Pipeline coverage compares the value of open opportunities to the revenue you need to close. The common rule of thumb is three times coverage. That rule is useful, but your real number depends on your own win rate.
Calculate your own ratio
Start with your historical win rate by value. If you win 25% of the pipeline dollars you work, you need roughly four times coverage to hit your target. If you win 40%, two and a half times may be plenty. Divide one by your win rate and you have a realistic coverage target.
Coverage quality matters more than quantity
Four times coverage made up of stalled, poor-fit deals is worse than two and a half times coverage of qualified opportunities. Apply your stage exit criteria and ICP filter before you calculate. Many teams discover their true coverage is far lower than the CRM suggests.
Look ahead, not just at this quarter
Track coverage for the next two quarters, not only the current one. If next quarter's coverage is thin today, you have time to fix it. If you only notice in week one of the quarter, it is already too late.
We start by understanding where revenue is stuck, then scope the work to fit.
