See which deals are slipping before the quarter does

Sales leaders find out about a bad quarter at the end of it. The pipeline says the number is covered, but half of it is quotes that have been open for three months, priced at a margin nobody would sign off on, with a validity date that passed last week. The information is spread across a hundred quotes.

The same gap shows up elsewhere. A product team changes a configurator rule and cannot tell whether reps now finish faster or give up on the third screen. Territory boundaries live in a spreadsheet that stops nobody from quoting outside them. Quota attainment is worked out monthly in a pivot table, and by the time it is wrong, the period is over.

Deal intelligence on Neblex is a set of reports and controls built directly on the quotes, configurations, and users already in your environment.

Margin analysis is the leadership dashboard. Pick a date range of up to 365 days and a breakdown (monthly, customer, rep, product family, or outcome) and every panel recomputes. KPI tiles show total deals, revenue, cost, average margin, average discount, and the count of negative-margin deals. A revenue trend chart sits beside a margin distribution donut with seven bands: negative, 0 to 5%, 5 to 10%, 10 to 15%, 15 to 20%, 20 to 30%, and 30% and above. Below are a sales rep performance table with win rate and average margin per rep, a top products table by revenue, and an open deal list with a score and risk level per quote. Every revenue and cost figure is converted to USD using the exchange rate stored on each quote line at quote time, so multi-currency periods add up to one comparable number. The dashboard reads from a summary refreshed on a schedule rather than on every page load.

At-risk deals scores every open quote from 0 to 100 using published rules, not a trained model. Each deal starts at 50. Margin at or above your average won margin adds 20; margin at least 70% of that average adds 10 but flags a thin margin; a negative margin subtracts 20; anything else subtracts 10 as below benchmark. A deal at least 80% of your average won deal size adds 10, smaller subtracts 5. A discount no more than 1.2 times your average won discount adds 10, heavier subtracts 10. A deal open more than 60 days loses 5 points for every further 30 days, up to 15. A validity date inside 7 days, or already passed, subtracts 10. The result is clamped to 0 to 100 and banded: high risk below 35, medium from 35 to 59, low at 60 and above. The benchmarks are the averages across your own won deals. Revenue at risk is the full revenue of every high-risk deal plus half the revenue of every medium-risk deal.

Each deal lists the factors that moved its score: negative margin, margin below benchmark, thin margin, aged deal, below average deal size, heavy discount, and expiring soon. Expand a row and each factor is paired with a recommended action: a pricing reset for a negative margin, a check on the competitive pressure behind a heavy discount, a decision deadline for an aged deal. The same score appears on the quote's own margin analysis tab.

Configuration analytics watches what reps do inside the configurator through six lenses. The funnel shows which attribute was last touched before a session was abandoned. Pick rates show how often each option is chosen. Time to quote shows durations per day, including median and 95th percentile. Combinations ranks the selection sets completed sessions share. Violations lists the validation messages users hit most. Session timeline replays one session's events. The first five refresh nightly at 02:00 UTC; session timeline is live. The window is 1 to 90 days, and the feature is switched on per environment.

Configuration performance records only calls that cross a threshold: 50 milliseconds for rules, functions, and data queries, 100 milliseconds for external calls. The table shows average, worst case, and count per item, slowest first, and stops at 5,000 groups.

Territories decide who can work on which quotes. A territory group is a set of rules, each matching one dimension against one reference code: region, country, state, city, industry, SIC code, customer group, customer type, product type, product family, or product line. A user with no active territory assignment is unrestricted; a user with one or more is restricted to those territories when quotes are listed, created, and edited.

Quota plans and credit splits close the loop. A plan has a period type (monthly, quarterly, annual, or custom), start and end dates, a metric (revenue or unit volume), and which address decides territory eligibility: bill-to, quote-to, ship-to, any, or all. On a quote, credit can be split across up to 25 users in percentages that must total exactly 100. Attribution is evaluated the moment a split is saved, and every row records why it counted or did not, such as no active assignment or an outcome not yet won. On the profile page, two gauges show actual attainment (counted from won quotes) and projected attainment (actual plus open pipeline) as a percentage of target. Managers see the same rolled up for their team.

Cost and margin are gated. Every cost and margin tile, band, and column requires the view-cost and view-margin field permissions, and the values are removed on the server for users who lack them.

• Reports menu. Margin analysis and at-risk deals live under Reports. Filters scope the date range, breakdown, risk level, region, and country.
• Data Functions menu. Configuration analytics and configuration performance sit beside your data tables, filtered by model and day window.
• Settings, Territories tab. Create a territory group, add rule groups and dimension rules, and assign users. Moving a rep does not rewrite attribution already recorded on past quotes.
• Settings, Quotas tab. Create the plan, then add one assignment per user with a target greater than zero. Overlapping assignments for the same user and plan are rejected.
• Credit split on the quote. Set the split while the quote is still editable. A rep cannot add themselves to a split, and once on one they cannot change it.
• Matt, the Neblex AI Assistant. Ask Matt how to express a territory rule or a configurator rule and it explains and drafts. Matt advises; it never saves or changes anything.

• KPI tiles for deals, revenue, cost, average margin, average discount, and negative-margin deals
• Revenue trend by month, customer, rep, product family, or outcome, in USD
• Margin distribution across seven bands, from negative to 30% and above
• A 0 to 100 deal score built from published rules, benchmarked against your own won deals
• High, medium, and low risk bands at 35 and 60, with revenue at risk
• Seven named risk factors, each paired with a recommended action
• Six configurator analytics lenses, nightly refresh plus a live session timeline
• Timing report for rules, functions, queries, and external calls above 50 or 100 milliseconds
• Territory groups across 11 dimensions, enforced when quotes are listed, created, and edited
• Quota plans by month, quarter, year, or custom period, on revenue or unit volume
• Credit splits across up to 25 users that must total 100 percent
• Actual and projected attainment gauges on every rep's profile, with team roll-up for managers
• Cost and margin gated by field permissions

The company sells industrial pumps in EUR and USD. Its won deals average a 24% margin, an 80,000 USD deal size, and an 8% discount. The sales director opens the review two weeks before quarter end.

1. 1Margin analysis, year to date. The tiles show 412 deals at a 21% average margin, but the donut shows 31 quotes in the negative band. Breaking down by rep shows two reps carrying most of them, both discounting near 15%.
2. 2At-risk deals. The tiles show 18 high-risk and 40 medium-risk open deals, and revenue at risk of 2.1 million USD: the full value of the 18 plus half the value of the 40.
3. 3One deal, scored in the open. A 120,000 USD quote carries a 14% margin and a 15% discount, has been open 95 days, and expires in 4 days. It starts at 50. Margin is under 70% of the 24% benchmark: minus 10. Deal size is above 80% of the benchmark: plus 10. Discount exceeds 1.2 times the 8% benchmark: minus 10. Ninety-five days is one full 30-day block past 60: minus 5. Expiring inside 7 days: minus 10. Score 25, high risk, four factors listed.
4. 4The recommended actions. Expanding the row pairs each factor with an action: evaluate the discount and look for value-add services, validate the competitive pressure behind the 15%, set a decision deadline, and ask the customer for a decision. The rep calls, trades the discount for a two-year service agreement, and re-prices.
5. 5Credit and attainment. Two reps and a presales specialist worked the deal, so the split is set at 50, 30, and 20 percent. Attribution runs immediately and shows the deal as pipeline against each person's quarterly plan. When the quote is marked won, the revenue moves from projected to actual on all three profiles.
6. 6Back in the configurator. The product team opens configuration analytics for the quarter. The funnel shows abandons concentrating on the seal material attribute, and one violation message fires more than any other. They reword the rule; next quarter's time to quote is the check.