A reliable solution for all your reporting and analytic needs.
The TekStack app contains pre-designed reports to give you immediate access to critical information such as:
- Funnel Analysis
- Funnel Creation
- Win Analysis
- Opportunity Analysis
- Sales Activity
- Account Summary
- Prospect Funnel Details
- Funnel Conversion
- Funnel Change
- Sales Leaderboard
We offer business reports with an array of pages that will give you control over the type and amount of information you can access, as well as what filters you can use to see that information. On many pages, you will see a date slider where you can quickly change the date range for your date. Filters are easily customized.
TekStack renders all reports in Power BI, Microsoft’s business intelligence tool. You can access it through any device, anywhere:
- your favorite browser
- iOS or Android mobile apps
- natively in TekStack through Dashboards
- natively through Microsoft Teams
Power BI takes the data from your TekStack environment and displays it in different pages for powerful analyses of your funnel, wins and deals, sales activity and more.
Executive Overview
This introductory page gives you a snapshot of several important metrics: Bookings, Lost Opportunities, Average Sales Cycles and Average Deal Size. These are broken down into meaningful time frames such as this year versus last year, month versus year-to-date, last 90 days and this quarter versus last quarter.
1. Funnel Analysis – Analyzing Open Opportunities
Gain a clear picture of your open funnel.
Analyze your open funnel with four key metrics, displayed across the top of the page in tiles:
- Total Funnel Size
- Average Deal Size
- Average Deal Age
- Total Count of Opportunities
This page shows all Open Opportunities between definable dates in time. If you want, it’ll show you everything in the system up to today’s date. Easily change dates by moving the date filter in the upper right. Data will display according to dates selected.
Note that the focus of sales numbers is Annual Recurring Revenue (ARR) and not Total Contract Value (TCV).
Charts:
- Funnel by Close date
This shows the date on which the deals close, giving you a sense of what opportunities you have in the future. It can be used a rough forecast.
- Open Opportunities by Lead Source
Lead Source comes from the Opportunity record. Hover your pointer over each chart bar to see a message shows the type of Lead source, the total opportunities and the total ARR associated with those opportunities.
Click a bar in the chart to see how that lead source is represented in the other charts.
Why is this important? As Sales Manager, you can see that Networking shows one opportunity worth less ARR than, say Outbound, which shows five opportunities and is worth five times the ARR. So, it makes sense that we should focus more of our energy on outbound lead sourcing.
- Current Funnel, by Sales Rep
You can see a list of sales reps and by hovering over the bar, how much ARR they are responsible for.
- Total ARR by Product
Here is a breakdown of your ARR by product. Hover over the colour block to see a message showing the product name and total ARR it represents.
Click the product block to update the values in the tiles at the top of the chart set and the other charts. In the Lead Source bar chart, see the number of opportunities and product value.
Why don’t numbers add up? Not all products are recurring revenue products.
2. Funnel Creation – Opportunities Created
Are you opening enough funnel each month?
This important metric shows the number of opportunities created each month. Track your opportunities by:
- Location: Where are opportunities are located?
- Type: Which type of Customer? New, Existing or Renewal?
- Stage: Where in the business process flow are your opportunities? Qualify, Discovery, Won, Lost?
- Lead Source: This data is seen on the Funnel Analysis page but displayed here as a “doughnut” chart.
- Date: Shows business created by date and stage.
What is your win rate over time?
Another important metric, this shows what percentage of wins you are making versus the total won and lost. If you have five opportunities and you won two of the five, your win rate is 40%, an excellent metric.
Note: the data for these sample slides is for demonstration and may not be realistic.
Analyze your wins by:
- Total and Win Rate, Over Time
- Closed Opportunities by Status Reason
- Lost Opportunities by Month & Stage
- Win Rate by Product
4. Opportunity Analysis - Analyzing Won Opportunities
What is your average sales cycle length? What is your average deal size?
Hover your pointer over the bars in the chart for Average Deal Size by Opportunity Type, you will see messages showing the average total ARR and the average total TCV.
Figure out your average opportunity size and age by:
- Opportunity Type: New Customer, Existing Customer, or Renewal.
- Industry
- Product
- Close Date
Click on any product to see how it affects the other charts, showing the make-up of the product in the other charts and changing the averages.
- Completed Activities
- Activity by Month
Information on this page Is similar to that on the Sales Leaderboard page. Here also, you can see in which months the Sales Reps were busy.
This is a key leading indicator of future funnel creation.
What was the source of your prospects? What customer lifecycle stage are they in?
This page is closely connected to the next one, Prospect Funnel Details.
The two charts show you the following:
- Total Accounts by First Touch Source. The source, or First Touch, of accounts in your system--how did you find them?
Hover your pointer over a chart bar to see a message showing the number of accounts from that source. Click that bar to see what stage those accounts are in.
- Total Accounts by Account Stage. Number of accounts in each stage.
Hover your pointer over a chart bar to see a message showing the number of accounts in that stage. Click that bar to see where those accounts were found.
Where are you finding your customers each month?
This page introduces a time element to the information found in the Account Summary.
In the table, Account Source by Stage, your account numbers are listed by key customer lifecycle stages (Targeted, Detected, Engaged, Prioritized, Qualified, Pipeline). Shown also are the ways we found those prospects. This First Touch information is always entered on a new account (Event, List, Networking, Organic Inbound, Other, Outbound, Paid Inbound and Referral.
We see that 34 accounts came from Networking—2 are at the Engaged stage, 1 is at the Pipeline stage and 31 are at the Targeted stage.
Charts:
- Prospect Generation by First Touch
Shows the percentage of new accounts added by month by lead source.
In this chart, we see that in the month of January, our prospects came from two sources—Outbound and Paid Inbound.
Hover over the chart colour block to see a message showing the month, the source, and the total number of prospects and its percentage in that month.
- Completed Activities
Shows the number of activities by month and year.
In this chart, we see that in the month of March, there were four recorded activities: 1 task, 2 phone calls and 1 LinkedIn activity.
Hover over the chart colour block to see a message showing the month, the Activity type and the number of those activities.
How many prospects are you qualifying?
The TekStack Prioritized stage is an important marker to indicate a good prospect. From this stage, our goal is to open an Opportunity for a product purchase from that customer. This moves the account to the Pipeline stage and usually means a sale.
In this page, we track the conversion of an account from Prioritized to Pipeline.
How many Prioritized Accounts made it to sales in a given time period? In the tiles, we see:
- How many of those were qualified?
- How many of those became Opportunities?
- What was the conversion ratio of each?
In this example, almost 90% of Prioritized accounts are moving to the Pipeline stage, i.e., where an Opportunity is created for the account.
Note: the data for these sample slides is for demonstration and may not be realistic.
Conversion rate in combination with your win rate is a very important concept. If we close 40% of our opportunities and convert about 26% of accounts that moved from Prioritized to Pipeline, we can perform the following calculation.
Multiplying 40% times 26% is about 10% meaning that 10% of all prioritized accounts become customers.
If it takes 10 prioritized accounts to make one win one opportunity, and you want to close 12 opportunities a year, you will need 120 accounts in your prioritized stage to reach that result.
In the case in our chart, we have only three prioritized accounts in January, and we need ten if we want to ensure one closed opportunity.
Charts:
- Accounts Entering Prioritized, Qualified or Pipeline by Date
This bar chart shows numbers by stage for each month.
- Current Prioritized Accounts by First Touch Source
In the chart here, there are three Prioritized accounts, two unidentified and one from a List.
The table, Account Details, shows the specific accounts and their progress through the stages.
9. Funnel Change
- What is the net change in your funnel each month?
- How is your funnel increasing or decreasing in size over time?
Changes occur by creating new opportunities, increasing the value of existing opportunities and winning or losing deals.
The chart shows the amount of business over the period you selected in the date filter at the top right.
Hover over the bars in each time frame to see a message showing the change in funnel for that month.
Click a bar in a chart to see the list below display account opportunities for that month--you can also sort for specific dates using the date filter.
Who are your best sales representatives?
See the performance of your sales team by:
- Total TCV Booked by Sales Rep
- Total ARR Booked by Sales Rep
- Opportunity Generation
- Completed Activities
With this information, you can see who is successfully closing more deals and who is opening more opportunities. But it’s Completed Activities where you can see how much work each rep is doing.