To assist in a company’s overall roadmap prioritization process, Configurable Yield and Weighted Yield metrics are part of Opportunity Gaps, Account Gaps, and Product Gaps. These yields provide further insight into the revenue impact of Product Gaps. The metrics are also pushed to Salesforce through Vivun's integration, powered by Vivun’s managed package to allow for the creation of additional custom reports or dashboards.
In scenarios where multiple Product Gaps are found on an Account or Opportunity:
Configurable Yield distributes the Account or Opportunity amount evenly across each Gap. This option spreads the impact/priority across all gaps.
Weighted Yield distributes the Account or Opportunity amount across each Gap based on configurable business logic. This option puts more emphasis on Type (Deal Breakers, Deal Challenges, and Nice to Haves), boosting their value.
You can configure Weighted Yield business logic for both Account Gaps and Opportunity Gaps under Setup > Configuration > Product Gaps. You can apply percentages based on the Gap type and Opportunity type. The percentages calculate based on one of two calculation configurations:
Apply weight to amount:
For each amount source referenced, allocate the amount by Gap type first and then split evenly across Gaps of similar type. This option puts more emphasis on Type (Deal Breakers, Deal Challenges, and Nice to Haves), boosting their value.
Apply weight to individual gaps:
For each amount source referenced, split the amount evenly across all Gaps and then apply the weight per Gap type. This option spreads the impact/priority across all gaps.
Default values:
100% weighting for any Opportunity type
60% weighting for Deal Breakers
30% weighting for Deal Challenges
10% weighting for Nice to Haves
Getting Started
Note: You can follow the steps below for both Account Gaps and Opportunity Gaps.
Login to Vivun.
Navigate to Setup > Configuration > Product Gaps.
Scroll to the Metrics section.
Click ⚙ for either Opportunity Gaps or Account Gaps.
Percentages can be applied based on:
Opportunity Type
Gap Type
Breaker
Challenge
Nice to Have
The percentages calculate based on one of two calculation configurations:
Weight applied to individual gaps
Weight applied to amount
In scenarios where multiple Product Gaps are found on an Account or Opportunity.
Default Values:
100% weighting for any Opportunity type
60% weighting for Deal Breakers
30% weighting for Deal Challenges
10% weighting for Nice to Haves
Click Save for the default weight to take effect.
Reminder: Any time changes are made to the Weight, click Save to see the updates in Vivun.
Examples
Percentage configuration:
New Business Opportunity Type = 80% weight
Breakers = 80% weight
Challenges = 10% weight
Nice to Haves = 10% weight
Amount Source = opportunity amount
Opportunity Type = New Business
Opportunity Amount = USD 100,000
5 Opportunity Gaps: 1 Deal Breaker, 4 Nice to Haves
Case 1
Apply weight to amount:
Available for distribution: USD 100,000 * 80% = USD 80,000
Deal Breaker’s Opportunity Gap weighted yield: [USD 80,000 * 80%] / 1 = USD 64,000
Nice to Have’s Opportunity Gap weighted yield: [USD 80,000 * 10%] / 4 = USD 2,000
Case 2
Apply weight to individual gaps:
Available for distribution: USD 100,000 * 80% = USD 80,000
Deal Breaker’s Opportunity Gap weighted yield: [USD 80,000 / 5] * 80% = USD 12,800
Nice to Have’s Opportunity Gap weighted yield: [USD 80,000 / 5] * 10% = USD 1,600