SE Utilization & Team Activity
Your sales engineers are the scarcest capacity in the revenue org, and the least visible. You know last quarter was busy. You can't say which deals those hours went to. Opine puts every technical hour next to the opportunity it moved.
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The whole team, on one screen
This is the Team page under Insights. Four things on it do the work.
Members, active deals, open pipeline, closed won, win rate, and total hours, each with a per-person average. Set the date range and every number on the page answers for that window.
The whole team, on one screen
This is the Team page under Insights. Four things on it do the work.
- 1
The team at a glance
Members, active deals, open pipeline, closed won, win rate, and total hours, each with a per-person average. Set the date range and every number on the page answers for that window.
- 2
Everyone against the org average
Every metric carries its own delta, green or red. High hours beside low pipeline is a conversation worth having, and it becomes visible instead of suspected.
- 3
Where the hours actually went
Customer meetings, internal deal meetings, deal prep, and everything else, categorized from the calendar rather than self-reported. Manually logged time stays its own category, so the two never blend.
- 4
Two clicks to one person's week
Click any name for their open deals, meeting timeline, activity logs, and how their time splits across the labels your team tracks. The review starts from the record, not from an impression.
Your calendar has the meetings. It doesn't have the pipeline.
The invite says Northwind, so an export gets you a name. It won't tell you which Northwind opportunity the hour belonged to, what stage that deal was in, or whether it closed. Opine keeps one record per opportunity, and the calls, threads, and calendar events all land on it. The hour arrives attached to the deal it moved, sitting next to the pipeline and the win rate that deal carries. That's the difference between counting activity and seeing what your technical capacity was working on.
See what your technical capacity was working on
Presales hours are expensive and finite. Opine shows where they went, which deals they were on, and the pipeline sitting beside them.
Where the time actually goes
Customer meetings, internal deal work, prep, and everything else, split per person for whatever window you pick.
Hours beside the pipeline they went to
Deals, pipeline, closed won, win rate, and hours on one row per person, each carrying its delta against the org average.
Follow the time into the deals
Open one person's quarter: their deals, their meeting timeline, and how their hours split across your team's labels.
Nobody fills in a timesheet
Hours come from the calendar integration automatically. Log time by hand if you want to, and it stays labeled as logged.
What changes once the hours are on the record
Utilization data has a reputation, and it's usually earned. This is a leadership view of where the hours went, not a productivity score.
Coached from the record, not an impression
Nobody logs hours to be measured, and nothing is asked of them. The quarter already shows who ran which sessions and what they were for, so the one-on-one opens on a number rather than an impression: customer-meeting hours doubled, prep time went to zero, let's fix that.
A number the room can interrogate
At headcount time, at QBR time, at budget time, the ask arrives with the quarter's hours, the deals those hours were on, and the pipeline that sat beside them. Nobody has to take capacity on faith, and nobody rebuilds it by hand the night before.
Where your scarcest people spent the quarter
Technical hours sit next to the pipeline, closed won, and win rate they're attached to, per person and per window. When you ask whether the team is on the right deals, that stops being a matter of opinion.
Asked in real demos
What comes up once a team starts putting technical hours next to real deals.
Have one we didn’t cover? Bring it to the demo →
CapacityCan I see utilization against a 40-hour week? Who's at 70% and who's at 40%?
It's an hours view, not a percent-utilized gauge. You get total activity hours per sales engineer, each with a per-person average and a delta against the org average, and most leaders read utilization off that against their own capacity target. To be precise about what isn't there: Opine doesn't render a single '% utilized' number, and capacity-threshold alerts aren't supported today.
Data qualityWhere does the data come from? Couldn't someone game it by blocking their calendar?
It's categorized from the meetings, not from anyone's status. Hours are captured from the calendar integration and sorted into customer meetings, internal deal meetings, deal prep, and other, based on what the meetings actually are. Manually logged hours appear as their own labeled category, so automated and self-reported time never blend silently.
AccessWho gets to see this? We don't want it in front of the wrong people.
Manager and admin roles only. The view is gated to manager and admin roles, and your per-user CRM visibility applies on top of that. Individual contributors don't browse each other's utilization, and it stays out of general view.
vs. surveillanceIs this a surveillance tool? My team will hate it.
It measures load, not people. What it shows is meeting hours attributed to deals, at a manager's altitude, for a date range you choose. There's no keystroke tracking, no screen time, no idle monitoring, and nothing for an SE to fill in. In practice the people it helps first are the sales engineers who have been saying they're stretched and had nothing to point at.
Per-deal effortCan we see effort per deal? I want to know whether we're over-investing relative to deal size.
Click through for one person, Opine SQL for the portfolio. Any team member opens to their own deals with stats and a meeting timeline. The portfolio versions are Opine SQL questions, answered across the whole team: hours invested per closed-won deal, deal time versus internal time per person, time spent on the deals you lost.
TeamsWe're organized into pods. Can I see this by team rather than by person?
The table reads per person today. Opine SQL answers the pod view. Team Analytics shows every member as their own row, and each row opens to that person's deals and meeting timeline. For a rollup by pod, ask the same questions through Opine SQL, grouped however your team is organized.
Data modelDoes this reconcile with our CRM, and can we get it out?
Hours attach to opportunities, and the view exports. Activity is attributed to the opportunity record, not just to a calendar, so a person's hours roll up the same way their pipeline does. The table exports for any date range, and Opine SQL queries the same data when the question is bigger than a view. Per-user CRM visibility is enforced on both.
SetupWhat does this need from us before it works?
A calendar integration. Activity capture runs off it, so the Team view requires one. Nothing else is asked of your sales engineers: no timesheet, no tagging step, and no habit to build.
Proven in the field
Technical sales teams run their pipeline on Opine. The results are public.
“Opine is the presales tool for the moment we’re living in. It’s helping us improve POC win rates and shorten sales cycles while making everyone who touches it the most efficient they’ve ever been.”
David Greene
Vice President of Solutions Consulting at Gainsight
