How to calculate pipeline created (pipegen)
Pipeline created measures the top-of-funnel work of building future revenue. Today's bookings come from pipeline built weeks or months ago, so consistent pipeline creation is what keeps a team hitting quota over time.
Teams that neglect pipegen feel fine now and starve two quarters later. Tracking pipeline created makes that future gap visible while there is still time to close it.
- Value of new opps The formula
- Leading indicator Predicts future bookings
- By source and rep Where to break it down
Short answer
Pipeline created, or pipegen, is the total value of new qualified opportunities added to the pipeline in a period. Sum the value of every opportunity created in the window, by source and rep. Because deals constantly leave the pipeline as won or lost, pipeline created is a leading indicator of whether you will hit future quotas.
Step by step
Define a created opportunity
Fix a consistent definition of when an opportunity is created and qualified enough to count, so the metric is comparable over time.
Sum new opportunity value
Add the value of every opportunity created in the period. Use ACV for comparability across contract lengths.
Break out by source and rep
Attribute pipeline created to source and owner, so you see who and what is generating future pipeline and who is coasting.
Compare to your coverage need
Check pipeline created against the coverage you need for upcoming quotas. If creation falls below the run rate required to maintain coverage, act before the gap becomes a miss.
Worked example
Your win rate is 25 percent and you want 4x coverage on a 2,000,000 dollar quarterly quota, so you need 8,000,000 dollars of pipeline covering that quarter. With a 60-day cycle, much of it must be created a quarter ahead.
If you created only 5,000,000 dollars of new pipeline last quarter against an 8,000,000 dollar need, you are heading for a coverage shortfall. Pipeline created surfaced the gap early, while there was still time to run more pipegen.
How Ardovo handles it
Ardovo tracks pipeline created by source and rep and compares it to the coverage your quotas require. Rook flags when creation falls below the run rate needed to hit future targets, so pipegen problems surface a quarter early rather than at close.
Frequently asked questions
What is pipeline created?
The total value of new qualified opportunities added to the pipeline in a period, often called pipegen. Because deals constantly exit the pipeline, consistent pipeline creation is a leading indicator of future bookings.
Why is pipeline created a leading indicator?
Because today's bookings come from pipeline built weeks or months ago. Tracking new pipeline created shows whether you are generating enough future opportunity to hit upcoming quotas, well before those deals close.
How much pipeline do I need to create?
Enough to maintain your target coverage after loss and slippage. If you close a quarter of deals and want 4x coverage, you must create roughly 16 times your quota over the cycle to stay on track.