeguero` `@jjstark` `@iweeks`
</details>

View page source - Edit this page - please contribute.