7 - Funnel Trends

This dashboard highlights trends in target account progress through the ABM funnel. Marketers can use this data to identify and address bottlenecks before they present a revenue challenge, and to identify emerging and established patterns that can be used to optimize ABM strategy for the future. 20 components make up the Funnel Trends dashboard.

Note: By default, the date range reflected in these components is All Time. You can also select This Fiscal Year or Last Fiscal Year by using the filter at the top of the dashboard.

Detected Volume

Detected Volume shows the number of times target accounts have reached the Detected stage within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Detected to Engaged Conv Rate

Detected to Engaged Conv Rate tells you what percentage of target accounts progressed from the Detected stage to the Engaged stage of your ABM funnel within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Detected to Engaged Conv %

Detected to Engaged Conv % zooms in on the transition from the Detected stage of your ABM funnel to the Engaged stage in terms of conversion rate.

The vertical columns indicate the average conversion rate from the Detected stage to the Engaged stage each month. Percentages are noted along the vertical axis on the left. Here, for example, we can see that 100% of target accounts in the Detected stage moved to Engaged in April.

The trend line indicates the sum total of target accounts in the Detected stage each month. Sums are noted along the vertical axis on the right. Here, we can see that we go from 29 target accounts in the Detected stage in February to one target account in that stage in April. We know from the bar chart that this one account progressed to the next funnel stage, since 100% of April's Detected accounts moved to Engaged.

Report Name: ABM: Detected Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Detected to Engaged Velocity

Detected to Engaged Velocity focuses on the transition from the Detected stage of your ABM funnel to the Engaged stage in terms of speed.

The vertical columns indicate the average number of days it took for a target account to move from Detected to Engaged in a given month. The number of days is noted on the vertical axis on the right. In this example, we can see that it took about two days for a target account to move from Detected to Engaged in February, and about 5 days in March.

The trend line indicates the sum total of target accounts in the Detected stage in each month. Sums are noted along the vertical axis on the right. As we saw in the last example, the raw number of Detected accounts drops from about 35 in February to near 0 in April.

Report Name: ABM: Detected Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Engaged Volume

Engaged Volume shows the number of times target accounts have reached the Engaged stage within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Engaged to Prioritized Conv Rate

Engaged to Prioritized Conv Rate tells you what percentage of target accounts progressed from the Engaged stage to the Prioritized stage of your ABM funnel within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Engaged to Prioritized Conv %

Engaged to Prioritized Conv % zooms in on the transition from the Engaged stage of your ABM funnel to the Prioritized stage in terms of conversion rate.

The vertical columns indicate the average conversion rate from the Engaged stage to the Prioritized stage each month. Percentages are noted along the vertical axis on the left. Here, for example, we can see that April was a particularly strong month for this conversion, with 100% of Engaged accounts moving into the Prioritized stage.

The trend line indicates the sum total of target accounts in the Engaged stage each month. Sums are noted along the vertical axis on the right. Here, we can see that the raw number of Detected accounts drops from just over 20 in February to two each in March and April. One of the two in March progressed to Prioritized (50% conversion rate), and both of the accounts that were Engaged in April progressed to Prioritized.

Report Name: ABM: Engaged Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Engaged to Prioritized Velocity

Engaged to Prioritized Velocity focuses on the transition from the Engaged stage of your ABM funnel to the Prioritized stage in terms of speed.

The vertical columns indicate the average number of days it took for a target account to move from Engaged to Prioritized in a given month. The number of days is noted on the vertical axis on the right. In this example, we can see that it took about two days for a target account to move from Engaged to Prioritized in February and March, but closer to 9 days in April.

The trend line indicates the sum total of target accounts in the Engaged stage in each month. Sums are noted along the vertical axis on the right.

Report Name: ABM: Engaged Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Prioritized Volume

Prioritized Volume shows the number of times target accounts have reached the Prioritized stage within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Prioritized to Qualified Conv Rate

Prioritized to Qualified Conv Rate tells you what percentage of target accounts progressed from the Prioritized stage to the Qualified stage of your ABM funnel within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Prioritized to Qualified Conv %

Prioritized to Qualified Conv % zooms in on the transition from the Prioritized stage of your ABM funnel to the Qualified stage in terms of conversion rate.

The vertical columns indicate the average conversion rate from the Prioritized stage to the Qualified stage each month. Percentages are noted along the vertical axis on the left. Here, we see that about 60% of Prioritized accounts moved to Qualified in February, none in March, and about 50% in April.

The trend line indicates the sum total of target accounts in the Prioritized stage each month. Sums are noted along the vertical axis on the right. Here, we can see that the raw number of Prioritized accounts drops from 14 in February to 0 in March before rebounding to 2 accounts in April. One (50%) of April's Prioritized accounts moved to Qualified.

Report Name: ABM: Prioritized Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Prioritized to Qualified Velocity

Prioritized to Qualified Velocity focuses on the transition from the Prioritized stage of your ABM funnel to the Qualified stage in terms of speed.

The vertical columns indicate the average number of days it took for a target account to move from Prioritized to Qualified in a given month. The number of days is noted on the vertical axis on the right. In this example, we can see that it took 13 days for a target account to move from Prioritized to Qualified in February and 12 days in April, and that no accounts converted between these stages in March.

The trend line indicates the sum total of target accounts in the Prioritized stage in each month. Sums are noted along the vertical axis on the right. We see that there were 14 Prioritized accounts in February, none in March (hence the absence of a bar for that month), and two in April.

Report Name: ABM: Prioritized Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Qualified Volume

Qualified Volume shows the number of times target accounts have reached the Qualified stage within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Qualified to Pipeline Conv Rate

Qualified to Pipeline Conv Rate tells you what percentage of target accounts progressed from the Qualified stage to the Pipeline stage of your ABM funnel within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Qualified to Pipeline Conv %

Qualified to Pipeline Conv % zooms in on the transition from the Qualified stage of your ABM funnel to the Pipeline stage in terms of conversion rate.

The vertical columns indicate the average conversion rate from the Qualified stage to the Pipeline stage each month. Percentages are noted along the vertical axis on the left. Here, we see that about 60% of February's Qualified accounts moved to Pipeline, 100% in March, and 100% in April.

The trend line indicates the sum total of target accounts in the Qualified stage each month. Sums are noted along the vertical axis on the right. Of February's 7 Qualified accounts, 5 progressed to Pipeline. For March and April, which had only one Qualified account each, both of these accounts moved to Pipeline.

Report Name: ABM: Qualified Volume & Conv M

Report Type: Accounts with Account Funnel Trackers

Qualified to Pipeline Velocity

Qualified to Pipeline Velocity focuses on the transition from the Qualified stage of your ABM funnel to the Pipeline stage in terms of speed.

The vertical columns indicate the average number of days it took for a target account to move from Qualified to Pipeline in a given month. The number of days is noted on the vertical axis on the right. In this example, we can see that it took one day for a target account to move from Qualified to Pipeline in February, 14 days in March, and 5 days in April.

The trend line indicates the sum total of target accounts in the Qualified stage each month. Sums are noted along the vertical axis on the right. Here, we can see that the raw number of Qualified accounts drops from 14 in February to 0 in March and April, because (as we saw above), all Qualified accounts moved out of Qualified and into Pipeline in those months.

Report Name: ABM: Qualified Volume & Conv M

Report Type: Accounts with Account Funnel Trackers

Pipeline Volume

Pipeline Volume shows the number of times target accounts have reached the Pipeline stage within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Pipeline to Won Conversion Rate

Pipeline to Won Conversion Rate tells you what percentage of target accounts progressed from the Pipeline stage to the Won stage of your ABM funnel within the timeframe selected in the dashboard filter.

Report Name: ABM Volume & Conv Metrics

Report Type: Accounts with Account Funnel Trackers

Pipeline to Won Conv %

Pipeline to Won Conv % zooms in on the transition from the Pipeline stage of your ABM funnel to the Won stage in terms of conversion rate.

The vertical columns indicate the average conversion rate from the Pipeline stage to the Won stage each month. Percentages are noted along the vertical axis on the left. Here, we see that 100% of Pipeline accounts moved to Won in March.

The trend line indicates the sum total of target accounts in the Pipeline stage each month. Sums are noted along the vertical axis on the right. Here, we can see that there was one deal in the pipeline in March, and we can further surmise that this deal was closed/won, because 100% of Pipeline accounts converted to Won in this month. We can also see that none of February's 5 Pipeline accounts converted to Won, nor did the one account in May.

Report Name: ABM: Pipeline Volume & Conv M

Report Type: Accounts with Account Funnel Trackers

Pipeline to Won Velocity

Pipeline to Won Velocity focuses on the transition from the Qualified stage of your ABM funnel to the Pipeline stage in terms of speed.

The vertical columns indicate the average number of days it took for a target account to move from Pipeline to Won in a given month. The number of days is noted on the vertical axis on the right. In this example, we can see that it took about 35 days for a Pipeline account to move to Won in March.

The trend line indicates the sum total of target accounts in the Qualified stage each month. Sums are noted along the vertical axis on the right. Here, we can see that the raw number of Pipeline accounts drops from 5 in February to 1 in March.

Report Name: ABM: Pipeline Volume & Conv M

Report Type: Accounts with Account Funnel Trackers