What is a Pipeline Waterfall?

A Pipeline Waterfall details the total amount of change to a pipeline category over a period of time. Pipeline waterfall charts will show the starting pipeline, any additions and subtractions to that pipeline, and the ending pipeline amount. Understanding movements in the pipeline is essential for understanding your sales process and improving deal flow

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What are the different parts of a pipeline waterfall?

Pipeline waterfall is a sum of all the movements in the pipeline in a given time period - these movements can be described with different categories. The table below details pipeline movement categories and their definitions.

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The intermediate categories of pipeline addition and subtraction show how pipeline value changes within a quarter. Thus, the ending pipeline value for a particular period is the following:
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What are the different dates for tracking pipeline movements?

There are several date settings to sort and filter pipeline movements - SaaSGrid allows date controls for the following date fields:

Time Period:
The single period that the chart is showing .

Date Grouping: 
SaaSGrid can organize pipeline deals based on Close Date (the day the deal is expected to be closed) or Created Date (the day the deal was created).

Change Period:
The period in which SaaSGrid will check for changes to the opportunities.

For example, if Time Period is set to the current quarter, Date Grouping is set to “Close Date”,  and Change Period is set to “This Month”, the pipeline value would show all pipeline deals with the Close Date in the current quarter, and reflect any movements that have happened in the current month.

In SaaSGrid, these pipeline movement categories can be represented in a waterfall chart that details each category. Each category can be broken down further by sales owner, sales segment, or any other deal attribute from your CRM.

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The waterfall chart can show how your pipeline changes over time and gives you full visibility into every change in your sales funnel. Get insights into where your business is winning and keep an eye on metrics at every step of the sales process with SaaSGrid's pipeline tool. Talk to us here to learn more!