Interactive Calculator
The CFO asks "are we going to hit the number?" This tells you before they do. Quota gap divided by win rate equals pipeline required.
Verdict
NOT ENOUGH
You need more pipeline or a higher win rate to hit plan.
Below 3x: You will miss quota. Either pull forward late-stage deals, accelerate discounting, or (longer term) buy more pipeline at the top.
3x to 4x: Coverage is the minimum. Any slippage on a couple of deals and you miss. Lean on existing late-stage and add pipeline urgency.
4x to 5x: Healthy. You can afford normal slippage and still hit.
Above 5x: Either your win rate is conservative or sales is sandbagging. Check discovery quality on the lower-stage deals; some may not be real.
The coverage number is only as good as your win rate input. Use the blended rate from your last 4-8 quarters, not your personal best. Most teams overestimate win rate by 30-40%.
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