What is Pipeline Value?

Pipeline Value (or Sales Pipeline) measures the total amount of potential ARR from all active deals. This ARR amount is calculated as a sum across pipeline stages, segments, and sales teams. In CRMs, this pipeline value amount is a total of any deal that is currently in-flight (i.e. not “Closed Won” or “Closed Lost”). Pipeline can be weighted based on assumed conversion rates in each pipeline stage, which can calculate weighted pipeline.

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How do I calculate Pipeline Value?

Let’s assume we have the following list of deals in our CRM:

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To calculate the pipeline value, we sum all deals that are currently in active pipeline stages. Adding up the opportunities, we see that the total pipeline value is the sum of all the active opportunities, which is $130,000.

Note that Fabulous Factories - New Business is omitted from the pipeline value, as the stage is “Closed Lost”.

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SaaSGrid can visualize your pipeline by stage, date aggregation, and date range. Click into any category to see a complete list of deals, complete with deal details and history.

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For a list view, SaaSGrid can list out sales pipeline in a table format with information about each customer and each deal.

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While pipeline value is measured in dollars, SaaSGrid also supports counting the number of deals. This is particularly useful if deals are missing ARR data, and can show the volume of deals that are in your sales pipeline. For more advanced pipeline calculations, see SaaSGrid’s calculation of Weighted Pipeline.

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How do I improve my sales pipeline?

Understand Churn Trends:
Measure volumes, conversions, and deal cycles over time to identify areas of improvement across your sales funnel

Modular Products:
Track deals by stage and quantify how prospects move through your sales process.

Focus on Customer Success:
Identify your target prospects and see where you're winning customers.

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Understanding your pipeline data is the first step to improving your go-to-market funnel. SaaSGrid offers a best-in-class pipeline vaisualization tool to help you get insights into your sales funnel. Talk to us here and see how we can help you grow your pipeline!