The Funnel Insights report is built for revenue leaders across the sales and marketing functions to obtain a comprehensive view of their account-based pipeline. Visualizing the state of accounts at the beginning of the “dark funnel” through closed-won opportunities, the report helps users answers questions like:
Where are the bottlenecks in my pipeline?
Is my pipeline expanding or contracting? Where do I need to focus?
What are the sales and marketing activities that are reaching the most accounts in a particular section of my pipeline?
By using the Funnel Insights Report, users will be able to obtain a higher-level view of their revenue pipeline, explore strategic adjustments, and identify opportunities for tactical optimizations.
Report Prerequisites
Permissions
All roles have view access of the report except Sales users. Only Primary Administrators, Administrators, and Operations Users have access to Opportunity Stage Configuration (found within Settings).
Packages
Only customers subscribing to the Advanced package can access Funnel Insights, and Opportunity Stage Configuration must be completed before the report can be access.
CRM opportunity stages are based on the “Stage Name” field within the standardized CRM Opportunity, and can be configured as part of the data standardization process. Most organizations use the ‘stagename’ field on the SFDC Opportunity.
General
Only opportunity amounts denominated in USD are supported. Opportunities with null currency assignments are assumed to be in USD.
The report has a size limit of 200K accounts/ opportunity pairs, which can be loaded across one or multiple segments throughout the selected time range.
Before the report can be fully loaded, the account’s Primary Administrator or Administrator must enable the following:
Opportunity relevancy and history needs to be mapped to the right product, for the right opportunity types. This is generally handled during the onboarding process by your product consultant.
Opportunity Stage Configuration: In order to populate the CRM opportunity-based stages, the opportunity stages must have been ordered, grouped (optional) and/or renamed (optional) within Opportunity Stage Configuration, found in Settings.
This pulls in the “Stage Name” field from the standardized CRM Opportunity object, although this can be configured during data standardization.
Most organizations use the ‘stagename’ field on the SFDC Opportunity.
If this is not completed, you will not have access to the report.
GTM segment Nomination: GTM Segments must have been identified within Published Segments.
If not completed, no GTM segments can be selected to populate the report.
Using the Report
The account’s Primary Administrator or Administrator must configure the opportunity stages from your CRM in order to enable their appropriate visualization within the Funnel Insights Report. This requires a combination of stage ordering, naming confirmation, and grouping.
Note:
GTM segments must be nominated appropriately.
Historical data will only be available for segments through their creation date.
Stage Configuration
Only Primary Administrators, Administrators, and Operations Users have access to stage configuration.
Navigate to Settings and select Opportunity Stage Configuration.
The Stage Configuration page will look something like this when you first view it:
By default, only the 6sense default stages will be shown in the report, as indicated by the eye icon on the right. Follow these steps to configure your stages:
First, identify which stages from the list you want to show in the report by clicking the eye icon on the right.
Second, order the stages from top to bottom to match your internal flow by clicking and dragging the dots to the left of the stage name (e.g. Stage 1 opportunities then get converted into Stage 2, as opposed to the other way around).
Third, if you would like to group together stages to facilitate a grouped view (e.g. grouping together Stage 3-5 opportunities as ‘Sales Qualified Accounts’), you can do this by checking the box to the left of each stage name, and then clicking Group Selected at the top. You can then name the group of stages.
Best Practices
Make sure you’re only pulling in the opportunity stages that you want to include in Funnel Insights.
If there are any “old” or out of date stages, you should either incorporate them into a group, or exclude them from the report.
Closed-lost/dead opportunities are recommended to be excluded from the report.
6sense does not support multiple opportunity stage flows, and the stage configuration applies to all products. It is recommended that you group analogous stages across products.
Click Save when you are done configuring your stages. Allow up to 24 hours for the stage configuration to be updated in the report.
Report Setup and Configuration
After configuration, you can navigate to the report by clicking on Reports and selecting Funnel Insights.
Upon accessing the report, you will be prompted to enter in the following fields:
Product:
Segment(s) (limited to GTM segments):
Granularity (weekly, monthly, 3 month range):
Time period:
The configuration is limited to 20 time periods (20 quarters, 20 months, or 20 weeks).
You will end up with a report query that looks something like this:
Click Load Report. View the Funnel Insights Report Interpretation article to understand how to interpret the information loaded in this report.