How much pipeline coverage do I need to hit my number?

Most teams need roughly 3x to 4x coverage, but the honest answer is one divided by your win rate. A 25% win rate needs about 4x. Coverage built on an inflated win rate is the most common reason a covered quarter still misses.

How do I calculate pipeline coverage?

Pipeline coverage is total open pipeline value divided by the revenue target for the same period. A 3x ratio means you hold three dollars of pipeline for every dollar you need to close.

What is a good pipeline coverage ratio?

3x to 4x is the common healthy range for a quarter. Tie it to your real, qualified win rate rather than a blended number, because early-stage pipeline inflates the ratio without improving the odds.

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Pipeline Coverage Calculator

Work backward from your revenue target: see exactly how much pipeline, meetings, and activity you need to hit the number.

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Once coverage holds, check what each customer costs to win with the CAC Calculator.

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