) in the chart title bar to cycle to a Mekko chart.|
The Pipeline Revenue Forecast Spread chart displays current pipeline as forecasted revenue for each month, quarter, or year in the analysis period. You can select either a stacked bar chart or a Mekko chart format. The bar segments further break down the forecasted revenue by stage, probability range, or pipeline amount range. Depending on the option you select, each segment in a bar represents the forecasted revenue for opportunities in the current pipeline that are assigned to that stage or that have a probability or pipeline amount within that range. |
In this topicChange the Breakout from Stage to Range Change the Horizontal Axis Periods |
The default chart is a stacked bar chart, but you can use the Fast Change icon () in the chart title bar to cycle to a Mekko chart.
|
Chart Item |
Description |
|
Horizontal axis: calendar months, quarters, or years |
The horizontal axis displays the range of calendar months, quarters, or years included in the analysis period. Use the Cycle button ( |
|
Vertical axis (bar chart): forecasted revenue amounts |
The vertical axis displays the range of forecasted revenue amounts. |
|
Vertical axis (Mekko chart): decimal parts of the total forecasted revenue |
For the Mekko chart, the vertical axis divides the scale from 0.00 to 1.00 (100 percent of forecasted revenue) into equal segments. |
|
Stacked bars: forecasted revenue amounts by stage, probability range, or pipeline amount range |
Each bar represents the total forecasted revenue for that month, quarter, or year. Use the Cycle button ( |
|
Mekko bars: percentage contributions of forecasted revenue by stage, probability, or pipeline amount range |
Each Mekko bar represents 100 percent of forecasted revenue for that month, quarter, or year. Thus, all bars are the same height. The relative widths of the bars indicate how each period's total forecasted revenue compares to the total forecasted revenue for other periods on the chart. Each segment in a Mekko bar represents the percentage of the total forecasted revenue for the period contributed by opportunities assigned to that stage or that were within that range. Use the Cycle button ( |
|
Data Item |
Description |
|
Forecasted revenue for a month, quarter, or year |
The portion of unweighted or weighted pipeline amounts allocated as forecasted revenue to the month, quarter, or year that each bar represents. |
|
Forecasted revenue for a stage for a month, quarter, or year |
The portion of unweighted or weighted pipeline amounts allocated to the month, quarter, or year for all opportunities currently assigned to that stage. |
|
Forecasted revenue for a probability range for a month, quarter, or year |
The portion of unweighted or weighted pipeline amounts allocated to the month, quarter, or year for all opportunities with a probability within that range. |
|
Forecasted revenue for a pipeline amount range for a month, quarter, or year |
The portion of unweighted or weighted pipeline amounts allocated to the month, quarter, or year for all opportunities with a pipeline amount within that range. |
|
Mekko chart only: Percentage contributions to forecasted revenue |
Unweighted or weighted pipeline amount for the stage or range allocated to the month, quarter, or year ÷ Total pipeline amount allocated to the month, quarter, or year. |
For descriptions of the sources of the chart data, see Data Sources.
Capture Analytics calculates forecasted revenue based on the current pipeline amounts for opportunities. The pipeline amount is allocated evenly to all calendar months for which the opportunity is expected to contribute revenue if you win the contract. Capture Analytics identifies the months based on the dates entered for the opportunity in GovWin Capture Management in the fields assigned to Revenue Forecast Start Date and Revenue Forecast End Date in Capture Analytics Configuration. All months receive equal allocations, even if only part of a month falls within the date range.
For example, suppose your system administrator selects the Estimated Start Date as the revenue forecast start date and Estimated Completion Date as the revenue forecast end date. In your pipeline, opportunity 1001 has an estimated start date of November 1, 2012 and an estimated completion date of July 15, 2013. If you select 2013 as the analysis period at the top of the Pipeline Revenue Forecast tab, Capture Analytics does the following:
Divides the pipeline amount for opportunity 1001 by 9 (the number of months from November through July) to determine the monthly forecasted revenue for that opportunity.
Allocates the monthly forecasted revenue for opportunity 1001 to each of the months from January 2013 through July 2013.
In November 2012, you view the Pipeline Revenue Forecast Spread chart for 2013 and see that the total forecasted revenue for the first quarter, based on the scale on the vertical axis, is between $20 million and $25 million.
That amount is broken down into four stages, each represented by a colored segment in the bar. When you position the mouse pointer over each of the segments, you discover these revenue amounts for each segment:
|
Stage |
Amount |
|
Pursuit |
5,000,000 |
|
Qualification |
4,300,000 |
|
Proposal |
1,000,000 |
|
In Protest |
12,000,000 |
Thus, the total forecasted revenue for Q1 2013 is 22,300,000. That amount is the sum of the monthly forecasted revenue amounts for opportunities with forecasted revenue allocated to months in Q1 2013.
The total forecasted revenue for the Qualification stage is 4,300,000. That amount is the sum of the forecasted revenue for opportunities that are assigned the Qualification stage currently (that is, on the day in November 2012 that you view the chart).
Capture Analytics calculates forecasted revenue based on the current pipeline amounts for opportunities. When your firm implements Capture Analytics, it can select two amount fields from opportunity records in GovWin Capture Management to analyze as pipeline.
The options under Pipeline Amount on the Pipeline Revenue Forecast tab enable you to apply the analytics to either of those two amounts. When you select one of the options, Capture Analytics recalculates forecasted revenue using the pipeline amounts from that field in the opportunity records.
The Unweighted and Weighted options under Pipeline Probability Weighting provide the additional option to display forecasted revenue using either unweighted pipeline amounts or weighted pipeline amounts (pipeline amounts with the probabilities applied).
Capture Analytics calculates the weighted pipeline amount for each opportunity as follows: Unweighted pipeline amount × (Probability ÷ 100)
This chart gives you the option to break out forecasted revenue for a month, quarter, or year by any of the following:
Stage
Probability range
Pipeline amount range
Each segment of a stacked bar represents the forecasted revenue for that stage or range for that month, quarter, or year.
Use the Cycle button (
) next to the legend to select an option:
Click the button to cycle through the options one at a time.
Right-click the button to select an option from a menu.
If your firm has set up grouped stages, use the Detail and Grouped options to view forecasted revenue either for the original GovWin Capture Management opportunity stages (detail stages) or for the grouped stages. If the stacked bars are displaying forecasted revenue by stage and you select the Grouped option, the bar segments change to reflect forecasted revenue for the grouped stages.
Click 
at the top right of the chart
to display the chart at its maximum size. Click 
to restore the chart to its original size and location on the tab.
To focus the chart on a particular set of data points, click and drag the mouse pointer over the chart so that the green selection area touches only the bars you want to include. 
Illustration
To focus the chart on one or a few stages or ranges, do either of the following:
If you are viewing the breakout by stage, select the stages in the Stage list. Illustration
Click and drag the mouse pointer over the chart legend so that the green selection area touches only the stages or ranges you want. Illustration
To focus the chart on a more restricted analysis period, do either of the following:
Specify the analysis period using the calendar bars at the top of the tab. Illustration
Click and drag the mouse pointer over the chart bars so that the green selection area touches only the bars for the months, quarters, or years you want. Illustration
If you use any of the above actions to change the chart, Capture Analytics applies the same changes, as appropriate, to all other analytic objects.
Use the Cycle button () to select any of the three analysis period options for the horizontal axis: Month, Quarter, and Year:
Click the button to cycle through the options one at a time.
Right-click the button to select an option from a menu.
To see the forecasted revenue data for a specific combination of time period and stage or range, position the mouse pointer over that segment in the bar. When you do, Capture Analytics displays the forecasted revenue amount in a data box, along with the month, quarter, or year, and the stage name or range description. Illustration
Click 
to send the data underlying
the chart to Microsoft Excel. More...
In addition to the actions described above, you can also do the following:
Print the chart.
Email the chart.
Export chart data to a CSV file.
Attach a note to the chart.
For more on these actions, see Print, Email, or Export Analytic Data and Attach Notes to Analytics.
