"Win" is the START of my sales cycle - how to track Client GROWTH
I'm in software development and, like every other software development company, we have two concurrent goals:
1) Tracking New Business - this is a classic "sales pipeline" and there are fairly ordinary metrics for it. A "normal" sales pipeline works here. But when I click "Won" the "sales process" does not end, it just changes form, as follows.....
2) Tracking Client Account Growth (also called "Account Farming"). I need to have a sales process within the existing and active client base. This is where I'm not clear on how to set this up in Pipedrive properly.
Let's say we win work with a law firm, I'll call them Cheatem and Howe (C&H).
The first project is maybe $125,000, and is expected to deliver in 4 months. We click "won" and the project vanishes from the Sales Pipeline and only emerges again via Insight Reports.
But when we win, I expect the Engagement Manager (aka "Account Manager") for C&H to remain highly engaged with the client, learn more and develop new opportunities at C&H so that they get ANOTHER project at C&H BEFORE the 4 month engagement delivers, and another and another (the strategy is "land and expand" and it's perfectly normal in the services world). What I need to track is an intra-client growth pipeline, which has different target metrics than the new business pipeline.
And to make things perfectly clear, as head of revenue operations, I need to have a single view of BOTH the new business and growth pipeline/forecasts.
I'm sure I'm not alone with this need, and it's likely been solved already, but I can't find anything that helps me better understand how to build this capability.
Best Answer
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Hi @Martin_Focazio -
I see Dewey split off from the law firm ;)
I have a couple of thoughts here.
In terms of Tracking Client Account Growth, you could have a second pipeline. I recommend creating an automation such that when a Deal is marked as Won in your Sales pipeline, a duplicate Deal with the same information is created in the Account Farming pipeline. I explain the reasoning and process of creating this automation in this video https://youtu.be/qF0XtPNEHek
You can view all Deals, including Won or Lost Deals, by using the List view or setting up filters. I talk a bit about some filter options here https://youtu.be/mRChbJ3Kzmc and here https://youtu.be/7Io-kv95eRA?si=Ma1ZJfdb3_PwyOKo&t=186
Hopefully these videos get you pointed in the right direction.
Please feel free to reach out if you would like additional support.
- Liz
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Answers
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Yes, Dewey left to become the lead partner over at a new firm, Dewey, Robbem, Moore.
And thank you, that solved the whole problem for me.
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