Growth answers: where do new customers come from, and where do we lose them on the way? It follows people from signup through trial, demo and deal to their first payment.
Where to find it
In the sidebar, under Dashboards, open Growth. Its pages are Overview, Channels, How they heard, Pipeline, Demos, Funnel, Activation, Pipeline board, Funnels and Outbound.
The pages
- Overview: Where growth comes from (revenue by channel, content pages, the product's own links, sales motions), then this week's signups, trials, demos and new customers against the four-week average.
- Channels: new customers and new MRR by channel.
- How they heard: what people answered when asked how they found you, and the revenue behind each answer.
- Pipeline: open deals by stage, weighted pipeline, win rate and Deals gone quiet.
- Demos: demos booked by week, by channel, and what became of each prospect.
- Funnel: visitors, signups, trials, activated and paid, by month.
- Activation: how quickly new signups start using the product, and which features they try first.
- Pipeline board: your deals as cards in columns by stage. Drag a card to move it. Use New deal to add one.
- Funnels: build your own funnel from the steps that matter to you with New funnel.
- Outbound: prospects in play, e-mails waiting for your approval and replies.
How to read it
- On Overview, pick the time window at the top right, for example Last 90 days.
- In Revenue by channel, the bar is the MRR today from customers whose first touch was that channel. The table beside it adds touches, new customers and new MRR in the window.
- On the Pipeline board, filter by owner, source or channel.
What the labels mean
- Not known: no first touch was recorded for the customer.
- Weighted pipeline: each deal's value multiplied by its chance of closing.
- Activated: a trial that went on to use the product.
Good to know
- Numbers come from your signups, your CRM, your meeting calendar, your website analytics and your billing tool.
- Pipeline board, Funnels and Outbound stay open even before other Growth data arrives, because your team fills them in itself.
- Who sees it: people who see Sales & growth, the GM and the Balio team.