Quarterly Ad Sales Pipeline Review

Track and analyze advertising sales pipeline health, focusing on deal progression, win rates, and revenue performance across product categories and account segments to optimize sales effectiveness and forecast accuracy.

Report Objective

Monitor the advertising sales pipeline's health and progression across all product categories and account segments, with emphasis on quarter-over-quarter changes in pipeline value, win rates, and sales cycle metrics to guide resource allocation and improve forecast accuracy.

Pipeline Value and Win Rate Analysis

Review of pipeline value trends and win rates across product categories

Questions to Consider:

00:00quarter$912,838,017sum(pipeline_value)sum(pipeline_value)How is Pipeline Value Trending Quarter-over-Quarter?Total pipeline value shows 15% QoQ growth with increased digital advertising opportunities

  • What is the quarter-over-quarter change in total pipeline value?

  • Are there any seasonal patterns in pipeline build?

  • How does the current pipeline compare to historical averages?

  • Which product categories show the highest win rates?

  • How do win rates compare to previous quarters?

  • Are there opportunities to improve conversion in underperforming categories?

DigitalPrintEventsproduct_category0%200%400%600%800%sum(win_rate)sum(win_rate)How Do Win Rates Vary by Product Category?Digital advertising maintains highest win rate at 32%, followed by print at 25%

Sales Cycle and Pipeline Velocity

Analysis of deal progression and sales cycle duration

Questions to Consider:

00:00quarter6264666870avg_sales_cycleavg_sales_cycleHow is Sales Cycle Duration Trending?Average sales cycle has decreased to 65 days from 72 days in previous quarter

  • What is the trend in sales cycle duration?

  • Are there opportunities to accelerate deal closure?

  • How does cycle time impact win rates?

  • How many deals are currently in the pipeline?

  • Is there sufficient pipeline coverage for future quarters?

  • What is the trend in pipeline deal count?

00:00quarter150160170180deals_in_pipelinedeals_in_pipelineWhat is the Current Pipeline Coverage?225 active opportunities providing 2.5x coverage of quarterly target

Account Performance and Revenue Distribution

Examination of revenue patterns across account segments

Questions to Consider:

Jan 01quarter$0$100,000,000$200,000,000$300,000,000$400,000,000sum(revenue)DirectAgencyHow is Revenue Distributed Across Account Types?Direct accounts represent 65% of revenue with stronger growth trajectory

  • What is the revenue split between direct and agency accounts?

  • Which account type shows stronger growth?

  • Are there opportunities to balance the portfolio?

Areas for Strategic Focus