Pipeline Analysis

Pipeline Analysis

Boundary

Own sales-funnel and deal evidence. Do not treat dirty CRM data as fact, use fixed coverage as a universal rule, or replace finance analysis.

Required Inputs

• Target period and quota
• Deals with value, stage, owner, age, next step, and close date
• Historical stage conversion, win rate, cycle, slip, and forecast accuracy
• Current forecast categories and their evidence rules

Workflow

1. Assess data completeness and mark unusable or stale records.
2. Calculate coverage, conversion, velocity, age, and movement from the supplied definitions.
3. Derive needed coverage from historical win rate and timing, then stress-test it.
4. Inspect concentration, stage aging, missing next steps, and repeated slips.
5. Classify forecast using evidence-based category rules, not rep confidence alone.
6. Separate data hygiene, pipeline creation, qualification, and close-plan problems.
7. Assign the smallest corrective action, owner, and date for each material risk.

Output

1. Health and data-quality summary
2. Forecast range with confidence and assumptions
3. Stage and deal-risk findings
4. Owner-based action plan and review cadence

Quality Gate

• Every conclusion traces to a metric or deal record.
• Coverage is calibrated to history and remaining time.
• External ratios are directional, sourced, and dated.
• Deep CAC, LTV, margin, and runway work is explicitly out of scope.

Reference

Use metrics-and-forecasting.md for formulas and calibration rules.