How to set up multiple pipelines
Multiple pipelines let different sales motions each have stages that fit them, rather than forcing everything through one ill-fitting process.
But they are easy to overuse. The rule is to add a pipeline only when a genuinely different process demands different stages.
Short answer
Set up multiple pipelines when you have genuinely distinct sales processes - new business versus renewals, or different products with different buying journeys - giving each its own stages and criteria. Add pipelines only for real process differences, not preemptively, because unnecessary pipelines fragment reporting and add complexity a single well-designed pipeline would avoid.
Step by step
Confirm the processes are truly distinct
Verify that the motions differ enough to need different stages - new business versus renewal, distinct products - not just cosmetically.
Design stages for each process
Give each pipeline stages and exit criteria that fit its specific buying journey, rather than reusing a generic set.
Route deals to the right pipeline
Ensure deals land in the correct pipeline by type, so each process is tracked in the pipeline built for it.
Keep reporting coherent
Set up reporting that rolls up across pipelines where needed, so multiple pipelines do not fragment the overall view.
Add pipelines only for real process differences
Every extra pipeline fragments reporting and adds complexity. Add one only when a sales motion genuinely needs different stages - a renewal process is nothing like new-business acquisition. If two motions share stages, one pipeline with a deal-type field is simpler than two pipelines.
How Ardovo helps
Ardovo supports multiple pipelines with their own stages and rolls reporting up across them, and Rook routes deals to the right pipeline by type. You get process-fit pipelines where genuinely needed without fragmenting the overall forecast, and guidance against unnecessary ones.
Frequently asked questions
When should you use multiple pipelines?
When you have genuinely distinct sales processes that need different stages - new business versus renewals, or products with different buying journeys. Add pipelines only for real process differences, not preemptively, since unnecessary pipelines fragment reporting and add complexity.
What is the downside of too many pipelines?
They fragment reporting and add complexity. Each pipeline is a separate process to maintain and roll up, and reps must pick the right one. If two motions share the same stages, one pipeline with a deal-type field is simpler and cleaner than splitting into two pipelines unnecessarily.
How do you report across multiple pipelines?
Set up reporting that rolls up across pipelines for the overall view while letting each pipeline be analyzed on its own. Without cross-pipeline reporting, multiple pipelines fragment the forecast. Good setup preserves both the per-process detail and the aggregate picture leadership needs.