Introduction

The Next Quarter Pipeline Projection feature enables sales users to determine the required open pipeline at the beginning of the next quarter (Q+1) to achieve their sales quota. This calculation is based on historical attainment rates, pipeline composition, and key influencing factors.

While monitoring the current quarter’s pipeline is essential for short-term performance, proactive pipeline planning for future quarters ensures sustained quota achievement and revenue predictability. This feature provides data-driven insights to optimize pipeline coverage, mitigate risks, and improve forecasting accuracy.

To access this feature, follow these steps:

1. Log in to Aviso.
2. Go to the Dashboard, and Select Next Quarter Pipeline.
3.  You will be redirected to the Next Quarter Pipeline Projection section.
4. The graphical representation of the pipeline projection lets you view the following information on the graph:

•  Target Pipeline: The required open pipeline at the beginning of Q+1 to achieve the quota for the next quarter based on historical attainment rates.
•  Current Pipeline Components:
  • Existing Open Pipeline: Pipeline with close dates in Q+1.
  •  Risky Pipeline: Pipeline that is at risk of not closing in Q+1.
• Attainment Value: The expected attainment value based on the target open pipeline at the start of Q+1. Users can adjust a slider to set a target attainment percentage, dynamically updating the target pipeline requirement.
• Pipeline Composition:
  •  Breakdown into Early and Advanced stages.
  •  Segmentation by opportunity type (New Business, Expansions, Renewals) to provide a clearer understanding of the required pipeline composition for quota attainment.

5. The Pipeline Health Insights lets you view the following information:

The Pipeline Health Insights feature provides a comprehensive view of the pipeline's current and future trajectory, enabling sales teams to take proactive actions to optimize performance. Aviso AI leverages historical data, real-time trends, and predictive analytics to generate actionable insights.

Understanding Pipeline Health Insights

Pipeline health is a crucial indicator of sales readiness and future revenue potential. By analyzing pipeline growth trends, past performance, and current deal dynamics, this feature helps users:

• Identify gaps in pipeline coverage that may impact quota attainment.
• Assess the risk associated with the current pipeline and potential shortfalls.
• Take corrective actions such as increasing deal flow or improving deal conversion rates.
• Make data-driven decisions to optimize sales strategies for upcoming quarters.
   

Appendix

Key Pipeline Metrics

Sales leaders analyze various pipeline metrics to optimize team performance, including:

•  Pipeline Coverage
•  Attainment
•  Conversion Rate
•   Win Rate

While pipeline coverage is a major factor influencing attainment, additional elements such as pipeline quality and team characteristics significantly impact outcomes.

Pipeline Quality Assessment

• Pipeline quality is assessed based on the following:
• Composition by stage and category.
• Active vs. stale deals.
• CRM hygiene and data integrity.
• Deal age vs. deal amount