Pipeline Calculator

Revenue Goal

Revenue Target new revenue only

$ M

Time Horizon 18 mo

Expansion Revenue Offset 10%

Recurring from Prism/CE add-ons reduces new revenue needed

Deal Economics

Average Deal Size $500K

Win Rate 25%

% of qualified opps that close won

Sales Cycle 3 mo

Months from qualified opp to close

Pipeline Management

Coverage Multiple 3.0×

$ of pipeline needed per $ of revenue target

Slippage Buffer 20%

Extra pipeline for deals that slip out of period

Channel Mix

Partner-sourced 30%

Marketing-generated 20%

Partner

30%

Mktg

20%

Self

50%

Conversion Rates

Account → Opportunity 15%

Of targeted accounts that become qualified opps (self-originated)

Partner Session → Opp 30%

Of co-sell sessions that produce a qualified opportunity

Marketing Touch → Opp 5%

Of event/webinar attendees that become qualified opps

Team

Number of Sellers excl. presales

Revenue to Generate

$18M

after expansion offset

Deals to Close

at $500K avg deal

Qualified Opps Needed

144

at 25% win rate

Pipeline to Build

$52M

3× coverage + slippage

Prospecting Window

15 mo

18 mo − 3 mo cycle

Opps per Seller

across 5 sellers

Activity Funnel

Channel Split

Monthly Activity Requirements amber = high effort · red = likely unrealistic

Self-originated

Accounts to target (total)–

Per month–

Per seller / month–

Opps to generate–

Partner-sourced

Co-sell sessions (total)–

Per month–

Per seller / month–

Opps to generate–

Marketing-generated

Event/webinar touches (total)–

Per month–

Events needed (30 attendees)–

Opps to generate–

Deals Needed — Sensitivity (Deal Size × Win Rate) current inputs marked ▲

Per Seller Targets — 5 Sellers

–

Qual. opps
to build

–

Deals to
close

–

Accounts/
month (self)

–

Partner
sessions/mo