ClosePlan - Positive Business Outcome Dashboard (PBO)

1 ClosePlan - Positive Business Outcome Dashboard (PBO)
- 1.1 Items to create:
2 The Reports
- 2.1 Report 1: Win Rate Analysis Report (Overview)
- 2.2 Report 1: Win Rate Analysis Report
  - 2.2.1 Create the Win Rate / Adoption Metrics Report:
  - 2.2.2 Group Rows:
  - 2.2.3 Columns:
  - 2.2.4 Add Filters:
  - 2.2.5 Create Bucket Column
  - 2.2.6 Create Required Summary Fields
  - 2.2.7 Save the Report
  - 2.2.8 Add Chart (Optional)
- 2.3 Report 2: Closed Won Analysis Report
  - 2.3.1 Create the Closed Won Analysis Report
  - 2.3.2 Edit Chart (Optional)
3 Create the Dashboard and Add Components

The purpose of the Positive Business Outcome Dashboard is to provide CS and Sales with a measurable, comparative tool that will assist in Renewals and Upsells of ClosePlan as well as People.ai products.

Each Client Org may have different fields measuring things such as Amount and Expected Revenue.

CS and TS must engage with the Client to ensure the Dashboard and Reports are surfacing the correct data.

Please Note:

This Dashboard is NOT a 1:1 match with the Dashboard included in the ClosePlan Package from version 1.258 and beyond. The Dashboard included in the Package is now the primary PBO Dashboard to use. Please work with the PBO Dashboard included in the Client Org if present.

Sample PBO Dashboard:

This Tutorial will show you how to create a complete Positive Business Outcome Dashboard (PBO) based on 2 reports, presented in 8 components.

Items to create:

2 Reports
1 Dashboard with 8 components

The Reports

Report 1: The Win Rate Analysis Report
- Looks at Closed Won + Closed Lost Opportunities within the ‘create ClosePlan’ threshold
Report 2: The Closed Won Analysis Report
- Looks only at Closed Won Opportunities within the ‘create ClosePlan’ threshold

If you have the Scorecard Score on the Opportunity, we can show average Score over time. If not, we can just use an Opportunities with/without ClosePlan custom report.

Add the Scorecard Score % to the Opportunity

Report 1: Win Rate Analysis Report (Overview)

Report Parameters Overview

Standard Report Type: Opportunities

Name: Win Rate Analysis

Save to: ClosePlan folder

Group Rows:

ClosePlan: Adoption (bucket field)
Stage
Close Date (Grouped Quarterly)

Required Row fields

Amount (Sum and Average)
- NOTE: Amount is a Standard Field. You might find however that the best field to use may be a Custom Field from the Client Org.
  - Check and double confirm with the client to ensure the correct field is used!
Scorecard Score % (Average)

Required Summary Formula Columns

Win Rate (%)
ClosePlan Adoption (%)

Filter:

As required or preferred

Note: Time frame should include some pre-ClosePlan period for reference

Report 1: Win Rate Analysis Report

Create the Win Rate / Adoption Metrics Report:

Go to Reports tab > Open > click New Report

Select a Report Type: Opportunities

Click Start Report

Group Rows:

ClosePlan: Adoption (Instruction to create this Bucket Field below.)
Stage
Close Date (Grouped Quarterly on the column in the Report - See image above)

Columns:

Owner Role
Opportunity Owner
Account Name
Opportunity Name
Fiscal Period
Amount (Click and summarize Sum and Average - See image above)
Expected Revenue
Probability
Age
Created Date
Close Date
Type
Scorecard Score % (Click and summarize Average - See image above)

Note: Remove any unnecessary columns

Add Filters:

As needed.

Note: Time frames in the filters should include some pre-ClosePlan period to display the impact of ClosePlan

Create Bucket Column

(How to Create a Bucket Column)

ClosePlan Adoption
- No ClosePlan
- ClosePlan

Create Required Summary Fields

(How to Create a Summary Field)

Win Rate (%)
- WON:SUM/CLOSED:SUM
ClosePlan Adoption (%)
- Opportunity.TSPC__CPDealCount__c:SUM/RowCount

Save the Report

Click Save & Run

Report Name: Win Rate Analysis
Report Unique Name: This will auto fill
Description: optional
Folder: ClosePlan Reports (If the folder does not exist, create it)

Add Chart (Optional)

In the Report, click on Add Chart

Display As: Bar

Y-Axis: ClosePlan: Adoption

X-Axis: Win Rate (%)

Note: Any X/Y combination can be used based on preference.

Report 2: Closed Won Analysis Report

Create the Closed Won Analysis Report

Create the Closed Won Analysis Report by duplicating Report 1: Win Rates

Open the Win Rates Report
Click on Edit in the top right of the Report
Click on Save As
Save Report As
- Report Name: Closed Won Analysis
- Report Unique Name: This will auto fill
- Description: Optional
- Folder: ClosePlan
Click on Edit
Under Filters adjust the Opportunity Status to ‘Closed Won’
Click Save & Run

Edit Chart (Optional)

Example of edited Chart

Display As: Bar

Y-Axis: Close Date

X-Axis: ClosePlan Adoption (%)

Note: Any X/Y combination can be used based on preference.

Create the Dashboard and Add Components

The Dashboard will contain 8 components that surface information from the 2 Reports:

Win Rates Report
Closed Won Analysis Report

Create the Dashboard

Go to Quickfind > Dashboards

In the top right, click New Dashboard

Name: Positive Business Outcomes - ClosePlan
Description: Optional
Folder: ClosePlan Dashboards (If the folder does not exist, create it)
Click Create

Create the Components

In the top right, click +Component

Select Report: Either Win Rates or Closed Won Analysis as indicated for each Component below

Create each component according to the information provided:

Component 1:
How does ClosePlan adoption impact Win Rates?

Component 2:
How does ClosePlan completion impact Win Rates?

Component 3:
Do Opportunities with ClosePlan win more often?

Component 4:
What percent of our Opportunities used ClosePlan?

Component 5:
Is ClosePlan attributed to Closed Won Opportunities?

Component 6:
How does ClosePlan impact our average Deal Size?

Component 7:
Is our Average Deal Size increasing?

Component 8:
Is our Average Deal Size higher with ClosePlan?

**Notes on Components: Custom fields may be used in Client Orgs that do not perfectly correspond to Standard Fields provided by Salesforce. CS and TS must engage with the client to ensure that the right data is being surfaced by the Reports and Dashboards.

Example: Forecast Amounts may be represented in different ways in different fields each with a different Field name.

How to Create a Bucket Column

In the Report Edit, Click the Down Arrow at the top of ‘Columns’

Select Add Bucket Column

Field: CP: ClosePlan Count
Bucket Name: ClosePlan: Adoption
Range: <= 0
Bucket: No ClosePlan
Range: > 0
Bucket: ClosePlan

Click Apply

Return to Create Bucket Column section

How to Create Summary Fields

Click the Down Arrow at the top of ‘Columns’

Select Add Summary Formula
Column Name: Win Rate (%)
Description: Win Rate %
Formula Output Type: Percent
Decimal Points: 2
Under General add the formula:
- WON:SUM/CLOSED:SUM
Click Validate to confirm formula is correct
Click Apply