New Lists is the default Lists experience for every customer. A few features still need Classic Lists — where one comes up, this tutorial says so. To switch a single list, see Switching between New and Classic Lists.
Immediate Value
After this tutorial, you’ll analyze your pipeline funnel, identify where deals get stuck, review pipeline performance over time, build a pipeline value dashboard, and use formula fields to score deal health.Prerequisites
- Tutorial 5: Pipeline Basics
- Tutorial 9: Building Your Pipeline
- Tutorial 14: Analytics and Reporting — the dashboard tasks here need Scale, Advanced, or Enterprise and the Creator role
Quick-Start Roadmap
- Analyze your pipeline funnel
- Identify where deals get stuck before closing
- Review pipeline performance over time
- Build a pipeline value dashboard
- Score deals with a health formula
Why Advanced Pipeline Analytics Matter
Basic pipeline tracking tells you where deals are. Advanced analytics tells you how they move between stages and how your conversion rates change over time. This is the difference between a snapshot view and a trend view.Affinity guides: Deal Flow Reporting and Understanding Deal Analytics
Task 1: Analyze Your Pipeline Funnel
Context
A funnel analysis shows conversion rates between stages. If 100 deals enter Sourcing but only 5 reach Due Diligence, that tells you something about your qualification filter or sourcing mix.🎬 Watch
Action
- Open your Pipeline list
- Open a dashboard view with funnel tiles — or create one: click the + at the end of the view tabs, choose Dashboard View, and pick the Funnel Analysis template
- Review the deals per stage, and the average time spent in each
- Calculate conversion rates stage-by-stage:
- Sourced → Initial Review: what % advance?
- Initial Review → Due Diligence: what % advance?
- Due Diligence → Closed Won: what % close?
- Note the largest drop-off — that’s the stage worth investigating
Expected Outcome
You know your conversion rates between pipeline stages and can identify the biggest drop-off point.Task 2: Identify Where Deals Get Stuck
Context
Deals that sit in a stage for a long time are either dead (pass them) or stuck (unblock them). Surfacing stale deals prevents pipeline bloat.Action
- In Board view (where it’s available to you), look for cards that have been in the same column for an extended time.
- Add the Time in Current Status field to your view and sort by it, longest first, to see which records have sat still the longest. For the average across the pipeline, see How to track average days spent in each status using Affinity Analytics.
- For each stale deal, decide:
- Still active? Set a reminder and schedule the next step
- Dead? Move to Passed/Declined
- Blocked? Identify the blocker and assign an action
Expected Outcome
You’ve identified and actioned the stale deals in your pipeline.Task 3: Pipeline Performance Over Time
Context
Trend data shows whether your pipeline is growing, shrinking, or cycling. Compare this quarter to last quarter to spot changes.Action
- Open a dashboard view on your pipeline list, or create one (see Tutorial 14)
- Add tiles for the metrics below
- Use the dashboard filters to compare time ranges (this quarter vs. last quarter)
- Review key metrics:
- Deals entered per period
- Deals closed per period
- Average time to close
- Win rate (Closed Won / Total Decisions)
Expected Outcome
You can compare pipeline metrics across time periods and identify trends.📚 Help Center
- How to Track Average Days Spent in Each Status Using Affinity Analytics
- How to set win ratios in Affinity Analytics
Task 4: Build a Pipeline Value Dashboard
Context
A pipeline value dashboard on your opportunity list shows the money behind the deal count — total pipeline value, weighted pipeline, and value by stage.Action
- On your opportunity list, create a dashboard view — start from the List Summary template or from scratch
- Add a tile for each of these:
- Total pipeline value (sum of all open deal amounts)
- Weighted pipeline (amount × probability)
- Stage distribution (value per stage)
- Top deals by amount
Expected Outcome
You have a dashboard with total value, weighted value, and stage breakdown.📚 Help Center
The older Basic Reporting Opportunities report is a legacy feature that isn’t available to new customers, and it’s switched off for firms that use Restricted Opportunities. Affinity Analytics replaces it.
Task 5: Deal Health Scoring with Formulas
Context
A formula field turns your team’s number ratings into a single score, and a saved view combines that score with recency to show which deals need attention.Action
- Open your deal list
- Click the + at the right end of the column headers and choose Formula
- Build a score from single-value number fields — for example, Deal Score = Average of Team, Market, and Product ratings (1–5 each)
- Save a view that filters Last Contact to is not within the last 30 days, or Time in Current Status to more than your threshold, sorted by Deal Score — your “needs attention” list Simple health categories:
- ✅ Healthy: Contacted recently AND progressing
- ⚠️ Needs Attention: No contact in the mid-range
- 🚨 At Risk: No contact for an extended period OR stale in stage
A formula uses one function at a time — Sum, Subtract, Multiply, Divide, or Average — on single-value number fields. It can’t apply if/then logic or read dates, which is why recency lives in the saved view’s filters rather than the formula.
Expected Outcome
You understand how to use formula fields for deal health scoring and can identify at-risk deals.📚 Help Center
For Admins: Apps and API Keys
Context
Pipeline analytics often flow into external BI tools (Looker, Tableau, etc.) via Affinity’s API. Admins manage that access through Manage Apps. On Advanced and Enterprise, Databricks Data Share — a paid add-on, in beta — gives your data team read-only access to your Affinity data in your own Databricks workspace. See How to integrate Affinity with Databricks.Action
- Go to Settings → Manage Apps (admin access required)
- Review connected apps and their permissions
- Manage API keys for custom integrations
For Enterprise: Restricted Opportunities
Sensitive deals — take-privates, anything involving MNPI — can be marked restricted. Everyone with access to the list still sees that the row exists, so pipeline counts and dashboards stay accurate, but the name and field values are masked for anyone not on that deal’s allow list. Instead of managing each allow list by hand, you can have it follow a person field such as Owners: turn this on in Settings → Opportunities → Control Allowed Members from Field. See Restricted Opportunities.AI Chat for Pipeline Insights
AI Chat answers questions about your pipeline in plain language — e.g., “Which deals haven’t been touched in 30 days?” or “Summarize my Due Diligence stage.” It’s available on Scale, Advanced and Enterprise, and can also make changes such as updating a field or creating a reminder, which you approve before anything is written. See Put Affinity AI to Work for the full walkthrough, and Pipeline catch-up with AI Chat for a weekly routine.Common Questions
How often should I review pipeline analytics?
How often should I review pipeline analytics?
A common cadence is weekly for operational decisions (stale deals, upcoming closings), monthly for trend analysis and board reporting, and quarterly for strategic pipeline health. Adapt to your team’s rhythm.
See It In Action
Where to Go Next
- Next tutorial: Tutorial 13: Automation and Rules
- 🎓 Deep Dive: Understanding Deal Analytics (28:45 min)
- 🗺️ Learning Paths: Deal Sourcing (Step 6), Deal Management (Step 5)
- 📖 Affinity guide: Deal Management Guide