Overview

The Operating View is the table on the Revenue Engine home that breaks your ARR, new ARR, win rate, deal size, sales cycle and pipeline down by Segment, Sales Region or Market, or shows sales regions against markets in a cross-tab. Every persona sees it, below the persona chip strip and above the forecast row.

It follows the period selected in the masthead. Figures are in your organisation’s reporting currency, and an Unassigned row always shows what couldn’t be placed, with a shortcut to fix the data behind it.

The eyebrow names the current view: SEGMENT OPERATING VIEW, SALES REGION OPERATING VIEW, MARKET OPERATING VIEW or SALES REGION × MARKET. Nested views read, for example, SALES REGION ▸ SEGMENT or SEGMENT ▸ MARKET. Underneath, a line explains how records are placed:

Segment: from explicit Account or Opportunity segment fields, then segment territories, then segment teams. If no segment field is configured, the line says so.
Sales Region: Open pipeline follows the owner’s current team; closed deals keep the team they closed under, rolled up through the current team tree.
Market: Accounts resolve to a market by explicit territory assignment, then by country and state. Deals and contracts follow their account.

On the right are the view controls and a Refresh button.

Choosing a view

The first group of buttons picks the view:

Segment: always available.
Sales Region: your sales team tree. Available once you have at least one sales team; until then the button is disabled with the tooltip No sales teams yet. Add teams in Team Settings.
Market: your geographic territory tree. Available once you have a geographic market territory; until then the tooltip reads No market territories yet. Add geographic territories in Territory Settings.
Sales Region × Market: the cross-tab. It needs both, otherwise the tooltip reads Needs both sales teams and market territories.

The first time you open the page, the view starts on Sales Region at the Regions level if your organisation has at least one region team, and on Segment otherwise. After that, it remembers your last choice in this browser. If that view later becomes unavailable, it falls back to the default.

Regions, Teams and Countries

For Sales Region, Market and the cross-tab, a second group sets the level. Hover each for its description.

Regions: rolls everything up to your top-level regions.
Teams (Sales Region), Countries (Market) or Teams × Countries (cross-tab): shows the teams or countries under each region.

At the Teams or Countries level, regions open with their children shown; use the chevron beside a region to collapse or expand it. A region team that has deals of its own shows them on a (direct) row, for example APAC (direct), marked Deals on the parent team itself.

Reading the table

The first column names the group. The metric columns are:

ARR: active contract ARR.
TAM and Penetration (Market view only): the market’s total addressable market from Territory Settings, and ARR as a share of it. A region’s TAM is the sum of its countries and is left blank if any country has none.
New ARR.
Win Rate, with how many deals closed underneath.
First-Contract ACV.
Sales Cycle, in days.
Pipeline, with its coverage (for example 2.4× coverage) or, when no coverage figure is available, the number of deals.
Capacity Gap, or Not tracked when there is no gap to show.

Hover any amount to see its exact value. The table scrolls sideways on narrower screens (Scroll sideways for all metrics). Two rows always close it:

Unassigned (Unknown segment in the Segment view), shown slightly faded, even when it is zero.
Total, at the foot of the table.

In the Segment view, when unknown-segment records have activity, a note reads Unknown-segment activity is shown separately so it is visible without being blended into named segments. In the Market view, Territory analytics → under the table opens Territory Analytics; see the Analytics guide.

Segments within regions

In the Sales Region and Market views, By segment (tooltip Show segments within each region and country) splits each region into your segments, for example APAC ▸ Singapore ▸ Commercial. Two buttons then set the nesting order:

Region first: regions (and countries or teams) on the outside, segments inside. At the Regions level, each region opens to show its segments. At the Teams or Countries level, regions open but each country or team starts collapsed, so expand the ones you need.
Segment first: segments on the outside, with the region tree inside each.

Nested views drop the Capacity Gap column. Switching between Region first and Segment first is instant. Click By segment again to return to the plain view.

The Sales Region × Market cross-tab

The cross-tab puts sales regions in rows and markets in columns (Sales Region ↓ · Market →), with a Total column, a Total row and Unassigned last. Use Show to pick the metric: ARR (the default), Pipeline, New ARR or Win rate.

Highlighted cells mark a sales region selling outside its home market; hover one for, for example, APAC selling into North America. A region’s home market is the one its reps are assigned to in Territory Settings, otherwise the market with most of its ARR and pipeline.

Local currency

When a row includes amounts in currencies other than your reporting currency, a Local currency link appears under its name. Click it to open a breakdown with Currency, ARR (local), ARR in your reporting currency, New ARR (local), Pipeline (local) and pipeline in your reporting currency. A note explains that ARR converts at the month-of-close rate; pipeline at the latest rate. Click Hide to close it.

The FX footnote

Under the table, a footnote explains any currency conversion:

FX converted to NZD, rates as of Oct 2026., with (nearest available monthly rate used where a month is missing) when a fallback month was used.
An amber warning starting Excluded from totals, no exchange rate: lists records left out, for example 2 AUD records (A$3,000).
A warning when rates were entered against a previous reporting currency and are being ignored.

Warnings end with an Add exchange rates link to Revenue Intelligence Settings. See Reporting Currency & Exchange Rates. The footnote is hidden when nothing needed converting.

Fixing Unassigned

The Unassigned row carries a shortcut to the data that would place it:

Sales Region: Fix data: give reps a team opens Team Settings. See Teams & Roles settings.
Market: Fix data: N accounts with no country opens the bulk fix below. If some accounts have a country that no market covers, a second link, N with a country no market covers: Territory Settings, opens Territory Settings. See Territory Settings.

In nested views, Region first keeps Unassigned as its own expandable row with the fix under its name. Segment first gives each segment its own Unassigned row, and shows the fix once under the table.

Give accounts a country

The Accounts with no country window (eyebrow Market view · Fix data) lists accounts with no recognised country. Each shows no country, or the unrecognised value (for example "Untied States" not recognised), and the owner. Nothing is inferred from the owner or team.

In the Market view, click Fix data: N accounts with no country on the Unassigned row.
Tick the accounts that share a country, or use Select all. Up to 200 accounts are listed at a time; if there are more, it reads, for example, Select all (200 of 340).
Under Country, type or pick a country (for example United States). Optionally fill in State / region (optional).
Click Apply to N. A confirmation such as 12 accounts set to US. appears, the list reloads and the Operating View refreshes.
Repeat for the next country, then close with the × button, Esc or a click outside.

If every account already has a country, the window reads Every account has a country.

Method and caveats

Method and caveats (N) under the table opens the rules behind the current view, for example:

Sales Org view: open pipeline follows the owner’s current team; closed deals keep the team they closed under. A team moved to another region restates its history under the new region.
Primary owner only; overlay reps’ teams get no shadow credit.
Market view: accounts with no country are never inferred from the owner’s region; they show as Unassigned.
Unassigned volume is material; give reps a team on their sales profile and accounts a country.

Common tasks

Compare regions

Click Sales Region (or Market).
Choose Regions for the top-level view, or Teams / Countries for detail.
Expand or collapse regions with the chevrons.
Check the Unassigned row and fix the data if it is large.

See which segment drives a region

In Sales Region or Market, click By segment.
Choose Region first to read segments inside each region, or Segment first to compare regions inside each segment.
Expand the countries or teams you care about.

Spot selling outside the home market

Click Sales Region × Market.
Under Show, pick ARR or Pipeline.
Hover the highlighted cells to see which region is selling into which market.

Loading, empty and error states

While a view loads, the table area shows a loading message.
If loading fails, a red message with a warning icon appears in place of the table. Press Refresh to try again.
In the country window, failures read Could not load accounts without a country. or Could not update those accounts., or explain the problem, for example that a country isn’t recognised.

Troubleshooting

Sales Region or Market is greyed out. Hover it for the reason, then add sales teams in Team Settings or geographic territories in Territory Settings.
The view opened on Sales Region, not Segment. Your organisation has a region team, so Sales Region is the default. Click Segment; the page remembers your choice.
Unassigned is large in the Market view. Accounts with no country never fall back to the owner’s region. Use Fix data to give them a country.
Unassigned is large in the Sales Region view. Some reps have no team on their sales profile. Use Fix data: give reps a team.
Penetration shows a dash. That market, or one of its countries, has no TAM. Add it in Territory Settings.
Capacity Gap is missing. Nested views and the cross-tab don’t show it.
A total looks low. Check the FX footnote for Excluded from totals and add the missing exchange rates.
The masthead Refresh didn’t update a region view. Use the Refresh button in the Operating View’s header.

Revenue Engine Operating View: Segments, Sales Regions & Markets