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 the Positive Business Outcome Dashboard

This section will walk you through the steps to build a Positive Business Outcome Dashboard (PBO) based on 5 reports, presented in 8 components.

Open

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:

• The ClosePlan Package Reports folder that contains the following 5 Reports:

  • Average Revenue by ClosePlan

  • Average Revenue by FY

  • ClosePlan Adoption by FY

  • Win Rates

  • Win Rates by ClosePlan

• The ClosePlan Package Dashboard folder that contains the following Dashboard:

  • ClosePlan - Positive Business Outcomes Dashboard

Items to create:

• 5 Reports

• 1 Dashboard with 8 components

The Reports

• Report 1: Average Revenue by ClosePlan

• Report 2: Average Revenue by FY

• Report 3: ClosePlan Adoption by FY

• Report 4: Win Rates

• Report 5: Win Rates by ClosePlan

Report 1: Average Revenue by ClosePlan

Open

Report Parameters Overview

Standard Report Type: Opportunities

Name: Average Revenue by ClosePlan

Save to: ClosePlan Package Reports

Groups, Columns and Filters

Groups

• Close Date (Grouped Quarterly)

• ClosePlan Adoption (Bucket Column)

  • See: ClosePlan Adoption Bucket Column

• Type

Columns

• Owner Role

• Opportunity Owner

• Account Name

• Opportunity Name

• Stage

• Fiscal Period

• Amount (Sum and Average)

  • NOTE: Amount is a Standard Field, Orgs may have a custom Field to represent the true 'Amount' of an Opportunity. Ensure the correct ‘Amount’ Field is used!

• Expected Revenue (Sum and Average)

• Probability % (Average)

• Age (Average)

• Created Date

• Lead Source

• CP: Has Deal

Summary Formula Columns

• ClosePlan Adoption (Summary formula)

  • See: ClosePlan Adoption Summary Formula

Filters

• Show Me: All Opportunities

• Close Date: All Time

• Opportunity Status: Closed

• Probability: All

• Stage: equals Closed Won

• Close Date: equals LAST 11 QUARTERS

Report 2: Average Revenue by FY

Report Parameters Overview

Standard Report Type: Opportunities

Name: Average Revenue by FY

Save to: ClosePlan Package Reports

Groups, Columns and Filters

Groups

• Fiscal Year

• Type

• ClosePlan Adoption (Bucket Column)

  • See: ClosePlan Adoption Bucket Column

Columns

• Owner Role

• Opportunity Owner

• Account Name

• Opportunity Name

• Stage

• Fiscal Period

• Amount (Sum and Average)

  • NOTE: Amount is a Standard Field, Orgs may have a custom Field to represent the true 'Amount' of an Opportunity. Ensure the correct ‘Amount’ Field is used!

• Expected Revenue (Sum and Average)

• Probability % (Average)

• Age (Average)

• Close Date

• Created Date

• Lead Source

Filters

Report 3: ClosePlan Adoption by FY

Report Parameters Overview

Standard Report Type: Opportunities

Name: ClosePlan Adoption by FY

Save to: ClosePlan Package Reports

Groups, Columns and Filters

Groups

• ClosePlan Adoption (Bucket Column)

  • See: ClosePlan Adoption Bucket Column

• Close Date (Grouped Quarterly)

Columns

• Account Name

• Opportunity Name

• Type

• Stage

• Amount (Sum and Average)

Filters

• Show Me: All Opportunities

• Close Date: All Time

• Opportunity Status: Any

• Probability: All

• Close Date: equals LAST 11 QUARTERS

Report 4: Win Rates

Report Parameters Overview

Custom Report Type: Opportunities with/without ClosePlan

Name: Win Rates

Save to: ClosePlan Package Reports

Note: This report type is a Custom Report Type. If this Report Type is not present in your Org it will need to be created:

Report Type Label: Opportunity with/without ClosePlan

Report Type Name: OpportunityWWOClosePlan

Report Type Category: Opportunities

Click ‘Deployed’

Organize as follows:

A: Opportunities

B: ‘A' Records may or may not have related 'B’ Records

Groups, Columns and Filters

Groups

• Stage

• Close Date (Grouped Quarterly)

Columns

• 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. Ensure the correct ‘Amount’ Field is used!

• Expected Revenue (Sum and Average)

• Probability % (Average)

• Age (Average)

• Close Date

• Lead Source

• Type

• Scorecard Score %

Summary Formula Columns

• ClosePlan Adoption (Summary formula)

  • See: ClosePlan Adoption Summary Formula

• ClosePlan Adoption (Bucket Column)

  • See: ClosePlan Adoption Bucket Column

Filter:

• Show Me: All Opportunities under role: CEO

• Close Date: All Time

• Close Date: equals LAST 11 QUARTERS

Report 5: Win Rates by ClosePlan

Report Parameters Overview

Standard Report Type: Opportunities

Name: Win Rates by ClosePlan

Save to: ClosePlan Package Reports

Groups, Columns and Filters

Groups

• ClosePlan Adoption (Bucket Column)

  • See: ClosePlan Adoption Bucket Column

• Stage

• Close Date

Columns

• Owner Role

• Opportunity Owner

• Account Name

• Opportunity Name

• Stage

• Fiscal Period (Grouped Quarterly)

• Amount (Sum and Average)

  • NOTE: Amount is a Standard Field, Orgs may have a custom Field to represent the true 'Amount' of an Opportunity. Ensure the correct ‘Amount’ Field is used!

• Expected Revenue (Sum and Average)

• Probability % (Average)

• Age (Average)

• Created Date

• Lead Source

• Type

Summary Formula Columns

• Win Rate (Summary Formula)

  • See: Win Rate Summary Formula

Filter

• Show Me: All Opportunities

• Close Date: All Time

• Opportunity Status: Closed Won

• Probability: All

• Close Date: equals LAST 11 QUARTERS

Important Notes on Report Creation

Notes on Components

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

Create Bucket Column

ClosePlan Adoption Bucket Column

• In the Report, click on Edit on the top right of the page

• At the top of the Columns section, click on the down arrow and select Add Bucket Column

In the Modal

• Field: CP: Has Deal

• Bucket Name: ClosePlan Adoption

• Range: <= 0

• Bucket: No ClosePlan

• Range: > 0

• Bucket: ClosePlan

Click Apply

Create Summary Field

ClosePlan Adoption (%)

• In the Report, click on Edit on the top right of the page

• At the top of the Columns section, click on the down arrow and select Add Summary Formula

In the Modal

• Column Name: ClosePlan Adoption

• Description: ClosePlan Adoption (%)

• Formula Output Type: Percent

• Decimal Points: 0

• Under General add the formula:

  • Opportunity.TSPC__CPHasDeal__c:SUM/RowCount

• Click Validate to confirm formula is correct

Click Apply

Win Rate

• In the Report, click on Edit on the top right of the page

• At the top of the Columns section, click on the down arrow and select Add Summary Formula

In the Modal

• Column Name: Win Rate

• Description: Win Rate %

• Formula Output Type: Percent

• Decimal Points: 0

• Under General add the formula:

  • WON:SUM/CLOSED:SUM

• Click Validate to confirm formula is correct

Click Apply

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 ClosePlan

• Average Revenue by FY

• ClosePlan Adoption by FY

• Win Rates

• Win Rates by ClosePlan

Components

Are Win Rates Correlated to ClosePlan Adoption?

Report: Win Rates

X-Axis:

• Close Date

Y-Axis:

• Win Rate

• ClosePlan Adoption

Title: Are Win Rates Correlated to ClosePlan Adoption?

Subtitle: Win Rates vs ClosePlan Adoption Rates

Legend Position: Bottom

Are Win Rates Correlated to ClosePlan Completion?

Report: Win Rates

X-Axis:

• Close Date

Y-Axis:

• Win Rate

• Average Scorecard Score%

Title: Are Win Rates Correlated to ClosePlan Completion?

Subtitle:

Legend Position: Bottom

Do Opportunities with ClosePlan Win More Often?

Report: Win Rates by ClosePlan

Y-Axis:

• ClosePlan Adoption

X-Axis:

• Win Rate

Title: Do Opportunities with ClosePlan Win More Often?

Subtitle:

Legend Position: Bottom

Are we seeing higher Revenue deals with ClosePlan?

Report: Average Revenue based on ClosePlan

X-Axis:

• Close Date

• ClosePlan Adoption

Y-Axis:

• Average Amount

Title: Are we seeing higher Revenue deals with ClosePlan?

Subtitle: Average deal size with vs without CP

Legend Position: Bottom

Do Opportunities with ClosePlan Win More Often?

Deal Size

Report: Average Revenue by year

Y-Axis: ClosePlan Adoption

X-Axis: Average Amount

Title: Deal Size

Subtitle: Average Sales Price (ASP)

Is ClosePlan attributed to Closed Won Opportunities?

Report: Average Revenue based on ClosePlan

X-Axis:

• Close Date

• ClosePlan Adoption

Y-Axis:

• Sum of Amount

Sort by: CloseDate

Then Sort by: ClosePlan Adoption

Title: Is ClosePlan attributed to Closed Won Opportunities?

Subtitle: Revenue won with vs without ClosePlan

Legend Position: Bottom

What Percent of Opportunities are using ClosePlan?

Report: ClosePlan adoption by FY

X-Axis: Close Date

Y-Axis: ClosePlan Adoption

Title: What Percent of Opportunities are using ClosePlan?

Add Optional Filters to the Dashboard

On the Dashboard, click Edit in the top right, then click the button: + Filter

Revenue Filter

Select Amount (or the field used for the Opportunity Amount in the Org)

Display Name: Revenue (or as desired)

Add Filter Values as desired

Click Save

Troubleshooting

Unable to view Dashboard

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:

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

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

Save

Note: This issue is likely caused when the Authentication User for the ClosePlan App is no longer Active in the Org.

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

View Dashboard As Value definitions:

• 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.