Pipeline Anchors
Start Pipeline:
The total value of all open opportunities existing in your pipeline at the very beginning of the period. It represents your baseline before any changes occur.
Calculation:
Not calculated. It is a snapshot value pulled directly from the system, representing the total open pipeline at the start of the period.
End Pipeline:
The total value of all open opportunities remaining at the end of the period. It reflects your starting pipeline after accounting for all additions, removals, wins, and losses.
Calculation:
End Pipeline = (Start + New Opps + Amount Increase + Moved In) - (Moved Out + Lost + Amount Decrease + Won)
Example:
Start = €1,257,559
New Opps = €1,501,878
Amount Increase = €180,171
Moved In = €149,382
Moved Out = €0
Lost = €271,125
Amount Decrease = €556,292
Won = €287,487
End Pipeline = (1,257,559 + 1,501,878 + 180,171 + 149,382) - (0 + 271,125 + 556,292 + 287,487) = €1,974,086
Positive Movements
New Opps:
Opportunities that were freshly created and added to the pipeline during the period. These are brand new deals that didn't exist before the start date.
Calculation:
Not calculated. It is the sum of all opportunity values that were newly created during the period.
Amount Increase:
The value added to already-existing deals when their deal size was revised upward. This reflects upsizing of opportunities already present in the pipeline.
Calculation:
Not calculated. It is the sum of all positive value changes made to existing deals during the period.
Moved In:
Opportunities that were originally outside the tracked close date range but got pulled into it. These deals existed before but are now relevant to the current period.
Calculation:
Not calculated. It is the sum of all opportunity values whose close date was moved into the tracked close date range during the period.
Example:
A sales rep created a deal in October 2025 with a close date of March 2027. Later, the close date was revised to June 2026, which falls within the current tracked window (Jan-Dec 2026). This deal now moves into the pipeline view even though it was created much earlier.
Negative Movements
Moved Out:
Deals that were pushed beyond the tracked close date range and are no longer counted in the current period. They haven't been lost, but just deferred to a future window.
Calculation:
Not calculated. It is the sum of all opportunity values whose close date was pushed outside the tracked close date range during the period.
Example:
A deal was originally expected to close in April 2026, sitting comfortably within the tracked close date range. The prospect asked for more time, so the rep pushed the close date to February 2027, which is outside the current window. This deal moves out of the pipeline view even though it's still active and alive.
Lost:
Opportunities that were formally marked as lost during the period. These deals will no longer progress and are permanently removed from the active pipeline.
Calculation:
Not calculated. It is the sum of all opportunity values that were marked as lost during the period.
Amount Decrease:
The value subtracted from existing deals when their deal size was revised downward. This reflects downsizing or scope reduction on deals already in the pipeline.
Calculation:
Not calculated. It is the sum of all negative value changes made to existing deals during the period.
Won:
Deals that were successfully closed and converted into revenue during the period. They exit the open pipeline as fulfilled business, which is why they reduce the pipeline total.
Calculation:
Not calculated. It is the sum of all opportunity values that were closed and won during the period.
A few other areas on the Waterfall Page
Views:
We can select or create Private views or Company wide views from this space.
Filters:
1. Show Pipeline Changes During (Date Range) This defines the activity window, the period during which pipeline movements are tracked. Any changes like new opps created, deals won, lost, or deal sizes modified within this date range will be reflected in the waterfall. Think of it as "what happened between these dates."
2. For (User Filter) This filters the waterfall to show data for specific team members or owners. You can select yourself, your teammates, inactive users, or all users. In this case "Me +5" means you and 5 other selected owners' pipelines are being shown together.
3. Close Date (Date Range) This defines which opportunities are included in the view based on their expected close date. Only deals with a close date falling within this range are considered. This is different from the activity window, it filters which deals are visible, not what happened to them.
4. Filter An additional layer to narrow down the data further using custom criteria such as deal stage, industry, region, opportunity size, or any other field. It gives you more granular control beyond just date and owner filters.
5. Save View Saves the current combination of filters, date ranges, and owner selections as a named view so you don't have to reconfigure them every time. Any change, big or small, requires clicking Save View to ensure your configuration is preserved for future visits.
6. Go to Console Clicking this takes you directly to the Admin Console under Forecasting & Analytics > Views > Waterfall Views. It is a shortcut for admins to manage, configure, or edit the waterfall view settings without navigating manually through the console.
Extras:
New + Expansions, Opportunity Revenue, Renewals (Tabs) These are forecasting tabs configured in the Forecast settings. Each tab represents a different category of revenue being tracked, and switching between them updates the waterfall to reflect pipeline movements specific to that revenue type.
Note:
The New + Expansions, Opportunity Revenue, Renewals (Tabs) mentioned above, are just the examples here. You can configure different Forecast Tabs as per the business requirement.
Duplicate (Icon) Creates an exact copy of the current view with all the same filters and date ranges intact. This is useful when you want to experiment with changes or create a variation without disturbing the original view.
Delete (Icon) Permanently removes an existing view. Use this to clean up views that are no longer needed.
Updated Timestamp with Refresh Displays the date and time when the data was last updated, so you always know how fresh the numbers are. Clicking the refresh button next to it pulls the latest data and updates the waterfall in real time.
