Plodding Pipeline

Many of us look to get a strong forecast steer based on a weighted stage model. The idea being that if we have £100k at stage "negotiation" and our weighting is 40% we're good for £40k, right? Not necessarily. We need to start breaking our pipeline down, not by stage but by category, and then... Continue Reading →

The Metrics Series: Funnel Conversion Rate

I’ll begin by stating that the next three posts are simple posts. Posts that will detail only three key metrics and will explain exactly why these little beauties could keep you busy with revenue-defining initiatives to infinity and beyond (Buzz Lightyear, 1995). We Europeans are still fairly fresh on our journey into data-driven insights. Yet,... Continue Reading →

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