The CRM Analytics section gives Fabritec users a detailed view of commercial performance, pipeline exposure, win-and-loss results, competitor outcomes, and changes in the forecast over time.While the Forecast Dashboard provides a current management overview, CRM Analytics allows users to examine the underlying commercial data in greater detail.Using CRM Analytics, authorized users can:Review open pipeline by probability
Compare total pipeline with the weighted forecast
Analyse expected-award and quotation timing
Measure won and lost commercial value
Calculate enquiry win rates
Review won and lost tonnage
Identify common loss reasons
Compare outcomes involving recorded competitors
Capture the current forecast as a manual snapshot
Compare current and historical forecast checkpoints
Filter the entire analytics workspace by commercial dimensions
📍 Where to Find CRM Analytics#
The selected analysis period
Applied analytics filters
The enquiries visible to the current user
Configured statuses and probabilities
Tonnage visibility and the units used in commercial lines
Analytics Page Controls#
At the top of the Analytics page, you can access:These controls affect the information shown across the analytics tabs.Analysis Period#
Use Analysis period to choose a predefined date range.The exact available choices may depend on the configured interface.From and To#
The From and To fields display the dates included in the analysis.When a predefined analysis period is selected, Fabritec automatically fills these dates.You can also use the date fields to define the required reporting period.Export#
Use Export to download analytics information for reporting or further review.Exports reflect the current analytics context, including:Enquiries visible to the user
Analytics Filters#
Click Filter to open the Analytics filters panel.The applied filters narrow every relevant metric, chart, probability bucket, and comparison on the page.Available filters include:More than one filter can be applied at the same time.Status#
Limits the analytics results to enquiries using the selected CRM status or statuses.Use this when analysing a specific commercial stage, such as:Sales Owner#
Limits the results to enquiries assigned to the selected sales owner.Individual performance reviews
Sales-representative pipeline reviews
Country#
Filters enquiries by the recorded country.This supports geographical analysis across different markets.City#
Filters enquiries by city.The available city values depend on the selected country and the locations recorded on enquiries.Scope of Work#
Limits the results to enquiries associated with the selected scope of work.Other configured commercial scopes
Customer#
Filters the analytics results to one or more selected customers or prospects.This allows users to examine the complete commercial performance of a specific account.Applying or Clearing Filters#
After selecting the required values:2.
Review the updated metrics and charts
Forecast Tab#
The Forecast tab explains the composition and timing of the current commercial pipeline.Pipeline by expected award
Pipeline value by probability
Pipeline by quotation date
Pipeline by Probability#
The Pipeline by probability table groups enquiries according to their configured probability percentage.Each probability configured in CRM Settings appears as its own row.A separate Lost row may also appear to provide comparison with lost commercial performance.Probability#
Shows the assigned likelihood of winning the enquiries in that row.Available percentages are maintained under:CRM → Settings → ProbabilitiesEnquiries#
Shows the number of enquiries within the probability bucket.Value#
Shows the total selling value of the enquiries in the bucket.Values are presented in the CRM base currency.Weighted Forecast#
Shows the probability-adjusted pipeline value.Total enquiry value × ProbabilityAn enquiry worth USD 226,300 at 25% probability contributes:USD 56,575 to the weighted forecast.Estimated Tonnage#
Shows the combined estimated tonnage of the enquiries in the probability bucket.Tonnage is derived from commercial-line quantities and units.GPV#
GPV represents gross profit value.Total amount − Estimated costA negative GPV indicates that the estimated cost is greater than the selling value.Gross Profit %#
Shows GPV as a percentage of the total selling value.When the total amount is zero, Fabritec displays zero rather than calculating a percentage.Open Total#
The table may include an Open total row at the bottom.This summarizes the currently open and on-hold pipeline across all probability buckets.
Pipeline by Expected Award#
The Pipeline by expected award chart groups open pipeline value by the month in which the enquiry is expected to be awarded.Use this chart to understand:When commercial decisions are expected
Which months carry the greatest pipeline value
Potential future workload concentration
Whether the pipeline is evenly distributed
Which enquiries require date updates
Pipeline Value by Probability#
The Pipeline value by probability chart displays the total open pipeline value held at each configured probability.This chart helps users identify whether the pipeline is concentrated in:Early-stage opportunities
Mid-probability opportunities
High-confidence opportunities
Pipeline by Quotation Date#
The Pipeline by quotation date chart groups open pipeline value by the month in which quotations were sent.Enquiries without a quotation-sent date may appear as Unscheduled.This chart helps teams review:Quotation activity over time
The age of the active pipeline
Months with high quotation volume
Opportunities that may require follow-up
Open enquiries that have not yet been formally quoted
Win / Loss Tab#
The Win / loss tab evaluates the outcome of commercial enquiries during the selected period.Competitor win/loss matrix
Win Rate Basis#
The Win rate basis control determines which enquiries are included in the win-rate denominator.Available choices include:Closed Enquiries#
When Closed enquiries is selected, the win rate is calculated using won and lost enquiries only.Cancelled enquiries are excluded.This is the standard closed-opportunity win-rate calculation.All Enquiries#
When All enquiries is selected, open and on-hold enquiries are also included in the denominator.Won ÷ (Won + Lost + Open + Hold)Cancelled enquiries remain excluded.This provides a more conservative view of conversion against the full active and completed enquiry population.Won Value#
Shows the total commercial value of enquiries marked as Won within the selected period.The card also displays the number of won enquiries contributing to the total.Lost Value#
Shows the total commercial value of enquiries marked as Lost within the selected period.The card also displays the number of lost enquiries.Closed Value#
Shows the combined value of won and lost enquiries.Cancelled enquiries are not included.Win Rate#
Shows the percentage of enquiries won according to the selected win-rate basis.When Closed enquiries is selected:Won Enquiries#
Shows the number of enquiries marked as Won within the selected period.Lost Enquiries#
Shows the number of enquiries marked as Lost within the selected period.Won Tonnage#
Shows the combined estimated tonnage associated with won enquiries.This can help production and management teams understand the amount of work secured during the period.Lost Tonnage#
Shows the combined estimated tonnage associated with lost enquiries.This helps quantify potential workload that was not secured.Win-Rate Trend#
The Win-rate trend chart plots the calculated win rate by month.Improvements or declines in sales performance
Months with unusually strong results
Months requiring further investigation
The effect of major wins or losses
Value Won vs Lost#
The Value won vs lost chart compares won and lost commercial value by expected-award month.The chart typically uses:Months with strong secured value
Months dominated by losses
Timing patterns in customer decisions
Commercial periods requiring review
Loss Reasons#
The Loss reasons chart groups lost commercial value by the recorded loss reason.Loss reasons are maintained under:CRM → Settings → Loss reasonsThis chart helps management understand why opportunities are being lost and where corrective action may be needed.Frequent Price losses may indicate pricing or positioning issues.
Frequent Delivery Schedule losses may indicate capacity or lead-time challenges.
Frequent Technical Scope losses may indicate capability or specification gaps.
Frequent Competitor Selected results may require competitor-specific analysis.
Competitor Win/Loss Matrix#
The Competitor win/loss matrix summarizes enquiries where a configured competitor was recorded.Won#
Number of enquiries won where the competitor was recorded.Lost#
Number of enquiries lost where the competitor was recorded.Open#
Number of currently open or on-hold enquiries involving the competitor.Win / Loss#
Shows the comparative win/loss result when sufficient closed-enquiry data exists.A dash may appear when there are no completed outcomes from which to calculate the ratio.Competitors are maintained under:CRM → Settings → CompetitorsForecast Snapshots Tab#
The Forecast snapshots tab provides a historical view of how the pipeline and weighted forecast changed over time.It compares saved forecast checkpoints rather than recalculating all historical values from the enquiry’s current state.This allows management to answer questions such as:Did the total pipeline increase or decrease?
Is the weighted forecast becoming stronger?
How much forecast value changed month over month?
How much work was secured?
How many open enquiries existed at each checkpoint?
Was the change caused by new opportunities, status updates, or probability changes?
Weighted Forecast vs Total Pipeline#
The Weighted forecast vs total pipeline chart compares two values at each saved snapshot checkpoint:Each point represents the commercial position when the snapshot was captured.The chart helps users evaluate whether:Forecast confidence is improving
A large gap exists between total value and probability-adjusted value
Major changes occurred between forecast reviews
Show Manual Snapshots#
Use Show manual snapshots to control whether manually captured snapshots appear with the automatic snapshot history.When enabled, manually captured checkpoints are included in the chart and comparison table.When disabled, the page focuses on automatic snapshots only.Forecast Snapshot Comparison#
The Forecast snapshot comparison table provides detailed values for each saved snapshot.Additional columns may be available depending on the table width and configured analytics view.Snapshot#
Shows the date and time when the forecast checkpoint was saved.It may also identify whether the snapshot was automatic or manually captured.Total Pipeline#
Shows the total open pipeline value at the time of the snapshot.Weighted Forecast#
Shows the probability-adjusted pipeline value saved at that checkpoint.MoM Δ Weighted#
Shows the month-over-month change in weighted forecast compared with the previous relevant snapshot.A positive value indicates growth.A negative value indicates a reduction in forecast value.Secured Backlog#
Shows the amount of work recorded as secured at the snapshot checkpoint.Open Enquiries#
Shows the number of enquiries that were open when the snapshot was captured.Taking a Forecast Snapshot#
The Take snapshot button manually captures the current CRM forecast position.1.
Navigate to General → CRM → Analytics
2.
Apply the required date range and filters
3.
Review the current analytics context
5.
Wait for the confirmation message
What the Snapshot Records#
A forecast snapshot preserves the commercial position at the time it is captured, including values such as:This allows users to compare future forecast positions with the captured checkpoint.Why Take Manual Snapshots?#
Manual snapshots are useful before or after:Monthly management reviews
Pipeline-cleaning exercises
Changes in sales ownership
Important Snapshot Considerations#
A snapshot does not freeze or lock the enquiries themselves.Add or remove commercial lines
Change expected award dates
Mark opportunities as won or lost
Empty Analytics Results#
A chart or table may display no data when:No enquiries fall within the selected period
Applied filters exclude all records
The user does not have access to matching enquiries
No snapshots have been captured
Manual snapshots are hidden
Required dates or classifications are missing from enquiries
No competitors or loss reasons were recorded
How Analytics Values Are Calculated#
Weighted Forecast#
Total Amount × ProbabilityGPV#
Total Amount − Estimated CostGross Profit %#
Closed Value#
Closed-Enquiry Win Rate#
Cancelled enquiries are excluded.All-Enquiry Win Rate#
Won ÷ (Won + Lost + Open + Hold)Cancelled enquiries are excluded.
Governance Rules#
Analytics results depend on enquiries visible to the current user.
The selected date range and filters apply to the relevant metrics and charts.
Weighted forecast depends on the enquiry probability.
Probabilities must be configured and allowed for the selected status.
Won and lost reporting depends on enquiries being assigned the correct outcome status.
Cancelled enquiries are excluded from win-rate calculations.
Loss analysis depends on users recording a valid loss reason.
Competitor analysis depends on competitors being recorded on enquiries.
Expected-award and quotation charts depend on complete date information.
Tonnage results depend on accurate commercial-line quantities and units.
Manual snapshots preserve a checkpoint but do not lock the live enquiry data.
All aggregated monetary values use the configured CRM base currency.
⭐ Best Practices#
Review the Forecast tab before weekly sales meetings.
Keep enquiry probability aligned with the current commercial stage.
Update expected award dates whenever customer timing changes.
Record quotation-sent dates promptly.
Use consistent loss reasons instead of relying only on notes.
Record competitors whenever they are known.
Compare won value with lost value, not only enquiry counts.
Review low-probability pipeline separately from high-confidence opportunities.
Investigate enquiries shown as Unscheduled.
Apply sales-owner and customer filters during account reviews.
Capture a manual snapshot before formal forecast submissions.
Use snapshots consistently at the same point in each reporting cycle.
Avoid changing probability only to improve the forecast without supporting commercial evidence.
Review access permissions when users appear to see different totals.
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Modified at 2026-07-20 11:43:27
