B2B Pipeline Coverage Planner

Size the live pipeline you need to protect quota. Enter your bookings target, historic win rate, and average deal size, then fine-tune the coverage multiple to see how many active opportunities and weighted dollars it takes to stay on track.

Bookings or ARR goal for the time frame you are planning (e.g., $1,200,000).
Historic win rate from proposal to closed-won (e.g., 28%).
Average booked value per deal in this segment (e.g., $45,000).
Optional. Default 3.00× pipeline coverage to absorb slip and push deals.

This planner assumes a constant average deal size and win rate; adjust for pipeline mix and contract seasonality as needed.

Examples

  • Quarterly quota $1,200,000, win rate 28%, $45,000 average deal, coverage 3.0× ⇒ Baseline coverage needs 96 active opportunities. To hold 3.00× coverage on a $1,200,000.00 goal at a 28.00% win rate with $45,000.00 average deal size, plan for 286 live opportunities ($3,600,000.00 weighted pipeline) and 27 closed-won deals.
  • Monthly bookings goal $150,000, win rate 35%, $12,000 average deal, coverage 2.8× ⇒ Baseline coverage needs 36 active opportunities. To hold 2.80× coverage on a $150,000.00 goal at a 35.00% win rate with $12,000.00 average deal size, plan for 100 live opportunities ($420,000.00 weighted pipeline) and 13 closed-won deals.

FAQ

How should I handle different win rates by segment?

Run the calculator separately for each segment or region with its own win rate and deal size, then combine the resulting targets to build an overall coverage plan.

Can I model weighted pipeline instead of simple averages?

Yes. Replace the average deal size with the weighted value per opportunity (deal size × stage probability) so the output reflects weighted pipeline rather than simple averages.

What coverage multiple is typical for enterprise quotas?

Enterprise account executives often target 3.0× coverage to absorb slippage and longer cycles, while high-velocity teams may operate closer to 2.0× because deals close faster and with more predictability.

Additional Information

  • Coverage multiple reflects how much weighted pipeline you keep relative to quota. Enterprise SaaS teams often model 3.0×, while velocity teams may rely on 2.0–2.5×.
  • Match the win rate to the same entry stage counted in your opportunity total so the weighted-per-opportunity math stays accurate.
  • Use booked contract value or ARR for the average deal size, not total contract value if revenue is recognised across several years.

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