Report: Top Planned Pipeline by Forecast

This topic explains the report/widget 'Top Planned Pipeline by Forecast' in the Account Planning ROI dashboard.

The following are covered:

• What the report measures

• How the report is built

• Dashboard Widget Setup

• Why it matters

• Troubleshooting

What the report measures

This widget summarizes the total value of Altify-planned, non-potential opportunities, grouped by Forecast Category. It provides insight into how planning is impacting the forecast pipeline quality for the current quarter. This shows how much pipeline is advancing into committed stages like Pipeline, Best Case, Commit, and Closed — crucial for assessing planning-to-forecast alignment.

• Metric Displayed: Sum of Reporting Amount.

• Filtered by:

  • Opportunity Type ≠ Potential

  • Altify Account Opportunity Created Date = Current Fiscal Quarter

• Grouped by:

  • Forecast Category

  • Account Name

  • AM Solution Name

How the report is built

Report Type

A custom report type is used, as follows:

• Name: 'Accounts with Planned Opportunities – ROI'.

• Objects:

  • Primary Object (A): Accounts

  • Related Object (B): Altify Account Opportunities

Filters

• Created Date (from the Altify Account Opportunity): Current FQ (e.g. Jul 1, 2025 – Sep 30, 2025)

• Opportunity Type: Not Potential (ensures only active or forecastable pipeline is included).

Grouping (Outline)

The following rows are grouped:

• Account Name

• Forecast Category

• AM Solution: Solution Name

Columns Added

• Opportunity: Opportunity Name

• Account Opportunity Name

• Reporting Amount

These support drill-down visibility by account, forecast stage, and solution area.

Dashboard Widget Setup

• Component Type: Stacked Bar or Horizontal Grouped Bar Chart

• X-Axis: Reporting Amount

• Y-Axis: Forecast Category

• Color Grouping: Optionally by Account or AM Solution

• Label: 'Top Planned Pipeline by Forecast'

Why it matters

• Forecast Confidence: Highlights how well planned opps are progressing into meaningful forecast categories.

• Sales Execution Quality: If planning is aligned with revenue, you should see growth in Best Case and Commit stages.

• Revenue Attribution: Reinforces the ROI of account planning as a pipeline creation tool, not just strategy.

Troubleshooting

If no records are shown:

• Confirm that non-Potential Altify Account Opportunities have Forecast Category and Reporting Amount populated.

• Temporarily remove the Created Date filter to validate historical records exist.

• Check for unexpected capitalization, spacing, or picklist values in Forecast Category that may cause mismatches.