Pipeline Radar

Owner Source Deals created

How the numbers are calculated

Stage probabilities: Lead 5%, Qualified 15%, Demo 30%, Proposal 50%, Negotiation 75%. Weighted value is deal value times stage probability.
Risk-adjusted forecast counts every at-risk deal at half its weighted value. Fixing deals in the planner moves them back to full weight.
Risk score: no activity for 15+ days (30), close date passed (25), no decision-maker from Demo onwards (25), longer in stage than the benchmark (20), discount of 15% or more from Proposal onwards (10). A score of 50 or more is flagged as at risk.
Stage benchmarks in days: Lead 7, Qualified 14, Demo 14, Proposal 21, Negotiation 14.
Funnel counts every deal that reached a stage. Step conversion is the share that moved from the previous stage, so recent deals still in progress lower the later steps.
Win rate is won divided by won plus lost. Coverage is open pipeline closing this quarter divided by the target still to be won.

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