Account Based Pipeline Targets Template (Make Copy & Rename)

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3	Overview
4	This sheet is used to set targets for each funnel stage of the account based pipeline model. This allows all members of the revenue team to be aligned on how many units are needed for each stage in order to hit revenue targets. This document contains the following tabs: Overview & Setup Tab (this tab) - A way to customize the labels for each Funnel Stage, GTM Segment, and Deal Type (within each GTM Segment). This tab must be completed in order for all of the formulas to work correctly. GTM Segment - How the company Goes-To-Market (GTM) by grouping together Segments of accounts or territories (e.g. by account size, geo location, vertical, etc.). Examples include Commercial, Mid-market, Enterprise, FinServ, High Tech, etc. Deal Type - Different types of sales motions where there can be various combinations of average selling price, velocities and conversion rates (e.g. New Logos, Expansion, Upsell, etc.). Pipeline Targets Summary Tab - Summary for all targets for each funnel stage grouped by GTM Segment, by Deal Type and by Period. Use this tab to see a summary of all the numbers. GTM Segment Details Tabs - Each Deal Type for each GTM Segment has a tab. These tabs are used to define the Sales Targets, Average Selling Price, Stage Converion Rates, and Stage Velocity Durations for each Deal Type.
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6	IMPORTANT NOTE
7	Only Update Yellow Shaded Cells
8	The entire sheet is setup where only the cells shaded in Yellow should be updated. All other cells are updated automatically via formulas.
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10	Define the labels for each Pipeline Funnel Stage & the Fiscal Year period:
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12	Label for Qualified Accounts:			MQA
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14	Label for Discovery Sales Stage:			Stage 1
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16	Label for Qualified Sales Stage:			Stage 2
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18	First Day of Fiscal Year (M/D/Y):			2/1/2021
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20	Fiscal Year (4 digit year):			2022
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24	GTM Segment 1
25	Reload page after making changes (updates made after reload)
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27	Use Segment 1 in Model:		Yes
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29	Segment 1 Label:		Seg 1 Name
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31	Segment 1 Description:		Update with Segment 1 Description.
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33		Deal Type Label		Use in Model	Link	Deal Type Description
34	Deal Type 1	Seg 1 Type 1		Yes	Link to Details Sheet	Update Deal Type 1 Description.
35	Deal Type 2	Seg 1 Type 2		Yes	Link to Details Sheet	Update Deal Type 2 Description.
36	Deal Type 3	Seg 1 Type 3		Yes	Link to Details Sheet	Update Deal Type 3 Description.
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40	GTM Segment 2
41	Reload page after making changes (updates made after reload)
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43	Use Segment 2 in Model:		Yes
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45	Segment 2 Label:		Seg 2 Name
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47	Segment 2 Description:		Update with Segment 2 Description.
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49		Deal Type Label		Use in Model	Link	Deal Type Description
50	Deal Type 1	Seg 2 Type 1		Yes	Link to Details Sheet	Update Deal Type 1 Description.
51	Deal Type 2	Seg 2 Type 2		Yes	Link to Details Sheet	Update Deal Type 2 Description.
52	Deal Type 3	Seg 2 Type 3		Yes	Link to Details Sheet	Update Deal Type 3 Description.
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56	GTM Segment 3
57	Reload page after making changes (updates made after reload)
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59	Use Segment 3 in Model:		Yes
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61	Segment 3 Label:		Seg 3 Name
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63	Segment 3 Description:		Update with Segment 3 Description.
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65		Deal Type Label		Use in Model	Link	Deal Type Description
66	Deal Type 1	Seg 3 Type 1		Yes	Link to Details Sheet	Update Deal Type 1 Description.
67	Deal Type 2	Seg 3 Type 2		Yes	Link to Details Sheet	Update Deal Type 2 Description.
68	Deal Type 3	Seg 3 Type 3		Yes	Link to Details Sheet	Update Deal Type 3 Description.
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72	GTM Segment 4
73	Reload page after making changes (updates made after reload)
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75	Use Segment 4 in Model:		Yes
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77	Segment 4 Label:		Seg 4 Name
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79	Segment 4 Description:		Update with Segment 4 Description.
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81		Deal Type Label		Use in Model	Link	Deal Type Description
82	Deal Type 1	Seg 4 Type 1		Yes	Link to Details Sheet	Update Deal Type 1 Description.
83	Deal Type 2	Seg 4 Type 2		Yes	Link to Details Sheet	Update Deal Type 2 Description.
84	Deal Type 3	Seg 4 Type 3		Yes	Link to Details Sheet	Update Deal Type 3 Description.
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88	GTM Segment 5
89	Reload page after making changes (updates made after reload)
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91	Use Segment 5 in Model:		Yes
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93	Segment 5 Label:		Seg 5 Name
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95	Segment 5 Description:		Update with Segment 5 Description.
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97		Deal Type Label		Use in Model	Link	Deal Type Description
98	Deal Type 1	Seg 5 Type 1		Yes	Link to Details Sheet	Update Deal Type 1 Description.
99	Deal Type 2	Seg 5 Type 2		Yes	Link to Details Sheet	Update Deal Type 2 Description.
100	Deal Type 3	Seg 5 Type 3		Yes	Link to Details Sheet	Update Deal Type 3 Description.