ClosePlan - Positive Business Outcome Dashboard (PBO) OLD

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:

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This Documentation guides the User to create a Positive Business Outcome Dashboard (PBO Dashboard)

The PBO Dashboard is included in the ClosePlan Package installation, so check the Org for:

• ClosePlan Package Reports folder that contains the following Reports:

  • Average Revenue by FY

  • ClosePlan Adoption by FY

  • Win Rates

  • Win Rates by ClosePlan

  • Average ACV by ClosePlan

• ClosePlan Package Dashboard folder that contains the following Dashboard:

  • ClosePlan - Positive Business Outcomes

Items to create:

• 5 Reports

• 1 Dashboard with 8 components

The Reports

• Report 1: Average Revenue by FY

• Report 2: ClosePlan Adoption by FY

• Report 3: Win Rates

• Win Rates by ClosePlan

• Average ACV by ClosePlan

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: Average Revenue by FY

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Report Parameters Overview

Standard Report Type: Opportunities

Name: Average Revenue by FY

Save to: ClosePlan Package Reports

Report 2: ClosePlan Adoption by FY

Report Parameters Overview

Standard Report Type:

Name: ClosePlan Adoption by FY

Save to: ClosePlan Package Reports

Report 3: Win Rates

Report Parameters Overview

Standard Report Type: Opportunities

Name: Win Rates

Save to: ClosePlan Package Reports

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Group Rows:

• Stage

• Close Date (Grouped Quarterly)

Row Fields

• Opportunity Owner: Full Name

• Account Name: Account Name

• Opportunity Name

• Amount (Sum and Average)

  • NOTE: Amount is a Standard Field, Orgs may have a custom Field to represent the true 'Amount' of an Opportunity.

    • Check and double confirm with the client to ensure the correct ‘Amount’ Field is used!

• Expected Revenue (Average)

• Probability % (Average)

• Age (Average)

• Created Date

• Lead Source

• Type

• Scorecard Score % (Average)

Required Summary Formula Columns

• Win Rate (%) 

• ClosePlan Adoption

Filter:

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• 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:

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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

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(How to Create a Bucket Column)

• ClosePlan Adoption

  • No ClosePlan 

  • ClosePlan

Create Required Summary Fields

• Win Rate Summary Field

• ClosePlan Adoption Summary Field

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Win Rate Summary Field

(General Documentation: How to Create a Summary Field)

• Win Rate (%) 

  • WON:SUM/CLOSED:SUM

• ClosePlan Adoption (%)

  • Opportunity.TSPC__CPDealCount__c:SUM/RowCount

Save the Report

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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)

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Open

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

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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

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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:

1. Win Rates Report

2. Closed Won Analysis Report

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Create the Dashboard

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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

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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?

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Component 2: 
How does ClosePlan completion impact Win Rates?

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Component 3: 
Do Opportunities with ClosePlan win more often?

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Component 4: 
What percent of our Opportunities used ClosePlan?

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Component 5: 
Is ClosePlan attributed to Closed Won Opportunities?

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

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Component 7: 
Is our Average Deal Size increasing?

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

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**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.

How to Create a Bucket Column

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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

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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

Click the Down Arrow at the top of ‘Columns’

• Select Add Summary Formula

• Column Name: ClosePlan Adoption (%)

• Description: ClosePlan Adoption (%)

• Formula Output Type: Percent

• Decimal Points: 2

• Under General add the formula:

  • Opportunity.TSPC__CPDealCount__c:SUM/RowCount

• Click Validate to confirm formula is correct

Click Apply

Return to Create Summary Fields section

Troubleshooting

Unable to view Dashboard in Client Org

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Error Message:

The running user for this dashboard doesn't have permission to run reports. Your system administrator should select a different running user for this dashboard.

Solution:

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Go to the Dashboard and on the right side down arrow, select Edit

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Change the ‘View Dashboard As’ to ‘Me’ (Or as desired)

Save

Note: It is possible that the Dashboard will have lost its components and be empty. In this case, open a Support Case at Support@People.ai

Grant Login access to your Org so that Technical Success can rebuild the PBO Dashboard