Pipeline velocity
Pipeline velocity is the speed at which pipeline converts to revenue, classically computed as (opportunities × win rate × average deal size) ÷ sales-cycle length. It measures how fast the pipeline generates money, not just how big it is.
Why it matters
Velocity exposes what coverage hides: two pipelines of equal value can produce revenue months apart. Channels that start relationships warm tend to move deals through faster, because trust built before the sales process shortens the middle of it.
The number
Model the volume side of velocity (meetings to opportunities to revenue) with the meetings-to-revenue calculator.
Related terms
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