Account Planning ROI Dashboard

The Account Planning ROI dashboard (pictured below) provides visibility into the impact of account planning activities on sales performance, including deal size, win rates, and pipeline quality. It enables sales teams to compare planned versus unplanned opportunities and measure ROI from account planning efforts.

As displayed above, the dashboard comprises three sections:

1. Momentum: measures current account planning activity and forward-looking pipeline growth. It comprises the following reports (click a report for further detail):

   • 'Accounts with Altify Account Plans': total number of accounts with active account plans.

   • 'Potential Opportunities – This FQ': pipeline created through Altify plans this fiscal quarter.

   • 'Potential Opportunities – This FY': pipeline created through Altify plans this fiscal year.

   • 'Top Planned Pipeline by Account' – ranks accounts by planned revenue opportunity.

   • 'Top Planned Pipeline by Stage' - breaks down planned pipeline by sales stage.

   • 'Top Planned Pipeline by Forecast Category' - maps planned pipeline to forecast stage (e.g., Pipeline, Best Case, Commit).

2. Impact: Tracks the real-world results tied to planning activity. It comprises the following reports (click a report for further detail):

   • 'Potential Ops – Rolling FQ' – visualizes creation of potential opportunities over time.

   • 'Total Qualified Potential – This FY': funnel view showing the flow of qualified opportunity amounts.

   • 'Won From Potential – This FY': value of opportunities converted from planned pipeline to closed/won revenue.

3. Sales Velocity: Compares outcomes and conversion metrics for opportunities with vs. without planning. It comprises the following reports (click a report for further detail):

   • 'WIn Rates - Qualified Potential': win rate for opportunities qualified from potential opportunities and associated with Altify planned accounts.

   • 'Win Rate - Unplanned Opportunities': shows the win rate percentage for opportunities that were not tied to any Altify Account Opportunity.

   • 'Avg-Deal-Size–Qualified-Potential.htm': the average deal size of opportunities that originated from Altify Account Planning and reached a qualified stage.

   • 'Avg-Deal-Size–Unplanned-Opportunities.htm': tracks average deal sizes for opportunities not linked to Altify account planning.

   • 'Avg-Sales-Cycle–Unplanned-Opps.htm': the average number of days it takes to close opportunities that are not part of Altify account planning.

   • 'Avg-Sales-Cycle–Planned-Opps.htm': the average number of days it takes to close opportunities that are part of Altify account planning.

For guidance on installing the dashboard, see Installing the Account Planning ROI Dashboard.