FP&A Use-case Deepdive

Sales pipeline progression analysis

Build a model to show deal level pipeline progression by comparing pipeline snapshots over two distinct periods using an AI native approach

Outputs we will build

Waterfall chart to show change in pipeline from one period to the next across 7 deal categories.

Heatmap based matrix of deals (and $ values) by starting & ending stage to track movement.

List of deals & key metrics by category.

Objectives

Connect to CRM based pipeline snapshots across week 8 and week 10 of the quarter.
Clean, prepare and harmonize the data.
Classify all deals into 9 distinct categories.
Create waterfall chart to show change in pipeline from one period to the next across all deal categories.
Create deal lists for all deal categories with relevant attributes.
For open deals, show "to / from" stage progression heatmap on a deal count and ACV basis across periods.
Create dynamic inputs to zoom in of specific areas like regions, segments and sales groups.
Identify at-risk deals based on bespoke business specific context e.g. deal type + days in stage + deal value etc.
Build easy-to-understand charts and convert the model to an interactive surface (App) for easy sharing with stakeholders.