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Overview

The pipeline generated dashboard connects prospecting, sequences, and plays to opportunities in your CRM. It shows the value and number of opportunities attributed to Unify activity. Open Insights → Pipeline generated. Your CRM’s opportunities and their related companies or people must be available in Unify. Review your CRM integration if those records are missing.

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Understand attribution

Unify checks activity associated with an opportunity’s linked person or company and assigns the opportunity to one of two categories.

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Direct attribution

An opportunity receives direct attribution when either condition applies:
  • The person linked directly to the opportunity was prospected by a play before the opportunity’s creation date.
  • The linked person, or a person at the linked company, completed a sequence step in the 90 days preceding the opportunity’s creation date.
For sequence activity, the window ends before the calendar day the opportunity was created. The prospecting condition uses earlier prospecting history without the 90-day limit.

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Indirect attribution

An opportunity receives indirect attribution when its linked person or company ran through a play within the 90 days before its creation, including the creation day, and it does not qualify for direct attribution. Each opportunity contributes once to the total. Direct attribution takes precedence when both categories apply.

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Read pipeline and opportunity totals

The selected date range uses the opportunity’s original creation date in the CRM. Both charts split their totals into direct and indirect attribution:
  • Pipeline generated sums the amounts of attributed opportunities.
  • Opportunities created counts those opportunities.
When an opportunity has no amount, the pipeline calculation uses the average of the populated opportunity amounts in your workspace. Keep CRM amounts current when using this report to evaluate pipeline value. Use Closed Won to limit the report to opportunities whose stage is named “Closed Won.” The date range continues to use their creation date. Use Pivot by to compare stage, opportunity type, play, sequence, or industry.

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Review individual opportunities

The table shows each opportunity’s company, stage, amount, owner, and attribution. Search or sort to find a record, and use its available CRM link to inspect the source opportunity. Use Columns to adjust the table or Export to download the report. If an expected opportunity is missing, check its creation date, its relationships to people and companies, and whether their activity meets an attribution rule. Then confirm the CRM records have synced and refresh the report.