Do I Have Enough Pipeline Calcula

Goal

Make sure you enough PIPELINE in each opportunity stage to achieve your annual sales revenue

Instructions
1. Input your values in the yellow cells.
2. Adjust benchmarks and targets according to your metrics and/or industry averages.

Annual Booking Objective

Target Average ACV Booking

Stage (Probability)

$30,000,000
$1,000,000

Target Stage Value

Target # of Opps

$1,010,526,316

1011

2. Assessment Stage

$252,631,579

253

3. Priced Proposal Delivered

$126,315,789

126

4. Proposal "Accepted"

$63,157,895

63

5. Contracting

$31,578,947

32

Award

$30,000,000

30

$1,484,210,526

1484

1. Opportunity Identified

Full Pipeline Totals (.9 thru 5.0)

Pipeline Benchmarks Vs. Actuals
Qualified Pipeline Value (Stages 3-5)

Target
$221,052,632

Qualified Opptys in Pipeline (Stages 3-5)

Average Opportunity Value

221
$1,000,000

Pipeline Das
Actual vs. Target Values by Stage
$250,000,000

$200,000,000

Actual vs. Target Values by Stage

$250,000,000

$200,000,000

$150,000,000

$100,000,000

$50,000,000

$0

Actual Stage Value

Target Stage Value

Actual Stage Values as % of Pipeline

7%
12%
2. Assessment Stage

56%
25%

3. Priced Proposal Delivered

4. Proposal "Accepted"
5. Contracting

e Calculator

annual sales revenue goal.

ndustry averages.

Target Stage Value

Converting

Actual Stage Value

Actual # of
Opptys

Actual Stage
Value
Converting

25%

$950,000,000

1200

24%

50%

$225,000,000

275

44%

50%

$100,000,000

135

50%

50%

$50,000,000

70

56%

95%

$28,000,000

37

89%

$25,000,000
$1,378,000,000
Actual

Gap

$178,000,000

($43,052,632)

242

21

$735,537

-$264,463

1717

ipeline Dashboard and Key Metrics

age

Stage Value and # of Opportunitie

$250,000,000

$200,000,000

age

eline

Stage Value and # of Opportunitie

$250,000,000

$200,000,000

$150,000,000

$100,000,000

$50,000,000

$0

2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted"

Actual Stage Value

Actual Average Opportunity Value by

$660,000 $680,000 $700,000 $720,000 $740,000 $760,000 $780,000 $8

2. Assessment Stage

3. Priced Proposal Delivered

ssessment Stage

riced Proposal Delivered

roposal "Accepted"

Actual # of Opptys

4. Proposal "Accepted"

ontracting

5. Contracting

For Help or To Discuss Your Results

Stage Values
% of Pipeline

Average Opportunity
Stage Value Gap
Value

69%

($60,526,316)

$791,667

16%

($27,631,579)

$818,182

7%

($26,315,789)

$740,741

4%

($13,157,895)

$714,286

2%

($3,578,947)

$756,757

98.186%

($131,210,526)

$802,563

d # of Opportunities
300

250

200

d # of Opportunities
300

250

200

150

100

50

al Delivered 4. Proposal "Accepted"

ue

5. Contracting

Actual # of Opptys

portunity Value by Stage

0,000 $740,000 $760,000 $780,000 $800,000 $820,000 $840,000

Average Opportunity Value

Instructions
1. Input your actual values to create stage goals and benchmarks.

Stage (Probability)
Opportunity Identification and
Qualification
Priced Solution Submitted
Downselect
Terms Negotiation
Total

Time In Stage
1 - 3 Months
2 - 3 Months
1 - 2 Months
1 - 2 Months
6 - 10 Months

Average Months Target % Progressing

in Stage
to Next Stage
2

50%

2.5

75%

1.5

33%

1.5

99%

7.5

TCV Progressing to Next

Stage
$

1,000,000,000

500,000,000

375,000,000

123,750,000

122,512,500

Sales Pipeline Actions and Tasks

Actions to grow Identified and Qualified Pipeline
12345Actions to move Proposal Submitted Pipeline forward
12345Actions to progress Downselected Pipeline
12345Actions to close Final Terms Pipeline
12345-

Other actions needed

12345-

Help Needed

Responsibility

Help Needed

Responsibility

Help Needed

Responsibility

Help Needed

Responsibility

Help Needed

Responsibility