Intelligence360 offers a Flow Report that helps you to see changes within a certain time period. For example, use the flow report for your business to solve:

• Giving CRO and Sales Leaders visibility into changes in their pipeline so they can get ahead of issues that would prevent them from hitting their number.

• What has changed in my pipeline that would impact my ability to hit my targets?

• How did events last week impact the value of this quarter’s pipeline?

• Which reps saw the biggest changes yesterday in their pipeline for the month?

• Do you know what has happened to your opportunities in a given Forecast Category? Have they been Won or Lost? Moved into another Forecast Category?

Jump to:

What can I see in the flow report?

Creating a Flow Report

 

What can I see in the flow report?

Graph Labels: What information am I looking at?

• Card Title {ex. Pipeline Flow this Quarter}

   

• Change range: change range is the time window in which we look for the changes that make up the graph {ex. "This fiscal quarter "or "In the last 2 months from now"}

   

  The default change range will appear when the dashboard/report is first opened, but the change range can be adjusted. The default change range is established and saved in the report editor (we'll talk more about this below).

   

  

   

• Y-Axis: Determined by the Calculation section {ex. Total Amount}

   

• X-Axis: Beginning & end of the selected range with configurable "buckets", more on this in the visualization section below {ex. July 10th 2021 - September 10th 2020}

Graph Data: What does it mean?

• Blue bars: Beginning & ending calculations for the selected period

   

• Red bars: columns with negative changes or no change within the selected period

   

• Green bars: columns with positive changes within the selected time period

   

• Bar Titles: Click here for a list of what bars can be present in a waterfall chart and definitions for what each bar represents

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Creating a Waterfall Card

Intelligence360 Reports consider data first and visualization second. That means you can establish the data you want to see and then decide which visual(s) represent it best. Since data come first, start with Creating & Editing Reports, then come back to this article when you get to the filter section to set up the Flow, or Waterfall, visualization.

 

Filter (optional)

As with any other report, you can choose which content to display on your report. If a filter has a specification, data will be filtered to match it. Filters filter out data that matches it in its current state.

 

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Historic Filter (optional)

Historic filters will filter out data based on the data as it was within the period. You can choose which content to include in historic calculations, adding a historic filter(s) is necessary to show which data is being considered in the "in/out" portion of the visualization configuration below. If no historic filter is selected, the "in/out" section will automatically be set to "off". If multiple historic filters are included, any data returned as "in" or "out" must match ALL included historic filters.

 

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Calculations (optional)

You can choose which calculations to perform if you want a report's subtitle to include a variable with specific data.

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Visualization

Waterfall

"Waterfall" is the visualization type used to illustrate flow.

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Add report summary

As with any report, you can add a custom card summary with hyperlinks and data variables.

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Change Range

The change range is the window of time in which we look for the changes that make up the graph. Choose the default change range for this report by clicking on the dropdown and selecting the date range you want this report to default to. The default change range established in this editor window determines the range shown in the waterfall graph each time it's opened.

You can adjust the change range directly on a dashboard for interactive reporting to show the same data in a different change range, but the in-card adjustments will not be saved. The default change range selected within the report editor is the default range, if you want the card defaulted to a different range, it must be adjusted and saved here in the report editor.

Calculation

Selecting the calculation information determines the math we run to build each bar and is driven by our historical reporting. With multiple options, this kind of flexibility gives you so many possibilities for representing data in a flow.

 

Select Sum for a sum total or Count for a total count, then select the property you want to calculate. You can add a custom or variable Label.

 

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The Visualization sections below determine which data buckets will be included in the flow, each represented by a bar labeled to match the configuration. The flexibility of these options allows you to determine exactly what data is visualized.

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Closed

1. Toggle off/on to determine if you want Closed data to be present (on) or not present (off). If you select "on", complete 2-4, if you select "off" no further options will be presented in this section.

    

2. Select the Property from the dropdown to apply the Closed consideration, for example, "Opportunity Status".

    

3. Select property options, with the above example you could choose one or multiple options applied to Opportunity Status, like Lost, Open, or Won. The options presented will be based on which property was selected above.

    

4. Split By (optional)

    

   select a, b, or c:

    

   1. Show single bar for closed: no splits, one bar will represent anything closed in the period

       

   2. Split by property value: split applicable properties by selecting the matching property from the populated dropdown, eg., Opportunity Status

       

   3. Split and group won and lost: Users can dictate what the definition of what a “win” is (see in the config: “Select which values of this property are “Won”. All other values matching the above Closed filter that do not match this filter are considered “Lost”.) Once this definition is determined, opportunities that were, for example, both created AND won within the selected period will be visible in the waterfall chart. You can see both “Created & Won” and a “Won & Created” buckets in the example chart below, these two buckets balance each other out (+/- the same amount) since both the creation & closing happened within the period, so they are not included in either the beginning or ending amount, the entire thing happened IN PERIOD. When “split and group won and lose” is not selected, no changes that occurred completely within the period will be visible.

 

Example: This Quarter Pipeline

Configuration of the "Closed" in the Visualization section

• Closed: enabled

• Property selected: Opportunity Status (Opportunity)

• Property options selected: only Lost & Won

• Split by: Split and group won and lost

  • Split by property selected: Opportunity Status (Opportunity)

  • Won definition: Won (anything that's does not fit Opp Status Won will be considered Lost)

Outcome

 

Notice the Created & Won and Won & Created buckets balancing out? Those are the in-period changes being shown since we split and grouped won and lost!

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Push / Pull

1. Toggle off/on to determine if you want Push/Pull data to be present (on) or not present (off) in the graph. If you select "on", complete 2-3, if you select "off", no further options will be presented in this section.

    

2. Select the property by which to determine what you base both push and pull.

    

3. Select property options which will be based on the property selected above.

 

This configuration would include any opps that were:

• Pushed: the opportunity {close date} WAS in the flow {this quarter} but now it IS NOT (it used to live inside this range, but has been pushed out of the selected range)

AND/OR

• Pulled: the opportunity {close date} WAS NOT in the flow {this quarter} but now it IS (it used to live outside of this range, but has been pulled within the selected change range)

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Create Property

You can select a property from the dropdown that will define what your period range is based on, such as Created Date, or the date the opp was created.

 

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In / Out

This section tracks content being in our out based on the configured Historic Filter and will be enabled automatically IF a Historic Filter(s) is present. If no Historic Filter is selected, this will automatically be toggled "off". The example below is from the Commit Flow Report, tracking only commit opps that moved in/out during the period based on:

 

Example: Historic Filter > Forecast Category Name: Commit

 

 

• In: What was in a different forecast category that went into commit in that time period?

   

• Out: Opportunities that were in commit then went into another forecast category in that time period?

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Increase / Decrease

The waterfall graph will have bars for "increase" and "decrease". You can choose to only show net changes to the Amount, or show any changes to amount by toggling this option off or on.

 

 

Toggle Off = The increase and decrease bars will show ANY increases and decreases; for example, if an opp increases $15k AND decreases $5k, the graph will show $15k in the increase bar and $5k in the decrease bar (+$15k and -$5k)

 

Toggle On = A net change bar will show only net changes to Amount; the same example above would result only in a $10k net change (net change: +$10k)

 

Changes are visible in the detail inspection "timeline" section like you see below. Access this detail drawer by clicking first on the increase or decrease bar you want to inspect, then clicking on the opportunity icon on the report, then selecting the "timeline" tab.

 

 

When you're happy with your configuration, be sure to click SAVE.

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Waterfall (Flow) Component Definitions

The definitions below describe what each bar you can see in a waterfall chart or flow report means . Keep this list handy while you're learning to read your flow reports so you understand exactly what the information you're looking at means for your business.

 

Note: Not all bars will be present in all waterfall charts.

• Starting Pipeline (matches filter)

  • Is open

  • Is in close date range

  • Was created before start of change range

  • Matches historical filter

• Created

  • Is open

  • Is in close date range

  • Was create after start of change range

• Increased

  • Is open

  • Increased during change range

• Pulled

  • Is open

  • Did not match close date range at start of change range

  • Does match close date range at end of change range

• In

  • Did not match historical filter at start of change range

  • Does match historical filter at end of change range

  • Does match close date range

  • Created before start of change range

• Out

  • Did match historical filter at start of change range

  • Does not match historical filter at end of change range

  • Does match close date range

  • Created before start of change range

• Decreased

  • Is open

  • Decreased during change range

• Pushed

  • Is open

  • Did match close date range at start of change range

  • Does not match close date range at end of change range

• Pulled and Won

  • Was not closing in close date range

  • Is current won as of end date of range

  • Is currently in close date range

• In and Won

  • Was not "in" in close date range

  • Is current won as of end date of range

  • Is currently in close date range

• Created and Won

  • Was not created at start change range

  • Is created now

  • Is won now

  • Is currently in close date range (missing filter)

• Won

  • Is closed

  • Was open at the start of change range

  • Is won at end of change range

  • Was not created and won, was not pulled and won

• Lost

  • Is closed

  • Was open at the start of change range

  • Is lost at end of change range

• Ending Pipeline

  • Is open

  • Is in close date range

  • Exists at the end of change range

  • Matches historical filter

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If you run into any issues, please contact support.