Building a Sales Pipeline Dashboard with Mekko Graphics - For many companies, the sales pipeline is the leading indicator of future revenue. Tracking deals in the pipeline by product line, industry vertical, sales region and pipeline stage can provide senior management with valuable insights into future profitability. It can also alert sales managers to problems before they hit the income statement. In this webinar, we will build a sales pipeline dashboard that can be used in a variety of settings including B2B industrial sales, professional services, and any other sales organization that has a defined pipeline.

1. SALES PIPELINE
DASHBOARD
David Goldstein
President, Mekko Graphics
david@mekkographics.com

2. Current Sales Pipeline
2
0
20
40
60
80
100%
Need Identified
BVPS $15,000
Pharma BI $10,000
Apex Partners
SharePoint
Consulting $25,000
James Intl Project
Server/Sharepoint Integration
$15,000
MOSS intranet
$40,000
SDMC MOSS misc
assists $14,000
WellPet SharePoint
portal $20,000
$155,000
Pre-Proposal
PJ's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000
College - custom dev web app (SQL) $12,500
MOSS architecture $10,000
Vistaview -- SharePoint consulting services $7,000
$374,500
Proposal
Caprio MOSS 2007 consulting $17,500
Micropower - SharePoint Work $5,000
Healthcare -- DACC
Clinician Info Repository
$100,000
ANC -- SharePoint consulting $12,000
Inventive -- WSS tuning $5,000
API Enhacements $10,000
Compliance Portal $10,000
Non-profit - SharePoint Info
Architecture $41,500
$205,000 Total = $734,500
Pine Street Inn - Compliance
Portal Pilot $10,000
Health - QDS Survey integration $6,000 SDPS / BVPS perf mgt 360 feedback solution $4,000
The Marimekko captures each project organized by stage. You can see the
relative importance of individual projects and the stage itself.

3. 0
20
40
60
80
100%
Need Identified
BVPS $15,000
Apex Partners
SharePoint Consulting
$25,000
James Intl Project
Server/Sharepoint Integration
$15,000
MOSS intranet
$40,000
WellPet SharePoint
portal $20,000
Smaller Deals
(>$15k)
$40,000
$155,000
Pre-Proposal
PJ's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000
Smaller Deals (>$15k) $29,500
$374,500
Proposal
Caprio MOSS 2007 consulting
$17,500
Healthcare -- DACC
Clinician Info Repository
$100,000
Non-profit - SharePoint
Info Architecture
$41,500
Smaller Deals (>$15k)
$46,000
$205,000 Total = $734,500
Combining Smaller Deals into
“Other Series”
3
Adding the “Other Series” can help focus the sales force on the larger
opportunities.

4. 0
20
40
60
80
100%
Need Identified
BVPS $15,000
Apex Partners
SharePoint
Consulting $25,000
James Intl Project
Server/Sharepoint Integration
$15,000
MOSS intranet
$40,000
WellPet SharePoint
portal $20,000
Smaller Deals
(>$15k) $40,000
$155,000
Pre-Proposal
PJ's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000
Smaller Deals (>$15k) $29,500
$374,500
Proposal
Caprio MOSS 2007 consulting $17,500
Healthcare -- DACC
Clinician Info Repository
$100,000
Non-profit - SharePoint Info
Architecture $41,500
Smaller Deals (>$15k)
$46,000
$205,000
$17,222 $93,750 $34,167Average Deal Size
9 4 6Number of Deals
Total = $734,500
Adding Key Statistics in Data Rows
4
These statistics in the data row can help explain the pipeline, especially if it
contains many deals.

5. Sales Pipeline by Product Line
5
Marimekkos can also show pipeline by product line, sales office, sales rep or
industry vertical.
0
20
40
60
80
100%
Qualified Lead
Business Apps $532K
Database $237K
Analytics $126K
Cloud $34K
Mobile $76K
$1,005K
Technical Win
Business Apps $421K
Database $453K
Analytics $61K
Cloud $58K
Mobile $71K
$1,064K
Proposal
Submitted
Business Apps
$394K
Database
$123K
Analytics $87K
Cloud $43K
Mobile $31K
$678K
Verbal Approval
Business Apps
$623K
Database $76K
Analytics $32K
Cloud $93K
Mobile $28K
$852K Total = $3,599K

6. Business Apps Sales Pipeline
6
You can then drill down to individual deals in each product line.
0
20
40
60
80
100%
Qualified Lead
Deal1 $239K
Deal2 $204K
Deal3 $45K
Deal4 $44K
$532K
Technical Win
Deal5 $312K
Deal6 $65K
Deal7 $44K
$421K
Proposal
Submitted
Deal8 $254K
Deal9 $100K
Deal10 $40K
$394K
Verbal Approval
Deal11 $563K
Deal12 $60K
$623K Total = $1,970K

7. Tracking Estimated Pipeline
Value by Week
7
Weight the value of deals in each stage by the probability that the deal will be
won. The trend by week gives you an overall sense of the pipeline deal value.
0
500
1,000
1,500
$2,000K
Target $1,750K
6-Jan
$205K
$413K
$361K
$641K
$1,620K
13-Jan
$213K
$387K
$341K
$602K
$1,543K
20-Jan
$245K
$445K
$378K
$624K
$1,692K
27-Jan
$221K
$467K
$401K
$654K
$1,743K
3-Feb
$276K
$498K
$423K
$677K
$1,874K
10-Feb
$254K
$512K
$417K
$703K
$1,886K
17-Feb
$234K
$502K
$409K
$678K
$1,823K
24-Feb
$267K
$523K
$419K
$701K
$1,910K
Target $1,750K
Qualified Lead
Technical Win
Proposal Submitted
Verbal Approval

8. Pipeline Gap Analysis
8
Used the weighted pipeline values to track progress against your goal. The
gap represents deals not in the pipeline that much be closed to reach target.
0
1,000
2,000
$3,000K
Closed to
Date
$398K
Qualified
Lead
$267K
Technical Win
$523K
Proposal
Submitted
$419K
Verbal
Approval
$701K
Gap
$692K
Sales Target
$3,000K

9. Last Week’s Activity—New Leads
by Product Line
9
This chart shows new entrants into the pipeline. It can be grouped by product
line, sales office, sales rep or industry vertical.
0
20
40
60
80
100%
Qualified Leads Added Week of 24-Feb
Business Apps
Hedge Fund CRM $67M
Machine Tools ERP $23M
Law Firm CRM $12M
$102M
Database
Bank Data
Warehouse
$43M
PE Firm
Reporting
$17M
$60M
Analytics
EngineeringBI$21M
$21M
Cloud
ConsultingCollaboration$45M
$45M
Mobile
Bank2MobileAppPlatform$26M
$26M Total = $254M

10. Last Week’s Activity—Deals Won
by Product Line
10
This shows deals won. It can also be grouped by product line, sales office,
sales rep or industry vertical.
0
20
40
60
80
100%
Deals Closed Week of 24-Feb
Business Apps
Auto Supply Chain
$24M
Bank ERP $13M
$37M
Database
Investment Bank Data
Warehouse $52M
Auto Info Arch $12M
$64M
AnalyticsLawFirmBI$15M
$15M
Cloud
CPGCloudStrategy$8M
$8M
Mobile
Bank2MobileAppPlatform$15M
$15M Total = $139M

11. Last Week’s Activity—Deals Lost by
Pipeline Stage
11Copyright 2013 © Mekko
0
20
40
60
80
100%
Deals Lost week of 24-Feb
Qualified Lead
Auto Supply Chain
$24M
Bank ERP $13M
$37M
Technical Win
Investment Bank Data Warehouse
$52M
Auto Info Arch $12M
$64M
Proposal
Submitted
LawFirmBI$15M
$15M
Verbal
Approval
CPGCloudStrategy$8M
$8M Total = $139M
The third presents deals lost. Grouping by pipeline stage allows you to see when the deal
was lost. It can be grouped by product line, sales office, sales rep or industry vertical.

12. Close Rate by Pipeline Stage
12
This shows the close rate by pipeline stage. In this case, 19% of deals that reached
the qualified lead stage closed vs. 78% for those that reached verbal approval.
0
20
40
60
80
100%
Close Rate Previous 12 Months
Verbal
Approval
78%
Proposal
Submited
58%
Technical Win
42%
Qualified Lead
19%
$6,438K$3,832K$2,316K$1,283K
Total Deal
Volume

13. Close Rate by Product Line
13
Close rates can also be viewed by product line, industry vertical, sales office or
sales rep.
0
10
20
30
40%
Close Rate Previous 12 Months
Average
Database
37%
Analytics
32%
Business Apps
25%
Mobile
18%
Cloud
15%
$1,247K $98K $2,498K $54K $76K
Total Deal
Volume

14. Time to Close by Pipeline Stage
14
Tracking time to close by month and comparing it to previous periods gives you
a sense of how deals are moving through the pipeline.
0
50
100
150
200
Median Days to Close from
Qualified Lead
165
153
142
Technical Win
98
103
94
Proposal
Submitted
63
59 56
Verbal
Approval
21 18 20
10/13
2/13
10/12

15. Time to Close by Product Line
15
0
50
100
150
200
Median Days to Close from
Business Apps
165
153
142
Database
147
165
183
Analytics
121
134
143
Cloud
118
124
134
Mobile
63
68
57
10/13
2/13
10/12
Time to close will also vary by product line and industry vertical, and possible by sales office or sales rep.

16. Wrap Up
• A quick note about the Mekko Graphics API
• Mekko Graphics has a programmatic interface that can
automate the generation of these charts
• Into a PowerPoint deck
• Or onto an intranet
• Users can select the charts they want to produce
• Contact me for more information at david@mekkographics.com
16