• Is Pipeline Coverage Ratio simply the Inverse of Win Rate?

  • Jun 6 2024
  • Length: 22 mins
  • Podcast

Is Pipeline Coverage Ratio simply the Inverse of Win Rate? By cover art

Is Pipeline Coverage Ratio simply the Inverse of Win Rate?

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  • Summary

  • Is Pipeline Coverage Ratio simply the inverse of the win rate? Many people will translate a 20% win rate into the need for a 5:1 Pipeline Coverage Ratio - Dave "CAC" Kellogg and Ray "Growth" Rike dive into why that just isn't the case! There are multiple variables that need to be considered including:

    • Win Rate versus Closed-Won Rate Conversion - there is a difference
    • What happens to Pipeline Coverage Ratio when deals are pushed into or pushed out of the quarter
    • How is Pipeline Coverage Ratio different in a 30 day sales cycle versus a 180 day sale cycle
    • Bottom line - why Pipeline Coverage Ratio is NOT as simple as 1/Win Rate

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