Prophet Deal Dashboard V29.0 - Batch Update System

Deal Scoring & Forecasting Methodology

7.2 The Evolving Scoring Model

Initial Score (Post-Discovery): Based on S, P, I, and initial ICP Alignment.
Mid-Stage Score (Qualified): Updated with A, C, and E.
Late-Stage Score (POV): Finalized with the T score.

7.4 Deal Score Tiers

Tier A (Score 75-90): Prime Opportunity.
Tier B (Score 45-74): Qualified Opportunity.
Tier C (Score < 45): Nurture or Disqualify.

8.0 Forecasting Methodology

Pipeline: Score < 65
Best Case: Score ≥ 65
Commit: Score ≥ 75 AND in "Negotiation" stage.

7.3 Scoring Components

Component	Max Score	Scored At Stage
Situation (S)	10	Discovery
Pain & Use Case (P)	10	Discovery
Impact (I)	10	Discovery
ICP Alignment	10	Discovery
Authority & Budget (A)	10	Qualified
Critical Event (C)	10	Qualified
Competition (COMP)	10	Qualified
Tech Stack Alignment (T)	10	POV
Execution Criteria (E)	10	POV

Scores are color-coded: Excellent (9+), Good (5-8), Needs Attention (<5).

10.0 Hard Gating Criteria & Score Thresholds

Our gates are strategic checkpoints to protect our most valuable resources—time and people. They ensure we focus on deals we can win. A deal cannot be advanced without the required data being entered in HubSpot.

10.2 Hard Gate: Tech Stack Alignment (T)

A mandatory gate for committing SE resources to a POV. Score must be ≥ 7.

Score	Guidance
9-10	Excellent Fit: Uses strategic Identity AND SIEM.
7-8	Good Fit: Uses at least one strategic Identity or SIEM partner.
5-6	Average Fit: Uses high-value alert sources but no strategic partners.
3-4	Poor Fit: Core tools not on our integration roadmap.
0-2	No Fit: Primarily on-premise or no API-accessible tools.

10.3 Hard Gate: Authority & Budget (A)

A mandatory gate for moving to "Qualified." Score must be ≥ 5.

Score	Guidance
9-10	Budget Approved: Direct access to economic buyer AND budget >$50K approved.
7-8	Budget Identified: Direct access to buyer AND funds >$50K confirmed.
5-6	Path to Budget: Strong champion; clear process to request funds >$50K.
3-4	Vague Budget: Access to influencers, no clear path to funding.
0-2	No Budget/Access: No access to power or stated no budget.

10.5 Score Thresholds by Stage

Stage Gate	Min Overall Score	Min Component Score
Qualified Deal	45	Authority & Budget ≥ 5
Proof of Value (POV)	65	Tech Stack Alignment ≥ 7
Negotiation	75	-

10.4 POV Go/No-Go Checklist

Tech Stack Alignment: Supported integrations?
Use Case Alignment: Supported use cases?
ASP Alignment: Potential $50K+ deal?
Budget Alignment: Path to budget?
Timeline Alignment: Purchase in next 3-4 months?

📊 Executive Dashboard

Total Pipeline

0 deals

Closed Won

0 deals

Overall Win Rate

Avg Open Deal Size

ARR

0 deals

ACV

0 deals

TCV

0 deals

ASP

0 deals

Pipeline by Stage

Forecast Distribution

🔄 Pipeline Health

Sales Velocity Metrics

Avg Days to Close

Avg Time in Stage

POV → Close Rate

Discovery → Close

Pipeline by Owner

Team Performance

Stage Conversion Funnel

🔬 POV Performance Dashboard

Active POVs

Tech Wins

Tech Losses

Win Rate

POV Health Status

Green (Healthy)

Yellow (At Risk)

Red (Critical)

POV Status Breakdown

POV Age Analysis

🌎 Territory Performance Leaderboard

Territory ↕	Total Pipeline ↓	# Deals ↕	Avg Deal Size ↕	ARR ↕	ACV ↕	TCV ↕	ASP ↕	Weighted Pipeline ↕	Closed Won ↕	Total Value ↕	Win Rate ↕

👥 Team Performance Leaderboard

Owner ↕	Total Pipeline ↓	# Deals ↕	Avg Deal Size ↕	ARR ↕	ACV ↕	TCV ↕	ASP ↕	Weighted Pipeline ↕	Closed Won ↕	Total Value ↕	Win Rate ↕

📊 Deal Insights

Deal Score Tiers

Tier A (75+)

0 (0%)

Tier B (45-74)

0 (0%)

Tier C (<45)

0 (0%)

HubSpot Deal Health

Good (70+)

0 (0%)

Fair (40-69)

0 (0%)

At Risk (<40)

0 (0%)

Strategic Deals

Strategic

0 (0%)

Standard

0 (0%)

Pipeline Averages

Avg Score

Avg Days Open

Avg Deal Size

SPICE-ACT Average Scores

💡 Product Intelligence

Integration Intelligence

Top 10 Integrations Requested

No integration data found.

Top 10 Integrations Deployed

No integration data found.

Competitive Intelligence

Top 10 Competitors Encountered

No competition data found.

Deal Characteristics

Deal Tier Distribution

No deals to analyze.

Strategic Deal % by Forecast

No forecast deals found.

Top 10 Loss Reasons

No 'Closed Lost' deals found.

🎯 Win/Loss Analysis

This Sankey diagram visualizes how deals flow through your complete sales pipeline, from initial meeting through to final outcomes. The width of each flow represents deal value, showing progression from Meeting Booked → Discovery → Qualified → POV → Validation → Negotiation → Outcomes. Green flows lead to won deals, red flows show losses. The Nurture stage represents deals being nurtured for future opportunities.

💡 Interactive: Hover over any flow to see deal count and value. Click any stage or flow to filter the Deal Cards to that specific stage!

Total Pipeline

Won

Lost

Win Rate

🧮 Metrics Calculations

This tab shows the exact formulas and data sources used for all metrics displayed in the dashboard.

Sales Velocity Metrics

Average Days to Close

= SUM(Days to Close for all Closed Deals) / COUNT(Closed Deals)

Data Source: "Days to Close" field
Filter: Deals where Stage contains "Closed Won" OR "Close Lost"
Purpose: Measures average sales cycle length for deals that have reached a final outcome

Average Time in Current Stage

For each deal:
  1. Parse "Time in current stage" (HH:MM:SS format)
  2. Convert to hours: Hours + (Minutes/60) + (Seconds/3600)
  3. Convert to days: Total Hours / 24
= AVERAGE(Days in Current Stage for all Deals)

Data Source: "Time in current stage" field in HH:MM:SS format
Filter: All active deals
Note: This was previously calculated incorrectly by treating hours as days
Purpose: Identifies deals that may be stuck in current stage

POV → Close Rate

= COUNT(POV Deals that Closed) / COUNT(Total POV Deals) × 100

Data Source: "POV Status" and "Deal Stage" fields
POV Deals: Deals where "POV Status" is not empty
Closed Deals: Stage contains "Closed Won" OR "Close Lost"
Purpose: Measures conversion rate of deals that reached POV stage

Discovery → Close Rate

= COUNT(Discovery Deals that Closed) / COUNT(Total Discovery Deals) × 100

Data Source: "Date entered Discovery Call Completed" and "Deal Stage" fields
Discovery Deals: Deals with a date in "Date entered Discovery Call Completed"
Closed Deals: Stage contains "Closed Won" OR "Close Lost"
Purpose: Measures conversion rate from discovery call to closed outcome

Executive Dashboard Metrics

Total Pipeline

= SUM(Amount in company currency)

Data Source: "Amount in company currency" field
Filter: All active (non-closed) deals
Purpose: Total value of open opportunities

Closed Won

= SUM(Amount where Stage = "Closed Won")

Data Source: "Amount in company currency" and "Deal Stage" fields
Filter: Stage contains "Closed Won"
Purpose: Total revenue from won deals

Win Rate

= COUNT(Closed Won) / COUNT(All Closed Deals) × 100

Data Source: "Deal Stage" field
Won Deals: Stage contains "Closed Won"
All Closed: Stage contains "Closed Won" OR "Close Lost"
Purpose: Percentage of closed deals that were won

Average Open Deal Size

= SUM(Open Pipeline Amount) / COUNT(Open Deals)

Data Source: "Amount in company currency" field
Filter: All active (non-closed) deals
Purpose: Average deal size in pipeline for capacity planning

Financial Metrics (Closed Won)

ARR (Annual Recurring Revenue)

= SUM(Annual contract value) for ALL Closed Won Deals (including renewals)

Data Source: "Annual contract value" field (hs_acv)
Filter: Stage = "Closed Won" (includes ALL deals - new business AND renewals)
Purpose: Total annual recurring revenue from all closed won deals
Note: This shows your complete recurring revenue base including renewals

ACV (Annual Contract Value)

= SUM(Annual contract value) for Closed Won EXCLUDING Renewals

Data Source: "Annual contract value" field (hs_acv)
Filter: Stage = "Closed Won" AND Deal Type ≠ "Renewal"
Purpose: Annual contract value from NEW business only (excludes renewals)
Note: This isolates new customer growth and expansion

TCV (Total Contract Value)

= SUM(Total contract value) for ALL Closed Won Deals

Data Source: "Total contract value" field (hs_tcv)
Filter: Stage = "Closed Won" (includes ALL deals - new business AND renewals)
Purpose: Total lifetime value of all contracts closed
Note: Includes multi-year contract values and renewals

ASP (Average Selling Price)

= SUM(Closed Won Amount) / COUNT(Closed Won Deals)

Data Source: "Amount in company currency" field
Filter: Stage = "Closed Won" (includes ALL deals - new business AND renewals)
Purpose: Average deal size at close
Note: Similar to "Avg Open Deal Size" but for closed deals instead of pipeline

💡 Understanding the Metrics Together

ARR vs ACV: ARR includes all recurring revenue (new + renewals), while ACV isolates new business growth

Example:
• New Customer: $100K/yr → ARR +$100K, ACV +$100K
• Renewal: $80K/yr → ARR +$80K, ACV +$0
• Total: ARR = $180K (all revenue), ACV = $100K (new growth)

Why ARR should be larger than ACV: ARR includes both new business AND renewals, while ACV only counts new business. Therefore ARR ≥ ACV always.

Team Performance Metrics

Pipeline by Owner

For each owner:
Open Pipeline = SUM(Amount where Stage ≠ Closed Won/Lost)
Closed Won = SUM(Amount where Stage = Closed Won)

Data Source: "Deal owner" and "Amount in company currency" fields
Purpose: Shows pipeline and won value per sales representative

Win Rate by Owner

= COUNT(Owner's Won Deals) / COUNT(Owner's Closed Deals) × 100

Purpose: Individual win rate performance by sales rep

Weighted Pipeline

= SUM(Deal Amount × (Deal Score / 100))

Data Source: "Amount in company currency" and "Prophet Deal Score" fields
Purpose: Pipeline value adjusted by probability to close

Territory Performance Metrics

Territory Pipeline Value

= SUM(Open Pipeline Amount by Territory-S)

Data Source: "Territory-S" and "Amount in company currency" fields
Filter: Active deals only
Purpose: Regional pipeline health monitoring

Territory Win Rate

= COUNT(Territory Won) / COUNT(Territory Closed) × 100

Purpose: Win rate performance by geographic territory

Average Deal Size by Territory

= SUM(Territory Pipeline) / COUNT(Territory Deals)

Purpose: Compares average deal sizes across territories

POV Performance Metrics

POV Age

= (Current Date - POV Start Date) in days

Data Source: "POV Start Date" field
Purpose: Identifies POVs that may be running too long

POV Health Distribution

= COUNT(POVs) grouped by "POV Health" field

Data Source: "POV Health" field
Categories: Green, Yellow, Red
Purpose: Monitor POV progress and risk levels

POV Win Rate by Status

For each POV Status:
= COUNT(Won Deals) / COUNT(Closed Deals) × 100

Data Source: "POV Status" and "Deal Stage" fields
Purpose: Shows which POV outcomes lead to wins

Stage Funnel Metrics

Deals by Stage

= COUNT(Deals) grouped by "Deal Stage"

Data Source: "Deal Stage" field
Purpose: Shows pipeline distribution across sales stages

Average Time in Each Stage

For each stage:
1. Parse "Cumulative time in [Stage]" (HH:MM:SS)
2. Convert to days (Hours / 24)
= AVERAGE(Days in Stage)

Data Source: "Cumulative time in [Stage Name]" fields
Purpose: Identifies bottleneck stages in sales process

Stage Conversion Rates

= COUNT(Deals Entered Next Stage) / COUNT(Deals Entered Current Stage) × 100

Data Source: "Date entered [Stage]" and "Date exited [Stage]" fields
Purpose: Measures progression efficiency through pipeline stages

Deal Scoring & Forecasting Methodology

7.2 The Evolving Scoring Model

7.4 Deal Score Tiers

8.0 Forecasting Methodology

7.3 Scoring Components

10.0 Hard Gating Criteria & Score Thresholds

10.2 Hard Gate: Tech Stack Alignment (T)

10.3 Hard Gate: Authority & Budget (A)

10.5 Score Thresholds by Stage

10.4 POV Go/No-Go Checklist

⚙️ Dashboard Settings

🔗 HubSpot Connection

Appearance

👤 Update HubSpot As

🤖 AI Prompt Templates

Filter & Search Deals

Saved Filters

📊 Executive Dashboard

Pipeline by Stage

Forecast Distribution

🔄 Pipeline Health

Sales Velocity Metrics

Pipeline by Owner

Team Performance

Stage Conversion Funnel

🔬 POV Performance Dashboard

POV Health Status

POV Status Breakdown

POV Age Analysis

🌎 Territory Performance Leaderboard

👥 Team Performance Leaderboard

📊 Deal Insights

SPICE-ACT Average Scores

💡 Product Intelligence

Integration Intelligence

Competitive Intelligence

Deal Characteristics

🎯 Win/Loss Analysis

🧮 Metrics Calculations

Sales Velocity Metrics

Average Days to Close

Average Time in Current Stage

POV → Close Rate

Discovery → Close Rate

Executive Dashboard Metrics

Total Pipeline

Closed Won

Win Rate

Average Open Deal Size

Financial Metrics (Closed Won)

ARR (Annual Recurring Revenue)

ACV (Annual Contract Value)

TCV (Total Contract Value)

ASP (Average Selling Price)

💡 Understanding the Metrics Together

Team Performance Metrics

Pipeline by Owner

Win Rate by Owner

Weighted Pipeline

Territory Performance Metrics

Territory Pipeline Value

Territory Win Rate

Average Deal Size by Territory

POV Performance Metrics

POV Age

POV Health Distribution

POV Win Rate by Status

Stage Funnel Metrics

Deals by Stage

Average Time in Each Stage

Stage Conversion Rates

Edit Deal

Save Current Filters

💬 Send Feedback

Thank You!