What is Unweighted Pipeline?
Unweighted pipeline is the simplest, most optimistic view: add up every open deal at full value. It is the same idea as open pipeline.
Its honesty problem is treating all deals as equally certain, which is exactly what weighting corrects.
Short answer
Unweighted pipeline is the raw sum of all open deal values with no close probability applied, so a brand-new deal counts the same as one about to sign. It shows the gross opportunity in play but overstates likely bookings, which is why weighted pipeline exists. Unweighted pipeline is useful for coverage and volume views but should never be mistaken for a forecast.
Key takeaways
- Raw total of open deal values, no probability applied.
- Treats every deal as equally likely to close.
- Useful for coverage and volume, not forecasting.
- The counterpart to weighted pipeline.
Why it matters
Unweighted pipeline is a fine measure of gross opportunity and coverage volume, but using it as a forecast guarantees overcommitment because it ignores that most early deals will not close.
How Ardovo handles it
Ardovo shows unweighted pipeline for volume and coverage views but forecasts on weighted and AI-refined numbers, so Rook keeps the raw total from being mistaken for what will actually close.
Frequently asked questions
What is unweighted pipeline?
It is the raw total value of all open deals with no close probability applied, so every deal counts at full value regardless of how likely it is to close. It shows gross opportunity but overstates likely bookings.
When is unweighted pipeline useful?
For coverage ratios and volume views, where you want the total opportunity in play. It should not be used as a forecast, since treating early long shots as equal to near-certain deals overstates what will close.
How is unweighted pipeline different from weighted pipeline?
Unweighted pipeline sums deals at full value; weighted pipeline multiplies each deal by its close probability first. Weighted is the risk-adjusted, forecast-friendly number; unweighted is the raw gross total.