Business superintelligence that acts.
Reports:
Ten reports, each with its definitions written down.
Every argument about a report is really an argument about a definition. So each definition is written next to its report: what counts as a connected call, what qualified means, how win rate is worked out, what counts as a meeting held.
Adella CRM is in beta and runs Adella's own sales today. Access for outside sales teams opens as the beta grows. $49 a seat a month once it does.
Pipeline $616k. Forecast from the stages $287k. Reps commit $340k.
Follow-ups go out from the rep's own mailbox. Illustrative pipeline.
The ten:
| Report | Answers | Measures |
|---|---|---|
| Pipeline snapshot | What is in the pipeline right now | Open deals, total value, value adjusted for chance of closing, by stage and line of business |
| Pipeline flow | What moved in the period | Created, advanced, won, lost, net change |
| Stage velocity | Where deals stall | Typical days in each stage, and the slowest 10% |
| Conversion funnel | Where deals die | How many deals move from each stage to the next, overall win rate, by line of business and lead source |
| Win and loss | Why deals die | Won and lost by reason, line of business, owner, competitor |
| Rep activity | Who is doing the work | Calls, connects, emails, replies, meetings booked and held |
| Call outcomes | Whether the calling is working | How calls ended, how many connected, calls needed to connect |
| Source performance | Which doors produce revenue | Leads, qualified leads, wins, value and win rate by lead source |
| Partner channel | Whether partners are producing | Accounts added per month, revenue trend, partners that have stalled |
| Forecast accuracy | Whose judgment to trust | The rep's forecast against what closed, by rep and period |
The definitions:
Every definition written down, so the argument is about the business.
Connect
A call where you reached the person. Reaching a receptionist does not count.
Qualified
A deal that has ever reached the best-case stage or better, read from its history, so a deal that later slipped back still counts as having qualified.
Win rate
Deals won divided by deals won plus deals lost, counting only deals closed in the period. Open deals are not counted, and the number of open deals is shown next to it, so nobody reads 90% off two closed deals.
Days in stage
The time between one stage change and the next.
Meeting held
A meeting that actually took place. A no-show counts as booked, not held, and that gap is the point of tracking it.
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Business superintelligence that acts.
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