Understanding Opportunity Analysis in Revenue Explorer

Opportunity Analysis in the Revenue Explorer allows you to examine your opportunities at a deeper level. Slice and dice the data based on any lead/company attributes, such as lead source, industry or geography. Analyze opportunity creation and close based on name, stage or probability. Find out marketing contributions to the pipeline.

Example analysis

Here are a few reports you can create in the Opportunity Analysis area.

  1. Marketing Influence on Opportunties Created

    What percentage of your company’s pipeline was influenced by your marketing programs? This report gives you the answer. The following pie charts demonstrate the percentage of the number of all opportunities and the opportunity amount that were acquired by a marketing program.

  2. Marketing Influence on Opportunities Closed and Won.

    This report shows how much revenue was acquired and influenced by marketing, by number and amount.

  3. Opportunity Closed by Lead Source

    This report breaks down all the opportunities closed by lead source and gives you a clear overview of which sources are working and which aren’t.

  4. Time to Close by Source

    This report demonstrates the relationship between the average days to close an opportunity and the lead source.

  5. Open Opportunity and Stage

    This report shows how many opportunities are open in each revenue cycle stage.

  6. Number of Opportunities by Year by Industry

    This report answers the question, “Are we getting more or fewer opportunities from certain industries year over year?”

Opportunity Analysis Dimensions and Measures

Opportunity Analysis gives you access to all lead, company and opportunity related dimensions and opportunity-related measures. Use these opportunity analysis dimensions and measures to answer specific questions in your report.

  1. Company Attributes

    Dimension Description
    Annual Revenue Company’s annual revenue
    City The city where the company is located
    Country The county where the company is located
    Industry The industry the company is in
    Company Name Name of the company
    Number of employees Number of Employees in the Company
    Postal Code Company’s postal code
    SIC Code Company’s SIC Code
    State The state where the company is located
  2. Lead Attributes

    Dimension Description
    Blocklisted The lead is blocklisted
    Converted to Opportunity The lead is converted to an opportunity
    Email Invalid Whether the lead has a valid email address
    Marketing Suspended Is the lead suspended from marketing emails
    Email Address Lead’s email address
    Job Title Lead’s job title
    Full Name Lead’s full name
    Original Source Type Lead’s original source type
    Register Source Type Lead’s registered source type
    Lead Owner Email Address Lead owner’s email address
    Lead Owner Job Title Lead owner’s job title
    Lead Owner Name Lead owner’s name
    Lead Source Lead source
    Lead Status Lead status
  3. Lead Created Timeframe

    Dimension Description
    Lead Created Year The year when the lead is created
    Lead Created Quarter The quarter when the lead is created
    Lead Created Month The month when the lead is created
    Lead Created Week The week when the lead is created
    Lead Created Date The date when the lead is created
  4. Opportunity Attributes

    Dimension Description
    Opportunity Closed Is the opportunity closed
    Opportunity Forecast Category Opportunity forecast category
    Opportunity Name Opportunity name
    Opportunity Stage Opportunity stage
    Opportunity Type Opportunity type
    Opportunity Won Is this opportunity closed and won
    Marketing Influenced Opportunity This flag indicates if any of the lead/contact was acquired by or achieved success in any marketing program. Only programs that have a period cost defined are considered.
  5. Opportunity Closed Timeframe

    Dimension Description
    Opportunity Closed Year The year when the opportunity is closed
    Opportunity Closed Quarter The quarter when the opportunity is closed
    Opportunity Closed Month The month when the opportunity is closed
    Opportunity Closed Week The week when the opportunity is closed
    Opportunity Closed Date The date when the opportunity is closed
  6. Opportunity Created Timeframe

    Dimension Description
    Opportunity Created Year The year when the opportunity is created
    Opportunity Created Quarter The quarter when the opportunity is created
    Opportunity Created Month The month when the opportunity is created
    Opportunity Created Week The week when the opportunity is created
    Opportunity Created Date The date when the opportunity is created
  7. Measures

    Measure Description
    Avg Days to Close Opportunity Average number of days to close an opportunity
    Avg Days to Close Opportunity (Lost) Average number of days to a lost opportunity
    Avg Days to Close Opportunity (Won) Average number of days to a won opportunity
    Number of All Opportunities Total number of all opportunities
    Number of Opportunities (Closed) Total number of opportunities that are closed (won or lost)
    Number of Opportunities (Lost) Total number of opportunities that are lost
    Number of Opportunities (Open) Total number of opportunities that are still open
    Number of Opportunities (Won) Total number of opportunities that are won
    Opportunity Amount Total opportunity amount. If more than one lead is associated with an opportunity, allocation amount is based on lead score.
    Opportunity Amount (Lost) Total amount for lost opportunities. If more than one lead is associated with an opportunity, allocation amount is based on lead score.
    Opportunity Amount (Open) Total amount for open opportunities. If more than one lead is associated with an opportunity, allocation amount is based on lead score.
    Opportunity Amount (Won) Total amount for won opportunities. If more than one lead is associated with an opportunity, allocation amount is based on lead score.

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