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Segments

Segments allow you to assign “Attributes” to your customers and run metrics only considering customers with specific Attributes. To create a Segment, click the first pill (labeled “All Customers” by default) on any chart and then click “Create Segment.” This will open the panel where you can create the rules for your Segment.

There are two types of Attributes:

Custom Attributes

You can add custom “Attributes” to your customers, which can then be filtered on to create Segments. There are three types of Attributes you can create:

  • Number: Must be a number type in the spreadsheet, and only contain number and decimal characters. Filterable by =, !=, >=, >, <=, <, is empty, is not empty.
  • Date: Must be a date type in the spreadsheet. Filterable by =, !=, >=, >, <=, <, is empty, is not empty.
  • String: Any other spreadsheet data type. Filterable by =. !=, starts with, ends with, contains, doesn't contain, in, not in, is empty, is not empty.

For Excel and GSheet Data Sources, Attributes are added via the “Attributes” tab of the template. Company names are added to this tab automatically via a reference to the the “Customer Revenue” tab. Label Attribute names in the top row, and then fill in Attributes for each customer. If you have an old version of the Excel template that does not have an Attributes tab, download a new Excel file from your existing Data Source page in SaaSGrid.

For Salesforce, HubSpot, and Stripe Data Sources, all fields on the account and contract level can be used as Attributes to create Segments. Filtering on Account fields will remove entire customers from calculations, but filtering on Contract fields will only filter out revenue associated with those specific Contracts.

Computed Attributes

Computed Attributes are calculated by SaaSGrid based on customer revenue. There are two computed Attributes:

Cohort

A cohort is a set of customers grouped by sign-up period. Excluding cohorts means that metrics will not consider any customers who first had revenue in those months (or who Closed in those months, if enabled via Salesforce). This can be helpful if, for example, you want to look at weighted average Dollar Retention, but do not want to include early customers that may have behaved differently from more recent sign-ups.‍

ACV

A company’s ACV is its MRR * 12. There are two versions of the ACV Attribute:

  1. ACV in the first month a company produced revenue (“First Month”).
  2. ACV in the most recent full month or the month the customer churned, whichever is later (“Last Month”).

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Stage Conversion Rate

Stage Conversion Rate is the While Pipeline Value sums the total ARR of active opportunities in pipeline, weighted pipeline is weighted based on the current deal stage. Weighted pipeline value is a more accurate estimate of Closed Won ARR based on the current pipeline value.

How do I calculate pipeline?

Let's assume we have the following list of opportunities currently active in our sales process:

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Deal Name

Sales Owner

Stage

ARR

ACME Corp. - New Business
Bugs Bunny
Stage 1
$10,000
Bonner Books - Upsell
Bugs Bunny
Stage 2
$25,000
CHOAM - New Business
Daffy Duck
Stage 2
$15,000
Daedalus Research - Upsell
Daffy Duck
Stage 3
$30,000
Bugs Bunny
Electric Enterprise - New Business
Stage 3
$50,000
$20,000
Fabulous Factories - New Business
Daffy Duck
Closed Lost

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The total pipeline for these opportunities is $130,000. Additionally, we can also get pipeline totals for our two sales reps: Bugs Bunny ($85,000) and Daffy Duck ($45,000).

Note that Fabulous Factories - New Business is omitted from this sum, as the stage is marked as "Closed Lost".

We can summarize our pipeline by Stage to understand how much ARR is in each step of the sales process. To summarize the Pipeline ARR by Stage, we generate the following ARR table:

Stage 1 Pipeline

Stage 2 Pipeline

Stage 3 Pipeline

Total Pipeline

$10,000
$40,000
$80,000
$130,000

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While we have the total pipeline value here, we can apply the weightings to more accurately estimate how much of the pipeline ARR will be Closed Won.

What is probability to close?

Probability to Close is a percentage that estimates how much of the ARR that is in a particular stage of a pipeline is expected to be Closed Won. Typically, Probability to Close will be lower in earlier stages of the sales process and higher in later stages of the sales process.

If we multiply the probability to close by the Pipeline ARR, we'll get the Weighted Pipeline ARR value in each stage.

Stage 1

Stage 2

Stage 3

Pipeline ARR ($)

$10,000

$40,000
$80,000

Probability to Close (%)

25%
40%
65%
$2,500
$16,000
$52,000

Weighted Pipeline ARR ($)

Probability to Close assumptions for each stage assume that deals in different stages have a different chance of being won. Deals in Stage 1 are 25% likely to be won, while deals in Stage 2 are 40% likely to be won, and deals in Stage 3 are 65% likely to be won.

After applying the probability to close to the Pipeline ARR, we now have $2,500 in Stage 1, $16,000 in Stage 2, and $52,000 in stage 3, for a total weighted pipeline value of $70,500. This estimate is closer to the real value we expect to have in Closed Won ARR.