- Features > Quote Analytics
Quote Analytics
Understand how your quotes perform from creation to close. Track conversion rates, cycle times, value at each stage, and where deals are being lost — all from live CPQ data.
Stage-by-stage
Conversion funnel visibility
Real-time
Quote pipeline status
Any period
Historical trend analysis
The Challenge
Quote Performance Is a Black Box Between Submission and Order
Sales leaders know how many orders they have received and which have closed. They rarely know how many quotes are outstanding, which stage each is in, how long they have been in that stage, or what their realistic probability of conversion is.
Without quote analytics, pipeline forecasting is guesswork. Sales leaders estimate future revenue based on historical close rates applied to a poorly understood current pipeline — an approach that produces inaccurate forecasts and missed targets.
When win rates decline, the cause is difficult to identify. Is it a pricing issue, a product issue, a competitor issue, or a sales process issue? Without quote-level data tied to outcomes, diagnosing the root cause requires anecdotal evidence and slow investigation.
The irony is that all the data needed to understand quoting performance is captured in the CPQ system — but it is rarely surfaced in a form that supports operational decision-making.
How It Works
How Quote Analytics Works in Mercura
Mercura tracks every quote from initial creation through all stages — draft, submitted, under review, approved, sent to customer, accepted, and won or lost. Each stage transition is timestamped, enabling calculation of average cycle time at every point in the process. Win and loss outcomes are captured with optional loss reason coding for root cause analysis. Dashboards present the full quote pipeline as a live funnel, with conversion rates at each stage and aging indicators for quotes that have stalled. Historical trend analysis enables comparison of current performance against prior periods.
What's Included
Key Capabilities
- Full quote pipeline funnel from creation to close — all stages tracked
- Stage-by-stage conversion rates with trend analysis
- Average cycle time by stage and total quote-to-order cycle time
- Win/loss tracking with reason coding for root cause analysis
- Quote aging alerts — identify stalled deals before they go cold
- Pipeline value and weighted value by stage and probability
- Quote volume trends — new quotes, active quotes, closed quotes per period
- Comparison analytics — performance by rep, product line, and customer segment
The Difference
Before and After Quote Analytics
- Pipeline forecast based on guesswork — no stage-level visibility
- Win rate declines hard to diagnose — no quote outcome data
- Stalled deals not identified until customer stops responding
- Cycle time unknown — no basis for process improvement
- Loss reasons undocumented — no systematic learning from lost deals
- Live pipeline funnel — value and count at every stage, updated in real time
- Win rate trends visible — changes identified and diagnosed quickly
- Aging alerts flag stalled deals for proactive rep intervention
- Cycle time tracked at every stage — process bottlenecks identified precisely
- Loss reasons coded and analysed — learnings inform pricing and product strategy
Real-World Application
Example Use Case: Hydraulic Systems Manufacturer
A hydraulic systems manufacturer was struggling with inconsistent quarterly performance — some quarters significantly overperforming forecast, others falling short. The root cause was poor pipeline visibility: the sales VP was forecasting from a CRM that showed only closed deals, with no insight into outstanding quotes. After implementing Mercura quote analytics, the VP could see the full pipeline value at every stage, weighted by historical conversion rates at each stage. Forecast accuracy improved from approximately 70% to over 90% within two quarters. The analytics also identified a specific stage — internal approval — where quotes spent an average of 9 days, significantly longer than expected. A change to the approval threshold reduced this to 3 days and improved overall quote-to-order cycle time by 22%.
Quote turnaround dropped from 3 days to under 4 hours.
Business Impact
Why Quote Analytics Matters
Quote analytics transform pipeline management from a retrospective exercise into a real-time operational discipline. When you can see precisely where quotes are in the process, how long they have been there, and what their historical conversion probability is at that stage, you can forecast accurately, intervene proactively, and continuously improve the process that turns opportunities into revenue.
Get Visibility Into Every Quote in Your Pipeline
Book a demo to see how Mercura quote analytics give you the pipeline clarity to forecast accurately and close more deals.
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