How to set up Dear Lucy Pipeline Analytics

Tiles (reports) related to Pipeline Analytics and historical opportunity/deal movements need to be configured in order to work. The set up enables you to determine which sales stages and pipelines to include and exclude from the tiles. A few examples of types of tiles that will only work if configured, are listed below:

• Pipeline Snapshots
• Stage Conversions
• Funnel Leakage
• Time Per Stage
• Opportunity / Deal changes
• Opportunity Slippage metrics

Setting up your Sales Stages for Pipeline Analytics in Dear Lucy is a simple and straightforward process that only takes a few minutes.

You can watch a Video Tutorial of how to do the set-up here.

Step 1: Define which stages to include and exclude

1. From Dear Lucy Settings (the cogwheel in the bottom right corner) navigate to AI Builder and select Sales Stages.

   

2. From Sales Stages you will see a list of all your sales stages under the column Excluded stages. The next step is simply to drag and drop the sales stages that you want to include in the reports into the box for Included open stages, in the correct order, and the stages for Closed Won or Closed Lost opportunities should be dragged into their corresponding box as well.

   

3. Any sales stage that is left in the Excluded stages box will be excluded from the reports and will be discarded from the tiles. 

Step 2: Using the Pipeline Analytics tiles

If you have your original Dear Lucy template dashboards in use, you will see that all the tiles on the dashboard called Pipeline Analysis now work. All of these tiles function as normal tiles, and can be edited and/or moved to other dashboards as well. Furthermore, there are additional Pipeline Analytics tiles also available in the gallery that now work as well.

Setting up Pipeline Analytics for multiple Pipelines

It is possible to set up the Pipeline Analytics tiles also for multiple pipelines, although we recommend not mixing the pipelines if they don't have the exact same sales stage names. This is because each pipeline is designed to be analysed as an entity and e.g. conversion rates etc. will be incorrect if stages from different pipelines are mixed. If you have the exact sames sales stage names in two or more pipelines, however, then the pipelines can be analysed on the same dashboard, however.

1. The first step is to drag and drop all your sales stages into the Included open stages, Closed won and Closed lost boxes, just as the Step 1 above explained. The difference, however, is that you should now include stages from all pipelines into the same boxes.
2. Check the order of the sales stages. It is important that the sales stages are in their correct order relative to the next stage in that same pipeline.
3. Once this is done the Pipeline Analysis tiles all now work, but they contain data from all the different pipelines included. In order to view the dashboard or tiles per dashboard, we recommend applying a Pipeline Filter either on a dashboard-level, or on a tile level. Please note that Sales by Pipeline is standard filter in Dear Lucy, so you don't need to pull in a custom field to filter by pipeline.

How to add a Dashboard filter is explained here.

How to apply a Tile filter is explained here.

Recommendation for setting up Pipeline Analytics for multiple pipelines:

We recommend that you initially start by using the standard Pipeline Analysis dashboard:

1. Add a Pipeline filter to the dashboard (see link above) and press the filter on the "edit dashboard" view to be able to edit the filter.
2. Select one of the pipelines you'd like to look at the box for Selected Dimensions, and then click "Filter data for all metrics..." button.
3. Click the "eye" icon in order to return to the dashboard view. You have now created a dashboard for Pipeline Analysis for one of your pipelines.
4. Navigate to Dashboards > Manage dashboards from the top bar menu and identify the newly created Pipeline Analysis.
5. Press the Clone button (green button with a paper stack) on that dashboard row and give the new dashboard an appropriate name relating to one of your other pipelines.
6. Navigate to the new dashboard edit view and proceed with steps 1-3, but instead selecting another pipeline in the filter.

You can repeat this process for as many dashboards / pipelines you would like to set up. 

Please note, however, that if you have multiple pipelines but they all have the same stage names, you don't have to create clones of the dashboards. It is then enough to add a Pipeline filter to the dashboard without ticking the "Filter data for all metrics..." button. You can then just use the filter as a normal filter to shift between viewing different pipelines on the dashboard.