The X-Ray dashboard provides a forward looking perspective of current and future quarters pipeline.
Access to the X-Ray dashboard is automatically awarded to all members of the SAFE Sisense group.
Please reach out to @nfiguera if there are any open questions.
Most of this metrics are available for current quarter, current quarter + 1 and next quarter + 2.
An example of how to read the dashboard can be found in this introductory deck.
Coverage is calculated at the specific cut level (e.g. Segment / Region) as
Open Pipe Stage X+ / Remainder to Target.
Remainder to Target is calculated as
Target - Booked Net ARR for current quarter, and as
Total Booked at end of Quarter - Booked Net ARR for historical quarters.
Open Pipeline with Stage X+ at day Y / Total Booked at end of Quarter
Win Rate = 1 / Coverage
To calculate the coverage metrics we use the sfdc_opportunity_snapshot_history_xf table which contains a copy of the opportunity object by day.
For the last 4 fiscal quarters, we calculate the coverage metric of each day and fit a polynomial curve to them.
The resulting coverages curves are used as a baseline against which to compare our QTD coverage (QTD is expected to be above that historical curve).
The dashboard is refreshed once a day between 8:00 and 9:00 AM PST time.
A set of custom data models were created in the Snowflake
sales_workspace to simplify reporting efforts on Sisense / gSheet.
When posible the metrics logic is embeded in the source tables rather than in the report models and looking at the SQL code is the best way to be sure that the metrics are presenting what it is expected from them.
Here is a table of the created models with links to their respective DBT model documentation.
|report_pipeline_metrics_per_day_with_targets||Metrics Fiscal Quarter / Day, the model includes targets to simplify the calculation of coverages at different levels|
|report_targets_totals_per_quarter||Totals / Target table pre-aggreagated. Targets are used for current and future quarter, and totals for previous quarters|
|sfdc_opportunity_snapshot_history_xf||Legacy model with extra metrics definitions and helper fields|
|sfdc_opportunity_xf||Legacy model with extra metrics definitions and helper fields|