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"pipeline_per_dollar", "name": "Pipeline per $ of spend"} ], "rules": [ "spend = SUM(marketing.spend)", "leads = SUM(marketing.leads)", "mqls = SUM(marketing.mqls)", "opps_created = COUNT(opps.acv[channel=@channel, region=@region, created_period=@period])", "pipeline_created = SUM(opps.acv[channel=@channel, region=@region, created_period=@period])", "deals_won = COUNT(opps.acv[channel=@channel, region=@region, close_period=@period, won=1])", "won_acv = SUM(opps.acv[channel=@channel, region=@region, close_period=@period, won=1])", "cost_per_lead = IF(leads > 0, spend / leads, BLANK)", "mql_rate = IF(leads > 0, mqls / leads, BLANK)", "sql_rate = IF(mqls > 0, opps_created / mqls, BLANK)", "cost_per_opp = IF(opps_created > 0, spend / opps_created, BLANK)", "pipeline_per_dollar = IF(spend > 0, pipeline_created / spend, BLANK)" ] }, "channel_summary": { "name": "Marketing funnel by channel", "dims": { "channel": "channels" }, "lines": [ {"id": "spend", "name": "Spend"}, {"id": "leads", "name": "Leads"}, {"id": "mqls", "name": "MQLs"}, {"id": "opps_created", "name": "Opportunities created (SQLs)"}, {"id": "pipeline_created", "name": "Pipeline created"}, {"id": "deals_won", "name": "Deals won"}, {"id": "won_acv", "name": "Bookings"}, {"id": "cost_per_lead", "name": "Cost per lead"}, {"id": "mql_rate", "name": "Lead to MQL", "format": "percent"}, {"id": "sql_rate", "name": "MQL to SQL", "format": "percent"}, {"id": "win_rate", "name": "SQL to won", "format": "percent"}, {"id": "cost_per_opp", "name": "Cost per opportunity"}, {"id": "pipeline_per_dollar", "name": "Pipeline per $ of spend"}, {"id": "cac_ratio", "name": "Bookings per $ of spend"} ], "rules": [ "spend = SUM(funnel.spend)", "leads = SUM(funnel.leads)", "mqls = SUM(funnel.mqls)", "opps_created = SUM(funnel.opps_created)", "pipeline_created = SUM(funnel.pipeline_created)", "deals_won = SUM(funnel.deals_won)", "won_acv = SUM(funnel.won_acv)", "cost_per_lead = IF(leads > 0, spend / leads, BLANK)", "mql_rate = IF(leads > 0, mqls / leads, BLANK)", "sql_rate = IF(mqls > 0, opps_created / mqls, BLANK)", "win_rate = IF(opps_created > 0, deals_won / opps_created, BLANK)", "cost_per_opp = IF(opps_created > 0, spend / opps_created, BLANK)", "pipeline_per_dollar = IF(spend > 0, pipeline_created / spend, BLANK)", "cac_ratio = IF(spend > 0, won_acv / spend, BLANK)" ] }, "sdr_scorecard": { "name": "SDR and BDR scorecard", "dims": { "sdr": "sdrs" }, "lines": [ {"id": "calls", "name": "Calls"}, {"id": "emails", "name": "Emails"}, {"id": "connects", "name": "Connects"}, {"id": "meetings_set", "name": "Meetings set"}, {"id": "meetings_held", "name": "Meetings held"}, {"id": "sqls", "name": "SQLs"}, {"id": "sql_quota", "name": "SQL quota"}, {"id": "attainment", "name": "SQL attainment", "format": "percent"}, {"id": "connect_rate", "name": "Connect rate", "format": "percent"}, {"id": "set_rate", "name": "Meetings per connect", "format": "percent"}, {"id": "show_rate", "name": "Show rate", "format": "percent"}, {"id": "opps_sourced", "name": "Opportunities sourced"}, {"id": "pipeline_sourced", "name": "Pipeline sourced"}, {"id": "won_sourced", "name": "Sourced bookings (closed this month)"}, {"id": "pipeline_per_sql", "name": "Pipeline per SQL"} ], "rules": [ "calls = SUM(sdr_activity.calls)", "emails = SUM(sdr_activity.emails)", "connects = SUM(sdr_activity.connects)", "meetings_set = SUM(sdr_activity.meetings_set)", "meetings_held = SUM(sdr_activity.meetings_held)", "sqls = SUM(sdr_activity.sqls)", "sql_quota = sdr.sql_quota", "attainment = IFERROR(sqls / sql_quota, 0)", "connect_rate = IFERROR(connects / calls, 0)", "set_rate = IFERROR(meetings_set / connects, 0)", "show_rate = IFERROR(meetings_held / meetings_set, 0)", "opps_sourced = COUNT(opps.acv[sdr=@sdr, created_period=@period])", "pipeline_sourced = SUM(opps.acv[sdr=@sdr, created_period=@period])", "won_sourced = SUM(opps.acv[sdr=@sdr, close_period=@period, won=1])", "pipeline_per_sql = IFERROR(pipeline_sourced / sqls, 0)" ] }, "rep_monthly": { "name": "Rep monthly", "dims": { "rep": "reps" }, "lines": [ {"id": "bookings", "name": "Bookings"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "expansion_bookings", "name": "Expansion bookings"}, {"id": "opps_created", "name": "Opportunities created"}, {"id": "pipeline_created", "name": "Pipeline created"}, {"id": "open_pipeline", "name": "Open pipeline closing this month"}, {"id": "commit", "name": "Commit (negotiation)"}, {"id": "best_case", "name": "Best case (proposal)"}, {"id": "weighted_pipeline", "name": "Weighted pipeline"}, {"id": "forecast", "name": "Forecast"} ], "rules": [ "bookings = SUM(opps.acv[rep=@rep, close_period=@period, won=1])", "deals_won = COUNT(opps.acv[rep=@rep, close_period=@period, won=1])", "deals_lost = COUNT(opps.acv[rep=@rep, close_period=@period, lost=1])", "new_logo_bookings = SUM(opps.acv[rep=@rep, close_period=@period, won=1, new_logo=1])", "expansion_bookings = bookings - new_logo_bookings", "opps_created = COUNT(opps.acv[rep=@rep, created_period=@period])", "pipeline_created = SUM(opps.acv[rep=@rep, created_period=@period])", "open_pipeline = SUM(opps.acv[rep=@rep, close_period=@period, open=1])", "commit = SUM(opps.acv[rep=@rep, close_period=@period, open=1, stage=negotiation])", "best_case = SUM(opps.acv[rep=@rep, close_period=@period, open=1, stage=proposal])", "weighted_pipeline = SUM(opps.weighted_acv[rep=@rep, close_period=@period, open=1])", "forecast = bookings + plan.commit_weight * commit + plan.best_case_weight * best_case + plan.pipeline_weight * (open_pipeline - commit - best_case)" ] }, "rep_quarterly": { "name": "Rep quarterly", "dims": { "rep": "reps", "quarter": "quarters", "period": false }, "lines": [ {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "gap", "name": "Gap to quota"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "win_rate", "name": "Win rate", "format": "percent"}, {"id": "avg_deal", "name": "Average deal"}, {"id": "new_logos", "name": "New logos"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "opps_created", "name": "Opportunities created"}, {"id": "pipeline_created", "name": "Pipeline created"}, {"id": "open_pipeline", "name": "Open pipeline"}, {"id": "commit", "name": "Commit"}, {"id": "best_case", "name": "Best case"}, {"id": "coverage", "name": "Coverage of gap (x)"}, {"id": "forecast", "name": "Forecast"}, {"id": "forecast_attainment", "name": "Forecast attainment", "format": "percent"}, {"id": "ytd_bookings", "name": "YTD bookings"}, {"id": "ytd_quota", "name": "YTD quota"}, {"id": "ytd_attainment", "name": "YTD attainment", "format": "percent"} ], "rules": [ "quota = quota_plan.quota", "bookings = SUM(rep_monthly.bookings[period.quarter=@quarter.label])", "attainment = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / quota, 0))", "gap = quota - bookings", "deals_won = SUM(rep_monthly.deals_won[period.quarter=@quarter.label])", "deals_lost = SUM(rep_monthly.deals_lost[period.quarter=@quarter.label])", "win_rate = IF(quarter.is_future = 1, BLANK, IFERROR(deals_won / (deals_won + deals_lost), 0))", "avg_deal = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / deals_won, 0))", "new_logos = COUNT(opps.acv[rep=@rep, won=1, new_logo=1, close_quarter=@quarter])", "new_logo_bookings = SUM(rep_monthly.new_logo_bookings[period.quarter=@quarter.label])", "opps_created = SUM(rep_monthly.opps_created[period.quarter=@quarter.label])", "pipeline_created = SUM(rep_monthly.pipeline_created[period.quarter=@quarter.label])", "open_pipeline = SUM(rep_monthly.open_pipeline[period.quarter=@quarter.label])", "commit = SUM(rep_monthly.commit[period.quarter=@quarter.label])", "best_case = SUM(rep_monthly.best_case[period.quarter=@quarter.label])", "coverage = IF(gap > 0 and open_pipeline > 0, open_pipeline / gap, BLANK)", "forecast = SUM(rep_monthly.forecast[period.quarter=@quarter.label])", "forecast_attainment = IFERROR(forecast / quota, 0)", "ytd_bookings = IF(quarter.year = 2026, SUM(bookings[quarter=q1_2026..this]), bookings)", "ytd_quota = IF(quarter.year = 2026, SUM(quota[quarter=q1_2026..this]), quota)", "ytd_attainment = IFERROR(ytd_bookings / ytd_quota, 0)" ] }, "commissions": { "name": "Commission by tranche", "dims": { "rep": "reps", "quarter": "quarters", "tranche": "tranches", "period": false }, "lines": [ {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "in_tranche", "name": "Attainment in tranche", "format": "percent"}, {"id": "rate", "name": "Effective rate", "format": "percent"}, {"id": "commission", "name": "Commission"} ], "rules": [ "attainment = rep_quarterly.attainment", "in_tranche = IF(attainment <= comp_plan.from_pct, 0, IF(attainment >= comp_plan.to_pct, comp_plan.to_pct - comp_plan.from_pct, attainment - comp_plan.from_pct))", "rate = rep.base_rate * comp_plan.multiplier", "commission = in_tranche * rep_quarterly.quota * rate", "in_tranche[tranche=total] = SUM(in_tranche[tranche != total])", "rate[tranche=total] = BLANK", "commission[tranche=total] = SUM(commission[tranche != total])" ] }, "payout": { "name": "Variable pay", "dims": { "rep": "reps", "quarter": "quarters", "period": false }, "lines": [ {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "base_commission", "name": "Commission (tranches)"}, {"id": "new_logo_kicker", "name": "New-logo kicker"}, {"id": "multiyear_acv", "name": "Extra contracted years × ACV"}, {"id": "multiyear_kicker", "name": "Multi-year kicker"}, {"id": "spiff_deals", "name": "Security add-on deals (SPIFF)"}, {"id": "spiff", "name": "SPIFF"}, {"id": "uncapped_variable", "name": "Variable pay before cap"}, {"id": "target_variable", "name": "On-target variable (quarter)"}, {"id": "total_variable", "name": "Total variable pay (capped)"}, {"id": "vs_target", "name": "Variable vs target", "format": "percent"}, {"id": "effective_rate", "name": "Pay as % of bookings", "format": "percent"}, {"id": "ytd_variable", "name": "YTD variable pay"}, {"id": "ytd_attainment", "name": "YTD attainment", "format": "percent"}, {"id": "club", "name": "President's Club track (1 = yes)"} ], "rules": [ "quota = rep_quarterly.quota", "bookings = rep_quarterly.bookings", "attainment = rep_quarterly.attainment", "base_commission = commissions.commission[tranche=total]", "new_logo_kicker = rep_quarterly.new_logo_bookings * plan.new_logo_rate", "multiyear_acv = SUM(opps.extra_year_acv[rep=@rep, won=1, close_quarter=@quarter])", "multiyear_kicker = multiyear_acv * plan.multiyear_rate", "spiff_deals = COUNT(opps.acv[rep=@rep, won=1, security_addon=1, close_quarter=@quarter]) * quarter.spiff_active", "spiff = spiff_deals * plan.spiff_amount", "uncapped_variable = base_commission + new_logo_kicker + multiyear_kicker + spiff", "target_variable = rep.variable / 4", "total_variable = IF(uncapped_variable > plan.cap_multiple * target_variable, plan.cap_multiple * target_variable, uncapped_variable)", "vs_target = IFERROR(total_variable / target_variable, 0)", "effective_rate = IFERROR(total_variable / bookings, 0)", "ytd_variable = IF(quarter.year = 2026, SUM(total_variable[quarter=q1_2026..this]), total_variable)", "ytd_attainment = rep_quarterly.ytd_attainment", "club = IF(ytd_attainment >= 1, 1, 0)" ] }, "team": { "name": "Team quarterly (region × segment)", "dims": { "region": "regions", "segment": "segments", "quarter": "quarters", "period": false }, "lines": [ {"id": "rep_count", "name": "Reps"}, {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "bookings_per_rep", "name": "Bookings per rep"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "win_rate", "name": "Win rate", "format": "percent"}, {"id": "avg_deal", "name": "Average deal"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "pipeline_created", "name": "Pipeline created"}, {"id": "open_pipeline", "name": "Open pipeline"}, {"id": "commit", "name": "Commit"}, {"id": "best_case", "name": "Best case"}, {"id": "coverage", "name": "Coverage of gap (x)"}, {"id": "forecast", "name": "Forecast"}, {"id": "forecast_attainment", "name": "Forecast attainment", "format": "percent"}, {"id": "variable_pay", "name": "Variable pay"}, {"id": "pay_rate", "name": "Variable pay as % of bookings", "format": "percent"} ], "rules": [ "rep_count = COUNT(reps.annual_quota)", "quota = SUM(rep_quarterly.quota[rep.region=@region, rep.segment=@segment])", "bookings = SUM(rep_quarterly.bookings[rep.region=@region, rep.segment=@segment])", "deals_won = SUM(rep_quarterly.deals_won[rep.region=@region, rep.segment=@segment])", "deals_lost = SUM(rep_quarterly.deals_lost[rep.region=@region, rep.segment=@segment])", "new_logo_bookings = SUM(rep_quarterly.new_logo_bookings[rep.region=@region, rep.segment=@segment])", "pipeline_created = SUM(rep_quarterly.pipeline_created[rep.region=@region, rep.segment=@segment])", "open_pipeline = SUM(rep_quarterly.open_pipeline[rep.region=@region, rep.segment=@segment])", "commit = SUM(rep_quarterly.commit[rep.region=@region, rep.segment=@segment])", "best_case = SUM(rep_quarterly.best_case[rep.region=@region, rep.segment=@segment])", "forecast = SUM(rep_quarterly.forecast[rep.region=@region, rep.segment=@segment])", "attainment = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / quota, 0))", "bookings_per_rep = IFERROR(bookings / rep_count, 0)", "win_rate = IF(quarter.is_future = 1, BLANK, IFERROR(deals_won / (deals_won + deals_lost), 0))", "avg_deal = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / deals_won, 0))", "coverage = IF(quota - bookings > 0 and open_pipeline > 0, open_pipeline / (quota - bookings), BLANK)", "forecast_attainment = IFERROR(forecast / quota, 0)", "variable_pay = SUM(payout.total_variable[rep.region=@region, rep.segment=@segment])", "pay_rate = IFERROR(variable_pay / bookings, 0)" ] }, "region_quarterly": { "name": "Region quarterly", "dims": { "region": "regions", "quarter": "quarters", "period": false }, "lines": [ {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "forecast", "name": "Forecast"}, {"id": "forecast_attainment", "name": "Forecast attainment", "format": "percent"}, {"id": "open_pipeline", "name": "Open pipeline"}, {"id": "coverage", "name": "Coverage of gap (x)"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "win_rate", "name": "Win rate", "format": "percent"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "variable_pay", "name": "Variable pay"} ], "rules": [ "quota = SUM(team.quota[region=@region])", "bookings = SUM(team.bookings[region=@region])", "forecast = SUM(team.forecast[region=@region])", "open_pipeline = SUM(team.open_pipeline[region=@region])", "deals_won = SUM(team.deals_won[region=@region])", "deals_lost = SUM(team.deals_lost[region=@region])", "new_logo_bookings = SUM(team.new_logo_bookings[region=@region])", "variable_pay = SUM(team.variable_pay[region=@region])", "attainment = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / quota, 0))", "forecast_attainment = IFERROR(forecast / quota, 0)", "coverage = IF(quota - bookings > 0 and open_pipeline > 0, open_pipeline / (quota - bookings), BLANK)", "win_rate = IF(quarter.is_future = 1, BLANK, IFERROR(deals_won / (deals_won + deals_lost), 0))" ] }, "segment_quarterly": { "name": "Segment quarterly", "dims": { "segment": "segments", "quarter": "quarters", "period": false }, "lines": [ {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "forecast", "name": "Forecast"}, {"id": "forecast_attainment", "name": "Forecast attainment", "format": "percent"}, {"id": "open_pipeline", "name": "Open pipeline"}, {"id": "coverage", "name": "Coverage of gap (x)"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "win_rate", "name": "Win rate", "format": "percent"}, {"id": "avg_deal", "name": "Average deal"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "avg_cycle_days", "name": "Average sales cycle (days, won)"} ], "rules": [ "quota = SUM(team.quota[segment=@segment])", "bookings = SUM(team.bookings[segment=@segment])", "forecast = SUM(team.forecast[segment=@segment])", "open_pipeline = SUM(team.open_pipeline[segment=@segment])", "deals_won = SUM(team.deals_won[segment=@segment])", "deals_lost = SUM(team.deals_lost[segment=@segment])", "new_logo_bookings = SUM(team.new_logo_bookings[segment=@segment])", "attainment = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / quota, 0))", "forecast_attainment = IFERROR(forecast / quota, 0)", "coverage = IF(quota - bookings > 0 and open_pipeline > 0, open_pipeline / (quota - bookings), BLANK)", "win_rate = IF(quarter.is_future = 1, BLANK, IFERROR(deals_won / (deals_won + deals_lost), 0))", "avg_deal = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / deals_won, 0))", "avg_cycle_days = IFERROR(SUM(opps.cycle_days[segment=@segment, won=1, close_quarter=@quarter]) / COUNT(opps.cycle_days[segment=@segment, won=1, close_quarter=@quarter]), BLANK)" ] }, "company_quarterly": { "name": "Company quarterly", "dims": { "quarter": "quarters", "period": false }, "lines": [ {"id": "quota", "name": "Quota"}, {"id": "bookings", "name": "Bookings"}, {"id": "attainment", "name": "Attainment", "format": "percent"}, {"id": "forecast", "name": "Forecast (booked + weighted pipeline)"}, {"id": "forecast_attainment", "name": "Forecast attainment", "format": "percent"}, {"id": "gap", "name": "Gap to quota"}, {"id": "open_pipeline", "name": "Open pipeline"}, {"id": "commit", "name": "Commit"}, {"id": "best_case", "name": "Best case"}, {"id": "coverage", "name": "Coverage of gap (x)"}, {"id": "pipeline_created", "name": "Pipeline created"}, {"id": "deals_won", "name": "Deals won"}, {"id": "deals_lost", "name": "Deals lost"}, {"id": "win_rate", "name": "Win rate", "format": "percent"}, {"id": "avg_deal", "name": "Average deal"}, {"id": "avg_cycle_days", "name": "Average sales cycle (days)"}, {"id": "new_logo_bookings", "name": "New-logo bookings"}, {"id": "new_logo_share", "name": "New-logo share of bookings", "format": "percent"}, {"id": "expansion_bookings", "name": "Expansion bookings"}, {"id": "variable_pay", "name": "Sales variable pay"}, {"id": "pay_rate", "name": "Variable pay as % of bookings", "format": "percent"}, {"id": "marketing_spend", "name": "Marketing spend"}, {"id": "marketing_ratio", "name": "Marketing spend as % of bookings", "format": "percent"}, {"id": "leads", "name": "Leads"}, {"id": "mqls", "name": "MQLs"}, {"id": "opps_created", "name": "Opportunities created"} ], "rules": [ "quota = SUM(team.quota)", "bookings = SUM(team.bookings)", "forecast = SUM(team.forecast)", "open_pipeline = SUM(team.open_pipeline)", "commit = SUM(team.commit)", "best_case = SUM(team.best_case)", "pipeline_created = SUM(team.pipeline_created)", "deals_won = SUM(team.deals_won)", "deals_lost = SUM(team.deals_lost)", "new_logo_bookings = SUM(team.new_logo_bookings)", "variable_pay = SUM(team.variable_pay)", "attainment = IF(quarter.is_future = 1, BLANK, IFERROR(bookings / quota, 0))", "forecast_attainment = IFERROR(forecast / quota, 0)", "gap = quota - bookings", "coverage = IF(gap > 0 and open_pipeline > 0, open_pipeline / gap, BLANK)", "win_rate = IF(quarter.is_future = 1, BLANK, IFERROR(deals_won / (deals_won + 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