Report: Win Rates – Qualified Potential

This topic explains the report/widget 'Win Rates – Qualified Potential' in the Account Planning ROI dashboard.

The following are covered:

What It Measures

This chart calculates the win rate for Altify Account Opportunities that were marked as 'Qualified' during the current fiscal year. It shows how many of those qualified opportunities were ultimately won. This KPI shows the effectiveness of the sales process once an opportunity has passed through qualification.

  • Metric: Win Rate %
  • Filtered By:
    • Was Qualified = True

    • Closed = True

    • Created Date = Current FY (Jan 1 – Dec 31, 2025)
  • Grouped By:
    • Created Date (Fiscal Quarter format)
    • Account Name
    • AM Solution Name

How It’s Built

Report Type

A custom report type is used, as follows:

  • Name: 'Accounts with Planned Opportunities – ROI'

  • Objects:

    • Primary Object: Accounts

    • Related Object: Altify Account Opportunities

Filters

  • Created Date: Current FY (from the Created Date on the Altify Account Opportunity object)

  • Was Qualified: Equals True

  • Closed: Equals True

Groupings (Outline)

The following rows are grouped:

  • Account Name
  • Created Date (fiscal quarter)
  • AM Solution: Solution Name

Columns Added

  • Opportunity Name
  • Opportunity Type
  • Account Opportunity Name
  • Reporting Amount

  • Closed (check box)

  • Won (check box)

  • Formula Column: Win Rate %

    • Formula: RowCount / PARENTGROUPVAL(RowCount, GRAND_SUMMARY)

    • Output Type: Percent

    • Decimal Points: 2

    • Applied At: Grand Total Only

Why It Matters

  • Sales Effectiveness: Helps measure how well your team converts qualified opportunities into wins.

  • ROI Insight: Tracks the quality of planning and qualification efforts.

  • Target Benchmarking: Gives you a benchmark win rate from the planning phase forward.

Troubleshooting Tips

  • Ensure Was Qualified and Closed fields are populated and accurate.
  • Make sure there are opportunities from the current FY that meet all filter criteria.
  • Confirm the win rate formula is applied only at the grand total level.

  • Watch for rows with small sample sizes that could skew percentage visuals.