Documentation Index
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This tutorial covers the standard Lists experience. If you’ve opted into “Try improved Lists” (Sheets 3 Beta), some buttons may be in different locations — but all concepts and outcomes are the same.
Immediate Value
After this tutorial, you’ll analyze your pipeline funnel, identify where deals get stuck, review pipeline performance over time, use the opportunities pipeline report, and explore how formula fields can score deal health.Prerequisites
- Tutorial 5: Pipeline Basics
- Tutorial 9: Building Your Pipeline
Quick-Start Roadmap
- Analyze your pipeline funnel
- Identify where deals get stuck before closing
- Review pipeline performance over time
- Use the opportunities pipeline report
- 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
- Switch to Dashboard view (Views → Dashboard)
- Look for the funnel widget showing deals per stage
- 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, look for cards that have been in the same column for an extended time.
- To quantify stage dwell time more precisely, build an Analytics report — see How to track average days spent in each status using Affinity Analytics. (Affinity doesn’t expose a “days in stage” column on the list itself.)
- 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 Analytics from the navigation
- Find or create a pipeline performance report
- Set the time range (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
Task 4: Opportunities Pipeline Report
Context
The opportunities report provides a pre-built view of all Opportunity-type records with financial metrics — total pipeline value, weighted pipeline, and stage breakdown.Action
- Navigate to Analytics
- Find the Opportunities or Pipeline report template
- Review:
- 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 can pull a pipeline report with total value, weighted value, and stage breakdown.📚 Help Center
Task 5: Deal Health Scoring with Formulas
Context
A formula field can combine multiple signals (days in stage, last contact recency, deal size) into a single surfaced score, helping you triage which deals need attention.Action
- Open your deal list
- Add a new Formula field (+ New Column → Formula)
- Create a health score, for example:
- If last contact > 30 days, flag as “Cold”
- If days in stage > threshold, flag as “Stale”
- Use the formula to sort or filter your 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
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.Action
- Go to Settings → Manage Apps (admin access required)
- Review connected apps and their permissions
- Manage API keys for custom integrations
AI Chat (Beta) for Pipeline Insights
If your workspace has AI Chat (Beta) enabled, you can ask it questions about your pipeline — e.g., “Which deals haven’t been touched in 30 days?” or “Summarize my Due Diligence stage.”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.
Can I share pipeline reports with my team?
Can I share pipeline reports with my team?
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