Total Pipeline Value
TL;DR
Total Pipeline Value is the total dollar value of all open opportunities in your sales pipeline. It gives you a snapshot of future revenue potential and helps teams gauge whether there’s enough in play to hit targets. For SaaS sales pros, it’s a core health metric — not just for forecasting, but for identifying pipeline gaps, managing rep productivity, and aligning sales and marketing efforts.
What is Total Pipeline Value?
Total Pipeline Value refers to the sum of all active deal values in your CRM, typically filtered by stage and time horizon (e.g., this quarter). It includes only open opportunities — deals that haven’t closed yet.
Formula:
Total Pipeline Value = Sum of value for all open opportunities
This is usually based on expected contract value or ACV, depending on how your company forecasts.
Example: If an AE has 5 open deals worth $20K, $50K, $35K, $15K, and $40K, their total pipeline value is $160K.
Why It Matters in B2B SaaS
- It’s the starting point for revenue forecasting. Without enough pipeline, there’s no path to hitting quota.
- It helps assess sales team productivity. You can quickly see which reps, segments, or regions need more top-of-funnel activity.
- It enables coverage analysis. Teams use it to calculate pipeline coverage ratio — a key leading indicator of performance.
- It supports capacity planning. If pipeline is consistently low, you may need more headcount, marketing support, or better targeting.
- It exposes stage imbalances. Looking at pipeline by stage helps identify bottlenecks or drop-offs in the sales funnel.
How to Measure Total Pipeline Value
- Pull all active opportunities in your CRM
- Filter by appropriate time frame (e.g., this quarter or this year)
- Sum the expected value of those deals — either total contract value or ACV, depending on your GTM motion
- Exclude:
- Closed-won and closed-lost deals
- Unqualified leads
- Opportunities outside your forecasting window (if needed)
Best Practices
- Segment pipeline by stage, rep, region, and segment for deeper analysis
- Use deal weighting (optional) to get a probability-adjusted pipeline view — but still track unweighted value
- Review weekly in forecast meetings to keep teams aligned and accountable
- Compare pipeline growth to bookings trends — if bookings are growing but pipeline isn’t, trouble is coming
- Benchmark by historical performance. Know how much pipeline you typically need to close your targets
Final Thought
Total Pipeline Value is more than a dashboard stat — it’s your revenue runway. A healthy pipeline means more than just hitting quota; it means strategic coverage, deal velocity, and revenue predictability. Whether you’re building pipe as an SDR or managing a territory as an AE, owning this number helps you stay in control of your outcomes.
FAQs
What’s the difference between pipeline value and forecasted revenue?
Pipeline value is the raw sum of all open deals. Forecasted revenue adjusts that based on stage probability or rep judgment.
Should pipeline include renewals or expansions?
Only if they are treated as new opportunities in your CRM and forecast model.
What’s a good pipeline coverage ratio?
Common benchmark is 3x coverage — $300K in pipeline to hit a $100K quota. But this varies by win rate and sales cycle length.
Can marketing influence pipeline value?
Absolutely. Pipeline is often sourced jointly by Sales and Marketing. Attribution tracking helps connect the dots.
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