What is Pipeline Value?
Pipeline value is the number leaders quote when they say how much is in the pipeline. Whether it is raw or weighted changes its meaning entirely.
Raw pipeline value flatters; weighted value tells the truth. Always know which one you are looking at before you draw a conclusion.
Short answer
Pipeline value is the total monetary worth of the deals in your pipeline, which can be expressed raw (full deal amounts) or weighted (each deal times its close probability). It is the headline figure for pipeline size and the basis for coverage math. Raw pipeline value overstates likely bookings, so weighted value is the more realistic read for forecasting.
Key takeaways
- Total monetary worth of pipeline deals.
- Expressed as raw or weighted value.
- The basis for coverage calculations.
- Weighted value is the realistic forecasting read.
Why it matters
Coverage and forecast conversations hinge on pipeline value, so confusing raw and weighted leads to overcommitment. Knowing which figure you are using is basic to reading pipeline health correctly.
How Ardovo handles it
Ardovo shows both raw and weighted pipeline value clearly labeled, so Rook never lets a raw total be mistaken for what will close and uses weighted value for coverage and forecast math.
Frequently asked questions
What is pipeline value?
It is the total monetary worth of the deals in your pipeline, expressed either raw as full deal amounts or weighted by each deal's close probability. It is the headline figure for pipeline size and the basis for coverage.
Should I use raw or weighted pipeline value?
Use weighted value for forecasting and realistic coverage, since raw value overstates what will close by treating every deal as certain. Raw value is fine for gross volume views as long as it is not mistaken for a forecast.
How does pipeline value relate to coverage?
Coverage is pipeline value divided by quota. Using qualified, in-period value gives an honest coverage read; using raw total value inflates coverage and can hide a real gap.