47 CHAPTER 6 REPORTING TEMPLATES ACV Setup Probability Pipeline Sources Account Name (USD) fee (%) Close Date Status Region Services Firm 2 UK 60,000 90% 31/10/2022 Commit EMEA SMB Network Company 3 Inc. 0 90% 04/10/2022 Commit EMEA GmbH- Sweden AB 52,800 2,750 90% 30/10/2022 Carryover EMEA Affiliates DE – 2022 Network Finland Oy 61,200 5,700 90% 05/10/2022 Carryover EMEA Asia – 2022 UK Ltd. 90,000 10,000 90% 08/11/2022 Commit JAPAC 2022 - Affiliate Firm 3 AU 40,000 10,000 90% 15/10/2022 Carryover JAPAC Platform 2022 - Firm 4 60,000 2,500 90% 14/10/2022 Carryover JAPAC Global Affiliate Channel Affiliate Foundation X 72,000 5,000 90% 31/10/2022 Carryover AMR Program-2022- AMR Upsell SaaS Association Y 60,000 80% 07/10/2022 Carryover AMR convert AMR Partner program Firm 5 110,000 10,000 80% 31/12/2022 Carryover AMR – Robert Affiliate Company 5 Inc. 84,996 10,000 80% 31/12/2022 Commit AMR Program 2022 – AMR WHAT TO DISCUSS ▪ Discuss high level sales funnel. ▪ Talk about pipeline for next quarter and if any visibility for rest of the year. Discuss if key deals are being pushed to next quarter. ▪ Does the pipeline support the budget? ▪ Discuss regional differences. ▪ Discuss anything else pipeline related (new practices, systems in place). EXAMPLE DISCUSSION ▪ In Q3, marketing team received 1,500 prospects (+15% YoY). ▪ 60% were inbound, 40% were outbound, in line with higher SEO spend. ▪ 80% of prospects turned in MQL because of active follow ups. ▪ 65% of MQL turned into SQL since quality of leads were robust and many customers were interested in our new features. ▪ 15% of SQL were successfully closed – half of sales team were new hires, not fully ramped up.