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Glossary · Demand intelligence

Pipeline coverage

Pipeline coverage is your pipeline divided by the part of your revenue target you still have to reach.

Also: coverage, pipeline coverage ratio

FormulaCoverage = pipeline ÷ remaining revenue target

Worked example: say your target is € 1 million, you have € 600,000 in and there is € 1.2 million in open deals. Then coverage is € 1.2 million ÷ € 400,000 = 3. A rule of thumb like 'three times the target' belongs with the unweighted pipeline. With the weighted pipeline, deal value × probability, the standard is lower.

It tells you whether there are enough open opportunities to hit your target.

Why it matters

A full pipeline is reassuring, but only if it is big enough for what you still have to reach. Coverage turns that into one number for sales and the board.

Where it goes wrong

If you calculate against the full annual target instead of what remains, you get too rosy a picture at the end of the year. And stalled deals, with no activity in 21 days, inflate the pipeline.

How Dashly calculates it

Dashly calculates coverage per month from the CRM, with the pipeline per stage and the weighted pipeline next to it.

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