Saima Rashid, SVP of Marketing & Revenue Analytics at 6sense, discusses the importance of having a centralized dashboard to measure pipeline and revenue goals, and how 6sense measures performance.
Pipeline management is a team effort that involves both marketing and sales. The dashboard provides real-time data and contextualizes the numbers against historical trends and goals. It is designed to be easily consumable and understandable by a broad range of revenue team members. It can be filtered based on different criteria such as go-to-market segment, geography, or campaign type, making it relevant for individual audiences.
The dashboard is divided into key sections, including pipeline creation, conversion rates, velocity, and insights into bookings, such as win rates and average selling prices. The use of color coding helps quickly identify performance trends and areas that need attention. Overall, the dashboard provides a comprehensive view of the business’s performance and helps ensure that the revenue team has a pulse on how they are tracking towards their goals.