Time Period Filters
Choose how you want to view your analytics:- All Time: See cumulative metrics since you started using Minoa
- Monthly: View data aggregated by month to spot trends and seasonality
- Quarterly: Analyze performance at a quarterly cadence for executive reporting
Switch between views to identify patterns. Monthly data helps with coaching; quarterly data works well for board
meetings.
Analysis Metrics
Pipeline Revenue Influenced
What it measures: The total pipeline value of opportunities where your team has attached a business case. This is your headline metric—it shows the dollar value of deals you’re supporting with quantified value. We calculate this by summing the opportunity values (ACV or deal size) for every deal that has an attached business case. Why it matters: Business cases change deal outcomes. This number proves you’re bringing rigorous, buyer-aligned value conversations to your most important deals.We show the time period (e.g., “Last 12 months”) based on your selected filter.
- Track growth over time to show adoption and impact
- Compare to total pipeline to calculate your “business case coverage rate”
- Use as a leading indicator—business cases attached early often correlate with higher win rates
Win Rate
What it measures: The percentage of opportunities with attached business cases that have been marked as Won in your CRM. Formula:(Won opportunities with business cases ÷ Total closed opportunities with business cases) × 100
Why it matters: This tells you if business cases actually improve your odds. If your win rate with business cases beats your company average, you have proof that the methodology works.
What you’ll see:
- The percentage (e.g., “43%”)
- The count (e.g., “12 won opportunities with business cases”)
- A bar chart showing win rate trends over the selected time period
Compare your business case win rate to your overall team win rate. Even a 5–10 point lift is significant.
Attachment Rate
What it measures: The percentage of opportunities in your pipeline that have a business case attached. Formula:(Opportunities with business cases ÷ Total opportunities) × 100
Why it matters: High attachment rates mean your team is building the habit of leading with value. If attachment is low, it’s a coaching opportunity—are reps skipping business cases for smaller deals? Are they unsure when to use them?
What you’ll see:
- The percentage (e.g., “92%”)
- The count (e.g., “109/119 opportunities”)
- A bar chart showing attachment trends over time
- Set a team goal (e.g., “Attach business cases to 80% of qualified deals over $50K”)
- Look for dips in the trend—those might indicate onboarding gaps or seasonality
- Celebrate wins when attachment climbs
Share Rate
What it measures: The percentage of business cases that have been shared with external buyers or champions. Formula:(Business cases shared externally ÷ Total business cases created) × 100
Why it matters: Creating a business case is step one. Sharing it means your rep is actually putting it in front of the buyer—getting it into the evaluation process where it can influence the deal.
What you’ll see:
- The percentage (e.g., “43%”)
- The count (e.g., “47 shared business cases”)
- A bar chart showing share trends
Low share rates often mean reps are building business cases for internal use only. Coach them to involve the
champion early.
- If share rate is below 50%, ask: “Are reps uncomfortable sharing? Do they lack a champion?”
- High share rate + low open rate = bad links or wrong recipients
- Pair this with win rate to see if shared cases close more often
Open Rate
What it measures: The percentage of shared business cases that have been opened by at least one external recipient. Formula:(Business cases opened by buyers ÷ Business cases shared) × 100
Why it matters: Opens signal buyer interest. If you’re sharing but no one’s opening, the message isn’t landing—or you’re not reaching the right people.
What you’ll see:
- The percentage (e.g., “3%”)
- The count (e.g., “3 opened opportunities”)
- A bar chart showing open trends
- Low open rates? Check your outreach strategy—are reps following up? Is the link buried in a long email?
- Spikes in opens often correlate with deal milestones (board meetings, budget cycles)
- Use opens as a signal to reach out: “I saw you opened the business case—do you have questions?”
Combine open rate with Avg Unique Visitors to understand engagement depth.
Customer Visits
What it measures: The total number of times buyers have visited shared business cases during the selected time period. This counts every session—if the same buyer opens the business case three times, that’s three visits. Why it matters: Visits show sustained engagement. Multiple visits mean the buyer is coming back—sharing internally, revisiting assumptions, or preparing for a meeting. What you’ll see:- The total count (e.g., “13”)
- A bar chart showing visit volume over time
- Sudden spikes in visits? That deal is heating up. Reach out.
- Compare visits to deal velocity—are high-visit deals moving faster?
- Use this to prioritize: if a business case has 10+ visits, that buyer is serious
Avg Unique Visitors
What it measures: The average number of unique individuals who have viewed each shared business case. If one business case was opened by 3 people and another by 1 person, the average is 2.0. Why it matters: This tells you if the business case is circulating within the buying committee. In complex B2B sales, you want multiple stakeholders engaged—not just your champion. What you’ll see:- The average (e.g., “1.1”)
- A bar chart showing the trend
In enterprise deals, aim for 3–5 unique visitors. That signals multi-threading and broad internal buy-in.
- Low unique visitors (< 2) = single-threaded deal. Risk is high.
- High unique visitors (5+) = buying committee is engaged. Great sign.
- Coach reps to identify and involve more stakeholders if this number is low
Business Cases
What it measures: The total number of business cases created during the selected time period. Why it matters: Volume matters. More business cases mean more practice, more deal coverage, and more chances to influence outcomes. What you’ll see:- The total count (e.g., “109”)
- A bar chart showing creation trends over time
- Track adoption—are new reps ramping up on business case creation?
- Look for seasonality: Q4 spikes often align with year-end budgets
- Compare to opportunity count to understand attachment rate at a glance
Team Stats
The Team Stats table shows individual performance across key metrics. Use this to identify top performers, coach stragglers, and recognize wins.Columns Explained
| Column | What It Means |
|---|---|
| Team Members | Name of each sales rep or team member |
| Opportunities | Total number of opportunities assigned to this rep |
| Business Cases | Total business cases created by this rep |
| Attachment Rate | Percentage of this rep’s opportunities with an attached business case |
| Win Rate | Percentage of this rep’s closed opportunities (with business cases) marked Won |
| ACV Influenced | Total pipeline value of opportunities with business cases for this rep |
| 10-Day Activity Rate | Percentage of deals where this rep has taken action in the last 10 days |
Sort by different columns to surface insights. Sort by Attachment Rate to find who needs coaching; sort by Win Rate
to celebrate your top closers.
Using Team Stats for Coaching
High performers: Recognize reps with high attachment rates and win rates. Ask them to share their workflow in team meetings. Coaching opportunities: Look for:- Low attachment rate but high opportunity count = not using business cases enough
- High attachment rate but low share rate = building cases but not engaging buyers
- Low 10-day activity rate = deals might be stalled; time for a pipeline review
Key Takeaways
- Pipeline Revenue Influenced is your headline number—show it to leadership to prove ROI
- Attachment Rate tells you if the team is building the habit; Share Rate tells you if they’re actually using what they build
- Win Rate is the ultimate proof point: do business cases help you win more?
- Use Customer Visits and Avg Unique Visitors to gauge buyer engagement and multi-threading
- Team Stats surfaces coaching opportunities and lets you celebrate top performers
Insights are updated in real-time. Check back often to track trends and coach your team effectively.