---
title: "Pipeline Change for Salesforce"
slug: "pipeline-change-ebsta-for-salesforce"
description: "Pipeline Change for Salesforce. Fullcast Revenue Intelligence — fka Ebsta Knowledge Base."
updated: 2026-02-05T17:02:39Z
published: 2026-02-06T21:51:40Z
canonical: "support.fullcast.com/pipeline-change-ebsta-for-salesforce"
stale: true
---
> ## Documentation Index
> Fetch the complete documentation index at: https://support.fullcast.com/llms.txt
> Use this file to discover all available pages before exploring further.
# Pipeline Change for Salesforce
---
**Requirements:**
Salesforce [Bulk API Access](/revenue-intelligence/docs/pipeline-change-ebsta-for-salesforce#anchor8) Users' mailboxes need to be connected to sync to Ebsta: [User Management](https://ebstalimited.zendesk.com/hc/en-us/categories/360002703518-User-Management)
---
Access **Pipeline Change** from the main navigation bar in [Ebsta's Console.](https://console.ebsta.com) **Pipeline Change** follows how Opportunities have flowed through your pipeline over a period of time and enables you to understand the changes.
By default, Ebsta displays the changes to the pipeline that have occurred over the last week in the current quarter. You can use the filter at the top of the chart to change this. You can also filter the chart by Opportunity and Record type, Users and Hierarchy and by Product.
The left hand side of the flow chart denotes the **start** of the selected timeframe and groups all Opportunities in the pipeline by their Forecast Category (Pipeline, Best Case and Commit) as it was set on this date. New Opportunities, Opportunities from previous quarters and Pulled in Opportunities (from future quarters) that get added to the current quarter during this period are also displayed underneath these.
Hovering over these categories displays the total value and number of Opportunities in this category and what percentage of the total pipeline it is.
The right hand side of the chart denotes the **end** of the selected time frame and groups all Opportunities in the pipeline into one of the following categories:
**Won:** Opportunities closed Won between the start and end dates.
**Trend up:** Opportunities where there has been a positive change (i.e. the Close Date has been brought forward, and/or it has moved forward a stage or the deal value has increased) between the start and end date.
**Trend Down:** Opportunities where there has been a negative change (i.e. the Close Date has been pushed back, and/or it has moved back a stage or the deal value has decreased) between the start and end date.
**Idle:** Opportunities where there has been no change (positive or negative) between the start and end dates.
**Slipped:** Opportunities that have been updated with Close Dates that now fall in a future quarter.
**Lost:** Opportunities that have closed Lost between the start and end date.
Again you can hover over the categories to display the total financial value and number of Opportunities in this category and what percentage of the total pipeline it makes up.
Clicking on any of the categories (left and right) opens up a sidebar on the right hand side and updates the chart display so you can focus in on what changes have occurred.
So for example, I have clicked the Open Pipeline category. The sidebar displays all Opportunities in this category. I can hover over the trend lines to get further detail of what has happened to deals in Open Pipeline over the selected time period. I can see that 169 Opportunities in Open Pipeline with a total value of £3.8 million have idled over the week.
Clicking the Idle trend line updates the sidebar to display those Opportunities.
Clicking on any of the Opportunities in the sidebar gives you more insights about the deal.
Learn more about the [Insights Sidebar](/revenue-intelligence/docs/pipeline-insights-ebsta-for-salesforce)
Clicking the **expand** button in the top left of the sidebar lets you view these Opportunities in greater detail in [Pipeline Insights](/revenue-intelligence/docs/pipeline-insights-ebsta-for-salesforce)
Above the chart, the tiles display total financial values and the corresponding number of Opportunities that make up your pipeline and the trend from the previous period.
**Starting** is the total value of open Opportunities (and their corresponding number) in the pipeline at the start of the period.
**New Opps** is the total value of new Opportunities (and their corresponding number) created within the selected timeframe.
**Pulled In** is the total value of Opportunities (and their corresponding number) pulled into the current quarter from future quarters during the selected timeframe.
**From Prev Q's** is the total value of Opportunities that are pulled into the current quarter from previous quarters during the selected timeframe.
**Added Value** is the amount of value added to Opportunities already in the pipeline during the selected timeframe. For example, if an Opportunity's value is increased from £100,000 to £150,000 the added value is £50,000.
**Won** is the total value of new Opportunities (and their corresponding number) of Opportunities Closed Won during the selected timeframe.
**Lost** is the total value of new Opportunities (and their corresponding number) of Opportunities Closed Lost during the selected timeframe.
**Decreased** is the amount of value reduced from Opportunities already in the pipeline during the selected timeframe.
**Slipped** is the total value of Opportunities (and their corresponding number) that were scheduled to close in this quarter but that during the the selected timeframe have been updated with Close Dates that fall in future quarters.
**Omitted** is the total value of Opportunities (and their corresponding number) with their Forecast Category set to Omitted during the selected timeframe.
**Ending** is the total value of Opportunities (and their corresponding number) on the end date.
You can click on any of the metrics to open up the sidebar and review the detail of these Opportunities in each category.
---
## Bulk API Access
Forecast Insights require Bulk API access which is included with Enterprise, Unlimited, Developer and Performance editions. If you are using Professional edition, Bulk API access can be purchased by contacting Salesforce. Those using Essentials and Group will need to upgrade their edition.
More information about editions with API access is contained in this article from Salesforce:
[Salesforce editions with API access](https://help.salesforce.com/articleView?type=1&mode=1&id=000326486)
---
## Full Year View
You can now filter Pipeline Change by an entire financial year, in addition to individual financial quarters—giving you a more strategic, long-term view of your pipeline.
## 
When the Close Date filter is set to a financial year, all core metrics continue to be calculated as normal, with one key exception: the Close Date Movement metrics are adapted to reflect annual changes.
Here’s how they are defined in the full-year view:
- **Pulled In**: Opportunities that had their close date moved forward **from a future financial year into the selected financial year**.
- **From Previous FYs**: Opportunities that had their close date brought forward **from a previous financial year into the selected financial year**.
- **Slipped**: Opportunities that had their close date pushed **out of the selected financial year**, either to a **previous or future financial year**.