Pipeline by Stage Cohort

What is Pipeline by Stage Cohort?

Pipeline by Stage Cohort measures the total value of opportunities that entered each stage of the sales funnel during a specific period.

Why is Pipeline by Stage Cohort Important to Measure?

Measuring the Pipeline by Stage Cohort is crucial for understanding the progression of opportunities through different stages of the sales process over time. By grouping opportunities into cohorts based on their entry into the sales funnel during specific periods, sales managers and executives can track the performance and conversion rates of each cohort separately. Pipeline by Stage Cohort helps identify potential bottlenecks or inefficiencies in the sales process and provides insights into the effectiveness of sales strategies for different cohorts.

How is Pipeline by Stage Cohort Calculated?

To calculate Pipeline by Stage Cohort, you need to sum the total value of opportunities that entered each stage of the sales funnel during the specific period. Pipeline by Stage Cohort can be measured according to the number of opportunities (count), the total contract value (TCV), or the annual recurring revenue (ARR) of these opportunities.

Formula

Pipeline by Stage Cohort = ∑ (Opportunities entering each stage of the sales funnel during the period) This metric provides valuable insights into how opportunities progress through the sales funnel and allows for the evaluation of sales strategies for different entry cohorts.