Period Pipeline Waterfall

What is Period Pipeline Waterfall?

Period Pipeline Waterfall provides a comprehensive view of the development and outcomes of the Period Pipeline - the total amount of sales opportunities forecast to close in the period. It tracks the progression of the period pipeline from its initial state at the beginning of the period, captures in-period changes such as newly added opportunities, pulled-in deals, and slipped opportunities, and records the final outcomes of these opportunities, whether they were won or lost.

Why is Period Pipeline Waterfall Important to Measure?

Measuring Period Pipeline Waterfall is critical for understanding and improving Period Pipeline performance. This metric helps sales leaders and teams assess their overall performance within each period, identify areas for improvement, and make informed decisions to drive revenue growth. This makes the metric an effective tool for data-driven coaching and improved forecasting.

How is Period Pipeline Waterfall Calculated?

To calculate Period Pipeline Waterfall, you need to consider the following components:

• Starting Pipeline: The total value of sales opportunities in the pipeline at the beginning of the period.
• In-Period Changes: The changes that occur during the period, including changes to the starting pipeline, newly added opportunities, pulled-in or accelerated deals, and slipped opportunities.
• Pipeline Outcomes: The results of opportunities that were won or lost within the period.

The formula for Period Pipeline Waterfall is as follows: Period Pipeline Waterfall = Starting Period Pipeline + New Period Pipeline + Changes to Period Pipeline + Pulled-In Pipeline - Slipped Pipeline - Lost Period Pipeline - Won Period Pipeline