Pipeline Report: Won, Lost and Time in Each Stage

The Pipeline report (Reports, Pipeline) shows what happens to leads after the conference. Pick the last 90 days, the last 12 months or all time.

At the top

• Open pipeline and Won: the amount on open and won deals
• Win rate: won deals out of won and lost deals
• Average won deal and Days to close

What's in the report

• Where your leads are now: leads captured in the period, by funnel stage.
• Deal value by stage: open deals, by the stage they're in.
• Won vs lost by conference: per conference, leads won, lost, disqualified and still open, the win rate, and the value of deals won, open and lost. This is where you see which events turn into revenue.
• Top lost reasons: why leads were marked Lost and deals moved to a lost stage: no budget, went with a competitor, no response, bad fit or other.
• Disqualified reasons: why leads were ruled out, like not your customer profile, a student or job seeker, a vendor, a competitor or a duplicate.
• Average days in each lead stage and in each deal stage: how long they stay before they move, and the median time so far for the ones still there.

Getting good numbers

• Pick a reason whenever you mark a lead Lost or Disqualified, or move a deal to a lost stage. Reasons left blank show as "Not given".
• Create deals for real opportunities (see Track deals) so the report can show value, not just counts.
• Time in a stage is counted from stage changes made after this report was added, so it fills in over time.