Pipeline Coverage Ratio

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Inbound leads, outbound sequences, partner referrals, and expansion opportunities all close at different rates and different values. A pipeline that is 70% outbound at a 12% win rate and 30% inbound at a 30% win rate has a blended coverage number that hides the true picture. “If your outbound pipeline needs 8x coverage to produce the same result as 3x inbound coverage, your marketing and sales development investments should reflect that.” How to Calculate Weighted Pipeline Coverage

   In Channel mix allocation

2. 3. Deal Quality Varies by Source “A pipeline that is 70% outbound at a 12% win rate and 30% inbound at a 30% win rate has a blended coverage number that hides the true picture.” Break coverage down by source. If your outbound pipeline needs 8x coverage to produce the same result as 3x inbound coverage, your marketing and sales development investments should reflect that.

   In Inbound and outbound mix