Unlock new opportunities with deals in the pipeline for healthcare

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hi this is chad with boost up today we're going to dive into a little bit of a quantitative as well as a qualitative analysis of pipeline and i'll show you how to do it for current and future quarters so let's dive in first things first what we're seeing here is change in our pipeline over time in this case we're looking at overall change ins and outs over the last seven days so you can see seven days ago i had 56 million in pipeline today i'm sitting at 50 million to understand what changed we look at the columns in the middle we can see i created 2.4 million dollars in new deals i've pulled 2.8 million dollars in opportunities from future quarters i've even increased the value in some of those opportunities by 2.7 million these are positive indicators and we're seeing our pipeline trend up in those categories where we're seeing it trend down is where i've pushed things out in future quarters 5.6 million in this case where i've discounted the value in those opportunities by in this case 2.7 million where i've won deals it's a reduction but it's a happy reduction for 2 million and where i've lost deals 4.2 million in this case those changes need me to my 50 million one of the powers of boost up is being able to dig into the details at every level and at every screen so if i wanted to understand where i'm discounting and seeing if it's valid i can actually drill into those deals with a single click and start understanding what values have changed by how much and which deals i'm discounting for instance if i pick on one of these deals where i'm at a medium risk i really haven't had any recent meetings i'm in that proposal stage and we've discounted this nearly by half and we've actually been in that proposal stage for 50 days seems a little odd so let's dive in and see what happened with a single click i can actually get into that deal and start understanding all of the interactions between buyer and seller to unders to figure out what is driving that reduction in value for that opportunity everything from reading emails to understanding who we're engaging with as well as what topics are we discussing not only can we look at overall change in pipeline but we can see what's changing within the pipeline for instance if i wanted to understand how things are progressing from pipe between pipeline stages or forecast categories i can see once again over time what's happening here this is a really good tool for surfacing stagnancy we're doing close lost or closed one analysis if i change the time frame here to looking at the last 30 days this is a good way to start sniffing out some of that stagnancy we were picking on that proposal stage a little bit earlier we saw a deal that was in there for well over a month let's figure out what's going on there and what's restricting us for getting into that negotiation stage if i drill into that stage i can see right away nearly 70 percent of the nearly 70 percent of those deals or nearly seven million seventy percent of those deals have been stagnant in that stage over the last thirty days more concerning fourteen percent of those deals at that late stage have been closed lost that's an expensive loss let's dig in and figure out what's going on there i can once again click on that segment and understand every single deal we've closed lost as well as the context as to why we lost that deal by digging in there are other things that we can look at as far as week over week change and understanding what's happening there another important factor when looking at pipeline or doing an analysis is understanding how am i building my pipeline where am i generating it and where in the quarter is that set to close what we're looking at here is the new pipeline that i'm generating week over week whether it be in current quarter or future order as well as where in this case in the current quarter is that pipeline set to close you can see in this case we're pretty heavily weighted towards the end of the quarter getting that classic hockey stick at the end of at the end of the quarter which tends to drive discounts a little bit higher as well as deals pushing or a higher likelihood that deals could push we want to dig in and see if there are any of these deals that we could pull into future weeks to reduce the risk of us losing some of that that pipeline we'd also take a peek into future quarters see if we're seeing a repeat of the same behavior you can see we have some spikes here towards the end of each month in the quarter where we're seeing a little bit of that hockey stick generally means that we're not necessarily managing those to a specific close date and you can see that actually flushes out here in the risk score with plenty of high risk opportunities in next quarter that i may want to get a hold of risk is another important factor if we want to dig into those risk analytics to see the qualitative and qualitative analysis of that pipeline we can really quickly dive in and see what stages are the highest risk and what factors are driving that risk for instance here if we're looking at that proposed price or proposal presented stage we can see we have more deals at high and medium risk by a long shot than we have at low risk we can start digging into those individual deals to see which deals probably won't happen which deals are tracking well as well as which deals could we actually affect some change if we want to build a plan once again we can dig into the individual aspects of that deal understand the risk factors and build the cha build a plan to bring each of those individual deals in understanding the factors or the behaviors that are driving that risk is important as well in this case you can see the number one risk is a little bit of sales 101 we're not scheduling that next meeting or getting to that next event and it's affecting 23 million dollars in my pipe that gives me a coaching moment that i can tell my organization to focus on in order to reduce that risk let's also dig into next quarter i have the ability to filter things down by quarter by team or by a specific user to understand exactly what's going on at different segments of my business moving into next quarter we can see that our risk profile is even less favorable a lot of high risk opportunities and not a ton sitting late stage this is something we want to get ahead of so might as well dig into my deals now to understand what that risk is drive some change and capitalize on my maximum revenue for next quarter this has been chad with boost up giving you a little bit of a view of how you can leverage boost up to analyze your pipeline build a plan and maximize your revenue other than that hope this was helpful for you guys and have a great day