GTM Performance

Overview

The GTM Performance Dashboard provides sales and marketing teams with real-time visibility into pipeline health, velocity, conversion efficiency, cohort progression, SQL quality, and win-rate trends—enabling data-driven alignment, execution, and forecasting across the go-to-market funnel.

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Purpose

Provides go-to-market teams (sales, marketing, demand generation) with a comprehensive view into pipeline health, momentum, conversion, and outcomes—highlighting velocity, source effectiveness, SQL quality, and cohort performance for data-driven execution.

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Audience

• GTM leadership: to monitor pipeline health, forecast capacity, and channel efficacy.
• Sales ops & demand generation: for precise funnel management and campaign optimization.
• Executives: for strategic visibility into business momentum and growth drivers.

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Tab-by-Tab Breakdown

Tab: Pipeline Health

Goals: Track real-time pipeline health metrics per quarter and compare with historical trends for strategic positioning.

1. Pipeline Health Overview
   Displays: Current pipeline value, win rate to date, average pipeline age, average deal size, number of accounts, pipeline processed to date, and current bookings. Includes month-over-month comparisons.
   Why it matters: Enables quick health checks on pipeline coverage, deal velocity, and account distribution for quarterly pacing.
2. Pipeline Stage Breakdown
   Shows breakdown of pipeline value across stages (e.g., SAL, SQL, Alignment, Contract) for current vs next quarter.
   Why it matters: Reveals where value sits in the funnel—spotting bottlenecks or stage concentration.
3. Pipeline Composition Breakdown
   Compares funnel lead sources (e.g., Marketing, Events, Inbound Email) by volume mix for current versus upcoming quarter.
   Why it matters: Highlights leading sources to inform strategic demand allocation and channel balance.

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Tab: Pipeline Momentum

Goals: Analyse monthly pipeline velocity and funnel traction over time.

1. Pipeline Value Addition by Month (Stage Deepdive)
   Bar chart of pipeline value added each month.
   Why it matters: Shows acceleration or slowdown in high-value pipeline creation.
2. Pipeline Volume Addition by Month (Stage Deepdive)
   Counts of new pipeline opportunities added monthly.
   Why it matters: Tracks lead volume generation and opportunity momentum.
3. Meetings Booked Trend (BI - Trend)
   Monthly trend of meetings booked (opportunities created).
   Why it matters: Measures cadence of pipeline initiation and SDR funnel movement.
4. SAL Addition by Month (Stage Deepdive)
   Monthly trend of Sales Accepted Leads (SALs) added.
   Why it matters: Key indicator of marketing-to-sales handoff performance.
5. Pre-SQL Addition by Month (Stage Deepdive)
   Volume of pre-SQLs added monthly.
   Why it matters: Reflects early-stage pipeline generation activity and lead qualification pace.

Tab: SQLs

Goals: Surface pipeline value additions and direction of SQL movement.

• Opportunity Prioritization
  Table of SQL-level opportunities with account details, opportunity size, and conversion probability.
  Why it matters: Enables GTM teams to focus on high-value, high-probability opportunities for deal acceleration.
  

Tab: Conversions

Goals: Compare the performance of Paid Social versus the Overall cohorts across time and funnel stages.

1. Conversion Summary T6M (Paid Social)
   Percentage of progression (MQL→SQL, SQL→Pipeline, etc.) along with velocity (days per stage) for Paid Social over the past 180 days.
   Why it matters: Reveals the effectiveness and speed of Paid Social as a demand lever.
2. Conversion Summary Overall T6M
   Overall conversion and velocity metrics across channels over the same period.
   Why it matters: Benchmarks Paid Social performance against aggregated program performance.
   

Tab: Cohort Conversions

Goals: Provide cohort-level detail of funnel progression for value and volume.

• Cohort Analysis – Single Start Stage
  Table showing Generated Volume & Value, Progressed Volume (from start stage), segmented across funnel stages (Lead, MQL, Meeting Booked, Pipeline, Closed Won) for cohort-period alignment.
  Why it matters: Enables cohort benchmarking to track progression patterns and funnel velocity.

Tab: Pipeline Analytics

Goal: Visualize win-rate trends by quarter for high-level performance tracking.

• Win Rate Trends by Quarter of Close
  Bar chart showing win rate percentages per closing quarter (e.g., Q1 FY26 vs Q2 FY26).
  Why it matters: Offers quick visibility into the deal velocity of the closed pipeline and effectiveness of closing motions.