Cross-Product Dashboard

Data source

The Dashboard tab pulls from Salesforce Order records with status Paid or Activated, excluding reduction orders. The query covers all orders with an effective date from January 2021 onward.

Product detection uses the Account.Product__c field on each account. This is a semicolon-separated field maintained by Salesforce that lists which products the account currently has active subscriptions for.

Products tracked

Bundle products

Some Account.Product__c values represent bundles that already include multiple products. These are automatically expanded into their constituent products, so a single bundle entry qualifies the account as multi-product without needing additional field entries.

Multi-product definition

An account is counted as "multi-product" in a given quarter if it has active orders during that quarter AND its Account.Product__c field lists two or more distinct products from the table above.

Fiscal calendar

The fiscal year follows the calendar year: Q1 FY26 = January–March 2026. The current in-progress quarter is included but marked as partial (greyed out in charts).

Revenue calculation

Annual Recurring Revenue per order is taken from the first non-zero value in this priority: Final_ARR__c, ARR__c, Annual_Recurring_Value__c. The highest ARR across all orders for a given product on an account is used.

Multi-product revenue for a quarter sums the revenue across all products for accounts that are multi-product in that quarter. Yearly revenue (shown in the KPI when selecting a fiscal year) sums quarterly revenue across all quarters in that year.

Churn definition

Churned: An account that was multi-product in the previous quarter but is no longer multi-product in the current quarter. This can happen if an order expires, a product subscription lapses, or the account's product field changes.

New multi-product: An account that was not multi-product in the previous quarter but is multi-product in the current quarter.

Churn rate: Number of churned multi-product accounts divided by the previous quarter's multi-product account total, expressed as a percentage.

Deduplication

Accounts are keyed by Salesforce Account ID. If multiple Account IDs share the same account name, only the one with the highest combined revenue is kept in the accounts table. The accounts table shows the top 100 multi-product accounts by revenue.

Data source

The Pipeline tab pulls from Salesforce Opportunity records for FY2026 and beyond. Unlike the Dashboard tab (which uses Orders), this tab shows all opportunities regardless of stage — open deals in the pipeline, closed-won, and closed-lost.

The SOQL query fetches: Account name, Opportunity name, Amount, Stage, Record Type, Close Date, Owner, Won_Amount__c, Lost_Amount__c, Original_Product__c, and Account_Products__c.

Multi-product filter

Only opportunities on accounts with 2+ products in their Account_Products__c field are included. The same product detection keywords from the Dashboard methodology apply.

This means: if an account's Account_Products__c says "airSlate; signNow", all of that account's FY2026 opportunities appear in the Pipeline tab — regardless of which specific product the opportunity is for.

Opportunity types

The Record Type (shown as "Type" in the table) comes from Salesforce's RecordType.Name field on each opportunity. Common types include Upsell, Renewal, and new business record types. All types are shown without filtering.

Status classification

Quarter assignment

Each opportunity is assigned to a quarter based on its CloseDate using the same fiscal calendar (Q1 = Jan-Mar, Q2 = Apr-Jun, Q3 = Jul-Sep, Q4 = Oct-Dec). The quarter filters in the scroller correspond to these close-date quarters.

Limitations

The pipeline shows up to 200 deals to keep page load fast. If more than 200 multi-product opportunities exist in FY2026, only the first 200 (sorted by close date, then amount) are included.

As with the Dashboard tab, Account_Products__c reflects today's product mix. An account that recently added a second product will show all its FY2026 opportunities here, even if the second product was added mid-year.

Data source

The Interest YOY tab pulls from Salesforce Opportunity records created since January 2021. Unlike the Dashboard (which uses Orders/active subscriptions), this tab captures interest signals — any opportunity where the account or the deal itself references multiple products.

Multi-product interest definition

An account shows multi-product interest in a quarter if it has any opportunity created during that quarter where either of these fields lists 2+ distinct products:

Both fields are parsed using the same product keyword detection (airSlate, altaFlow, DAH, signNow, pdfFiller). The union of products found across both fields is used.

How it differs from the Dashboard

Quarter assignment

Each opportunity is assigned to a quarter based on its CreatedDate (not CloseDate). This captures when the interest was first expressed, giving an earlier signal than close-date-based views.

Churn definition

In the Interest context, "churn" means an account that showed multi-product interest last quarter but has no multi-product opportunities created in the current quarter. "New interest" means an account that didn't show multi-product interest last quarter but does this quarter.

This is more volatile than Dashboard churn because it depends on opportunity creation cadence, not subscription status.

Exclusions

Test and non-product accounts are excluded: FleetSage, Care Access, Amgen Inc., Wise Owl Medical Supply, TEST-Co.

Data source

The Expansion tab pulls from Salesforce OrderItem records (order line items) linked to Paid or Activated orders since October 2020. Unlike the Dashboard tab (which uses Account.Product__c for product detection), the Expansion tab uses OrderItem.Product2.Name — the actual product on each individual order line — to determine when each product was first purchased.

Sequential expansion vs bundle customers

Gap calculation

The gap is the number of fiscal quarters between the quarter of the first order for Product A and the quarter of the first order for Product B. Only the gap between the 1st and 2nd product is used (even for 3-product accounts). The average shown in the KPI is calculated only across sequential expansion accounts (gap > 0).

Expansion path charts

The "Most common expansion paths" chart counts how many accounts have each From → To product pair as their first two products in chronological order. The "First product" doughnut shows which product accounts started with before expanding.

The two QtoQ charts show, per fiscal quarter, how many accounts added their second product (accounts) and what revenue those second-product orders represented.

Filters

The product filter scroller on the accounts table filters to accounts where the selected product appears anywhere in their expansion journey — either as the starting product or one they added. Only sequential expansion accounts (gap > 0) are shown in the table.

All tabs are refreshed simultaneously by running sf_dashboard_refresh.py, which connects to Salesforce, pulls fresh order and opportunity data, and generates cross_product_data.js. The page reads this file at load.

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