🔥🔥🔥 Pipeline Metrics That Matter! Check out this insightful piece by David Sacks and Ethan Ruby (Craft Ventures). Let’s dive in! 🏊‍♂️ 1/ Starting from the basics – Key Pipeline Generation Metrics: ▪️ Opportunities Created – how many potential deals are in the mix. ▪️ Pipeline Value Created – total ARR of those deals (usually ARR, but sometimes TCV). 💰 ▪️ Win Rate – the percentage of clients who close the deal. Aim for about 20%. 2/ Conversion Metrics (Pipeline Conversion Metrics): ▪️ Sales Cycle Length – can stretch from 6-9 months for heavy B2B products. ⏳ ▪️ Cohorted Win Rates – track win rates based on when clients entered the pipeline. You might find that clients often drop off at month two, but those who survive that snag have a high win rate! So, help them through that tricky phase! 🤝 ▪️ Stage Conversion Rate – measure how contracts move from one stage to the next. This helps you pinpoint which stage is giving you headaches. ▪️ Average Time per Stage – see how long clients linger in each stage. If they’re stuck too long, it could spell trouble! 🚪 3/ Active Pipeline Metrics: ▪️ Open Pipeline by Close Date – a forecast of when contracts might close, helping you anticipate incoming clients. Big sales with long cycles? That could mess with cash flow! ▪️ Weighted Pipeline – ARR size multiplied by win probability; shifts with each sales stage and helps forecast revenue. ▪️ Pipeline Waterfall – a visual summary to see what's driving your pipeline growth or shrinkage. And let’s be honest, it looks pretty cool too! 📊 That’s a wrap on these metrics! Use this playbook wisely! 👉 Check out the full article here: https://sacks.substack.com/p/the-pipeline-metrics-that-matter