Revenue Intelligence vendor Revenue Grid announced its Spring 2023 release, with a new Revenue Leaks Funnel headlining the announcement. Other features include Forecast Evolution Reports, Signals Builder enhancements, sequence management enhancements, and custom calendaring fields.
The Revenue Leaks Funnel is available as a Salesforce-native, out-of-the-box report that helps revenue teams “magically spot invisible revenue leaks, understand where they occur during the selected period, and measure the magnitude of the leaks happening across the pipeline.”
The Revenue Leaks Funnel displays how opportunities progress between stages with the average stage time. Slipped deals can be spotted and brought back on track. Leaks are called out by stage, helping management identify where deals are being lost and address stage-related issues. Revenue Ops and managers can view funnel dynamics for the previous week, month, quarter, or year.
A new Forecast Evolution Report compares different fiscal periods and tracks forecast changes. Changes over the past week are displayed, with viewing at the team or rep level. In addition, users can “see the patterns across the forecast categories over time and detect any trends in revenue leakage.”
The Signals Builder defines custom signals of specific types and assigns them to specific recipients. Revenue Grid provided the following examples:
- Custom Recipient: Account Executive assigns webinar leads to BDR (custom recipient) who has to process them first and add leads to the specific post-event sequence.
- Sales Leader: An opportunity was created with a value exceeding $50,000.
- Sales Manager: An opportunity is less than 15 days away from the close date and is at the “Proposal Price Quote.”
- Sales Representative: A Lead was created more than 30 days ago but has not been contacted yet.
A new sequence-related productivity report helps sales managers monitor sales rep action items (e.g., replies, to-do lists, notifications) and coordinate their performance. Managers can view and compare activity across their sales team.
Other sequence enhancements include searching and adding prospects to sequences from Salesforce, sequence pausing, and adding a prospect owner as a step owner in a sequence. Operations teams can add custom fields to booking confirmation forms, including text fields, labels, and checkboxes. Forms automatically fill in the email and name on Book Me confirmation pages for recurring events.