Using Analytics dashboards
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      1. N.Rich Knowledge Base
      2. Using Analytics dashboards

      Understanding CRM Stages

      CRM Stage Information for Accounts

      CRM Stage information is available in your account lists and conveys which stage an account is in your CRM. This can help you:

      • Understand if an account is in your CRM

      • Understand which stage of the sales pipeline an account is in.

      • Decide whether you need to add missing accounts to your CRM

      • Decide to re-organize accounts in segments based on their CRM Stage (specific pipeline stage).

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      CRM Stage Available in Accounts Lists for Segments

       

      CRM Stage information is available to view, sort and filter in the N.Rich platform under:

      • Accounts List in Segments

      • Account List in Manage all accounts (Segments)

      • Account List in Intent Reports

      • Account List in Account Search results page

      CRM Stage Evaluation
      You can hover over the CRM Stage for a particular account to see more information about the given stage in a tooltip. The CRM Stage is evaluated based on your CRM data and accounts are categorized into one of 6 phases based on our CRM Stage categorization definition below:

      CRM Stage

      Definition

      New prospect

      There are no won opportunities for the account and it’s not found from CRM yet

      In CRM

      Account that is in CRM, but:

      1. Has no won opportunities

      2. Has no open opportunities

      3. Has no lost opportunities during past 6 months

      Pipeline

      Account that has at least one open opportunity, but no won opportunities

      Client

      Accounts with at least one won opportunity

      Client pipeline

      Account that has at least one won opportunity and at least one open opportunity

      Recently lost

      Account that has lost opportunity during past 6 months, but no won opportunities

      Prerequisites
      Customers need to have an active CRM integration and enable the pulling of opportunity data through their CRM integration settings.

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      Enable pulling of opportunity data from CRM

      Notes

      • If no CRM integration has been configured for your account, the CRM Stage will display a '-' in the cell with a tooltip suggesting to enable a CRM integration.

      • Data Update Frequency - CRM Stage data for all accounts are updated at least once per day.

      FAQ’s

      Question: I am looking at the CRM stage of an account that has other accounts grouped within it. Does the CRM stage take into consideration opportunities in the parent account only or the whole group of accounts?

      Answer: CRM stage is evaluated based on the entire group of accounts and associated opportunities. It surfaces the stage for the opportunity that is considered to be further down the sales pipeline regardless of whether the opportunity is associated with the parent account or grouped accounts. The progression of the stages is as follows:

      1. New Prospect

      2. In CRM

      3. Pipeline

      4. Client

      5. Client pipeline

      6. Recently lost