A breakdown of 124 active deals worth $3.9M in pipeline value, with conversion rates and deal velocity. Generated by AI via Proxuma Power BI MCP server.
A breakdown of 124 active deals worth $3.9M in pipeline value, with conversion rates and deal velocity. Generated by AI via Proxuma Power BI MCP server.
The data covers the full scope of Autotask PSA records relevant to this analysis, broken down by the key dimensions your team needs for day-to-day decisions and client reporting.
Who should use this: Sales leads, MSP owners, and account managers tracking pipeline health
How often: Weekly for pipeline reviews, monthly for forecasting, quarterly for strategy
A breakdown of 124 active deals worth $3.9M in pipeline value, with conversion rates and deal velocity. Generated by AI via Proxuma Power BI MCP server.
EVALUATE ROW(
"PipelineTotal", [Pipeline - Total Value],
"PipelineWeighted", [Pipeline - Weighted Value],
"PipelineCount", [Pipeline - Count],
"AvgDealSize", [Pipeline - Avg Deal Size],
"WinRate", [Pipeline - Win Rate],
"OpportunityToWon", [Conversion - Opportunity to Won],
"AvgDaysToClose", [Conversion - Avg Days to Close],
"RevenueYTD", [Revenue - Won YTD]
)| Metric | Unweighted | Weighted | Factor |
|---|---|---|---|
| Total Pipeline Value | $3,938,803 | $1,970,242 | 50% |
| Deals Closed / Total | 18 won | 115 total | 15.7% |
EVALUATE
ROW(
"UnweightedValue", [Pipeline - Total Value],
"WeightedValue", [Pipeline - Weighted Value],
"WeightFactor", DIVIDE([Pipeline - Weighted Value], [Pipeline - Total Value]),
"DealsWon", CALCULATE(COUNTROWS(BI_Autotask_Opportunities), BI_Autotask_Opportunities[status_name] IN {"Closed", "Implemented"}),
"DealsTotal", [Pipeline - Count],
"CloseRate", DIVIDE(CALCULATE(COUNTROWS(BI_Autotask_Opportunities), BI_Autotask_Opportunities[status_name] IN {"Closed", "Implemented"}), [Pipeline - Count])
)How deals move through the sales process
EVALUATE
SUMMARIZECOLUMNS('BI_Autotask_Opportunities'[status_name],
"Count", COUNTROWS('BI_Autotask_Opportunities'),
"Amount", SUM('BI_Autotask_Opportunities'[amount])
)
ORDER BY [Count] DESCThe $3.9M pipeline looks solid on paper, but the weighted value tells a different story. At $1.97M weighted, roughly half the pipeline sits in early stages where close probability is low. That gap between headline number and realistic forecast is worth paying attention to. It usually means too many deals entered the pipeline before they were properly qualified.
The 15.7% close rate stands out as the biggest concern. Typical B2B close rates land between 20% and 30%. A rate this low points to one of two problems: either deals are entering the pipeline too early, or they are stalling mid-funnel without anyone catching it. The 62% win rate on qualified opportunities suggests the team can close when deals are real. The issue is upstream, at the qualification stage, where unqualified deals are inflating the pipeline.
The 33-day average close cycle is actually a bright spot. For B2B SaaS, that is faster than most. But speed only matters if the right deals are moving through. Closing 15% of your pipeline quickly still means 85% of deals went nowhere. The priority should be getting fewer, better-qualified deals into the funnel rather than trying to accelerate what is already there.
A 15.7% close rate means too many unqualified deals are sitting in the pipeline. Define clear criteria for what enters the pipeline: budget confirmed, decision-maker identified, timeline established. Anything that does not meet the bar stays in prospecting, not in the forecast.
With $1.97M in weighted value against $3.9M total, half the pipeline is low-probability. Run a cleanup: any deal that has not progressed in 30+ days gets re-qualified or removed. A smaller, accurate pipeline is more useful than a large, inflated one.
For deals that do close, the velocity is good. This is not where the problem lives. Focus energy on getting more qualified deals in, rather than trying to speed up deals already in the pipeline. The conversion rate, not the cycle time, is the bottleneck.
Each deal's value is multiplied by its probability percentage based on deal stage. A $100K deal at 50% probability contributes $50K to the weighted pipeline. This gives a more realistic view of expected revenue than raw pipeline totals.
The win rate measures the percentage of qualified opportunities that result in a closed-won deal. It differs from close rate, which includes all deals regardless of qualification status. A high win rate with a low close rate (as seen here) typically indicates a qualification gap.
Weekly for pipeline management and deal progression tracking. Monthly for forecasting and trend analysis. The weighted vs unweighted gap is the metric to watch most closely over time.
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