--- title: "Deal & Pipeline analysis" description: "How to setup and use the deal & pipeline analysis feature in Garba" url: https://help.garba.ai/en/articles/10742514-deal-and-pipeline-analysis collection: "CRM Integrations" updated: 2026-11-04 language: en --- # Deal & Pipeline analysis How to setup and use the deal & pipeline analysis feature in Garba With the Deal & Pipeline analysis feature in Garba, every deal from your CRM is automatically analyzed using AI. ## Getting started Garba connects to your CRM and imports your pipelines, stages, and deals, then keeps them current - new or changed deals appear in Garba within minutes, and deals deleted in your CRM are removed automatically. Deal analysis works with HubSpot, Salesforce, Pipedrive and Upsales. In Upsales, your orders are the deals. Orders in a stage that Upsales excludes from your sales figures, such as a stage for orders imported from an invoicing system, are not deals in Garba. If an order moves into such a stage, Garba removes its deal within about an hour. Two time windows matter, and they are different: - **Import window (12 months).** Garba imports deals closed or opened/modified in the last 12 months so your pipeline is fully represented. - **Evidence window (90 days).** When scoring, Garba only draws on conversations from the last 90 days. Older meetings and emails stay viewable in Garba but don't influence scores. **Who sees what:** Admins see all pipelines and deals; Managers see deals owned by their team members, and by members of the teams listed when their team is set to **Own And Specified Teams**; Users see only their own deals. These same boundaries apply to the owner and team filters in Step 3. The team filter appears for Admins and Managers whenever the deals they can see belong to more than one team. **Sync your email first.** Many of the strongest signals about deal progress live in email threads. Connect your email integration _before_ you activate scoring so the first run has that evidence to work with. ## Step 1: Pick a scoring framework Once the feature has been activated on your account, go to **Setup → Configuration → Deal Scoring**. 1. **Scoring framework** — choose the framework Garba grades your deals against (e.g. MEDDPICC, BANT, SPICED). Each framework defines a set of criteria, such as Economic Buyer, Decision Criteria, or Identify Pain. 2. **Enable CRM sync** _(optional, recommended)_ — when on, Garba writes scoring results back to fields on your CRM deal records and updates them automatically as soon as a new signal comes in. CRM sync is available for HubSpot, Salesforce and Pipedrive. ![Deal scoring framework picker](https://staticfiles.gleap.io/ghelpcenter/TWPj8ClBrNHkjJZTBwOgZr8VMzCuWJMKekRLuwLzxTTPunIBGzWq7nFl0BNJoft7qPbnsNjPJiY.png) If you enable CRM sync, you'll map each analysis property to a specific field on your CRM deal records. You may need to create those fields before continuing. Switching frameworks later keeps all past evidence available for audit, but new scoring uses the new framework's criteria. ## Step 2: Start scoring ### Before you start: make sure your conversations are linked The first scoring run can only learn from conversations Garba can attach to your deals. To get the most out of the backfill, check these before clicking Start scoring: - **Contacts on their deals** — in your CRM, make sure the people you're talking to are saved as contacts and associated with the right deals. That association is how Garba routes each conversation to its deal — a meeting whose participants aren't contacts on any deal won't contribute evidence. The exception is a contact whose email domain is on the open deals of more than five different customers, typically a reseller or partner: their conversations aren't routed to those deals unless someone from the customer is on them too. - **Email integration enabled** — if you want email threads to count toward scoring, the email integration must be connected (Setup → Account → Integrations) so Garba has the emails to begin with. The same goes for your phone system if you want calls included. - **Evidence window** — the backfill covers conversations from the last 90 days by default. Older meetings and emails stay viewable in Garba but won't influence scores. Then click **Start scoring** (or **Save** when editing). On first setup, Garba backfills your pipeline: it walks through your open deals, links past meetings, calls, and emails to them, extracts evidence against the framework criteria, and scores each deal. This usually takes a while - scores appear on your deals as they come in. ## Step 3: View the pipeline Go to **Listen → Deals** to see all your deals with their scores. ![Deals list with health scores and qualification](https://staticfiles.gleap.io/ghelpcenter/WTGyAGe10nPjkvsSvZYwexszPjVqnQGrAhuuqJoHdhAeK99Nt7GK1BFNvrER8VqdBX9Ch3JSPG4.png) 1. **Health** — each deal's health score 0–100, color-coded from red (at risk) to green (healthy). Hover for the band, the reasoning behind the score, and the score trend over time. 2. **Qualification** — one circle per framework criterion. Fill shows how much is known (empty = not discussed, half = partial, full = confirmed) and colour shows fit (green = favours you, red = against you). 3. **Filters** — slice the pipeline by pipeline, status, stage, owner, team, health range, qualification completion, close date, or stale deals only. **Status** picks **Open** (the default), **Won**, **Lost** or **All**. Under Won or Lost the stage filter is hidden, because stages only narrow open deals. **Close date** offers quick ranges such as **Overdue**, **Next month** or **Next quarter**, or pick any start and end date on the calendar, and match it against the CRM close date or Garba's AI estimate. The **Activity (90 days)** column shows each deal's meetings, calls and emails over the last 90 days, one bar per 6 days. Every deal covers the same 90 days, so you can compare them side by side. **Last activity** still shows the latest contact, however long ago it was. ### The KPI bar With the status filter on **Open** or **All**, the numbers above the list cover open deals only: - **Health-weighted value** — each open deal's amount multiplied by its health score. A SEK 50,000 deal at health 60 contributes SEK 30,000. Think of it as a health-weighted view of what the pipeline is really worth. - **Total Pipeline** — the plain sum of open deal amounts. Deals in other currencies are converted, so the total is a single figure in the reporting currency: your account's default, or the one you pick with the currency picker in the toolbar. A deal in a currency Garba has no exchange rate for is left out of the totals, and the tile says how many with "N deals not converted". - **Avg health** — the average health score across all scored open deals. - **Stalled deals** — the number of deals with no meetings or emails for longer than the pipeline's stall threshold, and no upcoming meeting booked. Garba learns the threshold for each pipeline from how long your won deals typically went between customer meetings and emails. It is between 7 and 60 days, and 14 days until a pipeline has enough won deals to learn from. A booked future meeting keeps a deal out of the stalled count even if it's been quiet. Stalled deals also get a "Stale" chip on their row. With the status filter on **Won** or **Lost**, the bar shows those closed deals instead: their total value, the number of deals, the average deal size and the average health at close. ## Step 4: View a specific deal Click any deal to see the full picture. ![Deal detail header and metrics](https://staticfiles.gleap.io/ghelpcenter/tLCVnnQXeZDkUx9viOSaO6kbg9yaoMiFXDpn2aY0YPLMHv5pUMvAKfS4mT1S9GWZalw1TBlcl3w.png) 1. **Status chips** — which framework and version scored the deal, the CRM sync state (e.g. "HubSpot synced"), and the scoring activity (see below). 2. **Deal health** — the 0–100 score with its band label. The tooltip explains: health reflects qualification depth, sentiment, engagement, and momentum — independent of any close-date forecast. 3. **Scorecard coverage** — how thoroughly the deal has been qualified. Items count half once there's evidence, and fully once the prospect confirms — so "4.5 / 8" can mean three criteria confirmed and three partially covered. Coverage measures completeness only; the circle colour carries fit. 4. **Sentiment** — how positive the buyer's signals have been across the deal. Recent meetings and emails count more than older ones; mixed signals show as neutral. A small **+/− delta** badge next to any of these numbers shows the change since the previous score run. The deal page also has an **Ask Garba** box for questions about this deal. **Recent chats**, at the bottom of that box, lists your latest three chats about the deal. Click **Show more** to see up to ten, and click a chat to pick it up where you left off. Only your own chats appear there. ### Health bands - **0–30 · At risk** — qualification thin, signals negative, or a hard blocker present. - **31–60 · Developing** — in progress, with material gaps. - **61–80 · Healthy** — well-qualified, positive momentum, no acute blockers. - **81–100 · Strong** — best-in-pipeline; only execution remains. ### Sentiment labels Sentiment is measured on a −1 to +1 scale and shown as a label: - **Very positive** (above +0.6) · **Positive** (+0.2 to +0.6) · **Mixed** (−0.2 to +0.2) · **Negative** (−0.6 to −0.2) · **Very negative** (below −0.6). ### AI calibrations on amount, close date, and stage Next to the CRM amount, close date, and stage, Garba shows what the conversations actually support: - **AI confirmed** — the AI's estimate matches the CRM value (within 1% for amount, within a day for close date, same stage). - **AI estimate +15%** (or −X%) — the AI reads the amount as higher or lower than what's in the CRM. The tooltip shows the estimated figure and the reasoning. - **AI says +10 days** (or −X days / ±X mo) — the AI predicts an earlier or later close than the CRM date. - **AI: \[stage name\]** — the AI reads the deal as sitting in a different stage than the CRM says. - **AI estimate** followed by a value — the CRM field is empty, and this is what the AI reads from the conversations. When the conversations don't reference a concrete amount, timeline, or stage, Garba shows nothing for that field. The AI gives its own close date only when the conversations state one. A stated month, a span of months, a quarter or half year dates the deal at the end of that window (for example "Q1" becomes 31 March), unless the CRM close date falls inside it and hasn't passed, in which case the AI shows the CRM date, including after a rep moves it within the window. Either way the tooltip starts with that window. The end of a pilot, trial or evaluation the buying decision waits on, a go-live or first billing date for what you sell that the customer has to meet, and, when the customer is switching to you, the date they must give their current supplier notice by (or, failing that, the date that contract ends), also date the deal. A stated window still dates the deal when later conversations add steps before signing without changing the timing. A deadline only a rep set (such as an offer's validity), a vaguer window such as "next year", a window that has already passed, and a "not before" date such as the customer's own new system going live do not. ### Scoring activity chips The chips in the deal header tell you where the deal is in the scoring cycle: - **Extracting** — Garba is pulling signal from a new meeting, call, email, or note. The score refreshes automatically when it's done. - **Scoring** — new evidence is being merged into the deal score. - **Scoring deferred** — your team has used today's deal-scoring budget. New evidence is queued and scores automatically once the 24-hour window opens up. - **Narrative updating / Generating summary…** — the numeric score is in; the plain-English summary, health reasoning, and estimates are generated in a separate pass and land a moment later. - **Scored X ago** — when the deal was last fully scored; hover for the score history. ## Step 5: Status, blockers, and next moves The Current status card explains the score in plain language. ![Current status with blockers and next best actions](https://staticfiles.gleap.io/ghelpcenter/ZLmQrqzAH0Cw0kEQggCyXqbEpLRPzinFbjUzgkAX0s1bsaNBQuxSargNjVtB6N4IeOCDNVaz4fc.png) 1. **Why this health score** — a one-line justification of the current score. 2. **Blockers** — the top things standing between you and a closed deal. 3. **Next best actions** — concrete recommended steps, plus suggested questions to ask the prospect in your next conversation. If a deal has had no meetings or emails for longer than its pipeline's stall threshold (and no future meeting is booked), a **No recent activity** warning appears here too. ## Step 6: Scorecard scoring and evidence The Scorecard scoring card breaks the score down per criterion. ![Scorecard scoring per criterion](https://staticfiles.gleap.io/ghelpcenter/eHhQN4BeJForovtSCaJ4a2kjDN7VCrdZj7kyAUC78kW5M4DWnz1tQgic8SOY233B4cZHtKbJ57n.png) 1. **Coverage summary** — how many criteria are identified, one bar segment per criterion, and how many criteria favour you, go against you or are not discussed yet. The info icon on the card explains the circle fill and colour. 2. **Criterion row** — each criterion shows a summary, a fit chip and a freshness chip. Expand the row to see the other three facts explained below and the evidence behind them. ### The four facts on every criterion - **Knowledge** — how much we know. "Identified" means the prospect has confirmed this criterion; "Partial" means there's evidence but nothing the prospect has confirmed yet; "Not discussed" means no fresh evidence at all. This is completeness only — it says nothing about whether the news is good. - **Freshness** — the age of the newest evidence, measured against the criterion's recency half-life (the same clock the scoring math uses to decay evidence). "Fresh" means recent and near full weight; "Aging" means decay is in progress; "Stale" means the evidence has lost most of its weight and needs re-validating in a new conversation. - **Trust** — who voiced the evidence. "Customer confirmed" is the strongest; "Mixed voice" means both customer and rep statements exist; "Rep-said only" weighs less in the score and can never confirm a criterion on its own. - **Depth** — how many evidence signals back this criterion. Expand the row to read them. ### The fit chip Fit is a separate axis from knowledge: it tells you whether the prospect's stance helps or hurts you on this criterion, based on the sentiment of the evidence (−1 to +1). Above +0.2 shows **Favours us** (green), below −0.2 shows **Against us** (red), and anything in between is **Neutral** (grey). If the evidence points both ways within the recency window, the tooltip calls it out as conflicting and shows the positive vs negative count. Click a criterion to see the evidence behind it: ![Expanded criterion with evidence](https://staticfiles.gleap.io/ghelpcenter/MeXnAcJeJpy7A7tvUeTdWtNy3aWVOzLjjB5vgE0PnqgMMJoZjR52xsfWLBeDvtUgzfruEhqOt71.png) 1. **Evidence card** — the exact quote, who said it ("Prospect", "Confirmed in thread", or "From rep"), which meeting, call, or email it came from, and how recent it is. Each card is tinted on the left edge by whether it's positive or negative for the deal. You can also add your own observations with the **Note** button on the deal — notes flow through the same evidence extraction and affect the score. ## Good to know - Only open deals are scored — won or lost deals keep their last score. - Calls recorded through a connected phone system count toward the score and are shown apart from meetings: the "Based on" card counts them separately, the activity timeline gives them their own colour, and evidence from a call has a phone icon. - A criterion only counts as fully "Identified" when the prospect themselves confirmed it; rep-only statements count less and can never confirm a criterion alone. - Recent evidence weighs more than old evidence — each criterion has a recency half-life, and very old evidence fades out of the score. - More content means a more confident score: the "Based on" card shows how many meetings, calls, emails, and notes the score is built from. - A deal counts as stalled once it has gone longer than its pipeline's stall threshold (7–60 days, learned from your won deals, 14 days by default) without meetings or emails — unless a future meeting is already booked. - Scores refresh automatically after each new meeting, call, email, or note on the deal (with rate limits, so a busy deal updates at most a few times per day). - Setting up deal scoring requires an admin role. Garba turns on the Deals feature for your account; contact Garba to get it.