ClosePlan Outcome Reporting - Overview

The purpose of the Positive Business Outcome Dashboard is to provide CS and Sales teams with a measurable, comparative tool that can help Client Organizations realize the positive impact of ClosePlan on their Sales efforts.

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

A System Administrator should review the Dashboard and Reports to ensure they are surfacing the correct data.

Create a Positive Business Outcome Dashboard

This section will walk you through the steps to build a Positive Business Outcome Dashboard (PBO) based on 2 reports, presented in 8 components.

If your Organization is running ClosePlan version 1.258 or above, you will already have a PBO Dashboard in the ClosePlan Package Reports Dashboard Folder.

Open

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

Report 1: Win Rate Analysis Report (Overview)

Open

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:

1. Win Rates Report

2. 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.

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

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

Positive Business Outcome Dashboard included in the ClosePlan Package

Overview

The ClosePlan - Positive Business Outcomes Dashboard is a preconfigured Dashboard that is included in the ClosePlan Managed Package. It consists of 7 components based on 5 Reports found in the ClosePlan Package Reports Folder:

• Average Revenue by FY

• ClosePlan Adoption by FY

• Win Rates

• Win Rates by ClosePla

• Average Revenue by ClosePlan

Components

Are Win Rates Correlated to ClosePlan Adoption?

Are Win Rates Correlated to ClosePlan Completion?

Do Opportunities with ClosePlan Win More Often?

Are we seeing higher Revenue deals with ClosePlan?

Deal Size

Is ClosePlan attributed to Closed Won Opportunities?

What Percent of Opportunities are using ClosePlan?

Troubleshooting

View Dashboard issues

Select the view that Users have to ensure they are seeing the info you want them to see.

• Me

  • You’re the dashboard creator, and Users see data in the dashboard according to your access to data.
    Example: If you can see opportunities only in Canada, the dashboard viewer only sees data about opportunities in Canada.

• Another person

  • The dashboard viewer sees data in the dashboard according to the data access level of the person that you specify.
    Example: If you choose someone who can see opportunities from any country, the dashboard viewer sees data about opportunities from all countries.

• The dashboard viewer

  • The dashboard viewer sees data based on their own access to data. This type of dashboard is called a dynamic dashboard because it changes based on the viewer’s privileges.

• Let dashboard viewers choose whom they view the dashboard as

  • To enable viewers with appropriate user permissions to choose who they view the dashboard as, select Let dashboard viewers choose whom they view the dashboard as. If the viewer has View My Team’s Dashboards permission, they can view the dashboard as themselves or as anyone beneath them in the role hierarchy. If the viewer has View All Data permission, they can view the dashboard as anyone.

Click Save, and from the Dashboard Builder, click Save again.

When a User opens your dashboard, they see data as the person that you specified.