Pipeline KPIs
Pipeline this week
$520K
↓ 48% WoW · prior: $1.0M
QTD Cumulative
$16.59M
228 deals · $2.80M behind pace
Weighted Pipeline (QTD)
$3.70M
22.3% weighted avg of pipeline
Pace Needed to Hit $21M
$4.41M
In 1 remaining week · ends 4/27
Pipeline created weekly — Q1 trend
1/26
$1.99M
$1.99M
2/2
$1.28M
$1.28M
2/9
$1.77M
$1.77M
2/16
$2.90M
$2.90M
2/23
$1.70M
$1.70M
3/2
$1.90M
$1.90M
3/9
$1.02M
$1.02M
3/16
$1.39M
$1.39M
3/23
$1.13M
$1.13M
4/6
$1.00M
$1.00M
4/20
$520K
$520K
* Red bar = current partial week (4/20) · Note: 3/30 week not visible in chart — possible data gap
Marketing funnel — contact progression (QTD)
Contacts
→ MRL46.35% enter funnel
MRL
52.44%→ MQL ✓ >25% bench
MQL
72.18%→ SAL ✓ >45% bench
SAL
3.03%→ SQL ✗ 12× below bench
SQL
78.95%→ SQO ✓ >20% bench
SQO
0.42%cumulative from contact
⚠ SQL count not directly visible on dashboard — ~19 estimated from 3.03% × 628 SALs · See Data Quality Notes
Pipeline by source — QTD ($16.59M)
Outbound
$6,625,000
39.9%
Inbound
$5,988,500
36.1%
Events
$2,415,173
14.6%
Partner
$1,308,000
7.9%
Other
$250,000
1.5%
Deal pipeline conversion (SaaS New Deals)
| Stage | Deals | Next step | Cumulative |
|---|---|---|---|
| Discovery | 42 | 100% | 100% |
| Qual / Demo | 11 | 26.19% | 26.19% |
| POC / Tech Eval | 3 | 27.27% | 7.14% |
| Technical Win | 3 | 100% | 7.14% |
⚠ 73.8% drop-off at Discovery → Qual/Demo — 31 of 42 deals stalled at the first sales stage
Engagement signals
Demo / Product Tour submissions
18 this week
↓ 55% WoW · prior week: 40
Chart x-axis ends 4/6 — most recent visible: 40 → 18
All form submissions
40 (partial wk)
↓ 86% WoW · prior full week: 286
Week of 4/20 incomplete — treat as floor estimate
SAL progress (QTD vs. goal)
628 actual
Goal: 1,258 · 50% attainment
SQL: 199 vs. goal · SQO: 102 deals vs. goal
Priority actions — week of April 20, 2026
1
Emergency sprint on 42 Discovery deals: With 1 week left and a $4.4M gap, sales leadership must personally triage every active Discovery-stage opportunity — accelerate POC sign-offs on the 3 Technical Wins and push the 11 Qual/Demo deals to commit by EOQ. The 26% Discovery→Qual conversion rate leaves 31 deals stalled at the earliest stage.
2
Immediate SAL→SQL audit: A 3.03% SAL-to-SQL rate (628 SALs → ~19 SQLs) is 12× below the 15% benchmark and is the root cause of the $4.4M pace gap. Audit the ~609 stalled SALs before Q2 begins — are they mis-scored, unworked, or lost without a disposition? Fix ICP definition or BDR outreach SLA now.
3
Assign follow-up owners for all event-sourced SALs: Events is the third-largest pipeline source at $2.4M (14.6%), but unworked event leads are a known driver of high-SAL/low-SQL patterns. Ensure every event SAL has a named owner with a 48-hour outreach SLA. Also review Partner channel ($1.3M / 7.9%) for Q2 — underperforming relative to a healthy SaaS mix.
Data quality notes
SQL COUNT MISMATCH — Funnel table implies ~19 SQLs (3.03% × 628 SALs), but SQL Goal gauge shows 199 contacts. Mismatch likely reflects different lifecycle filters or date ranges. Investigate before using either figure as authoritative.
MISSING WEEK 3/30 — Pipeline Weekly chart shows 11 bars from 1/26–4/20, with no data point for week of 3/30. Verify Deal Create Date filter includes that week; could be a filter gap or zero-pipeline week.
DEMO CHART DATE RANGE — Demo/Product Tour chart x-axis ends 4/6; Form Fills chart extends to 4/20. Mismatched date ranges make WoW comparison unreliable. Confirm "Submitted on" filters are aligned across both charts.
PARTIAL CURRENT WEEK — $520K pipeline and 40 form fills for week of 4/20 reflect an incomplete week. Treat as floor estimates, not performance signals.
PIPELINE STATS FILTER SCOPE — Dashboard shows "Filters (2)" on Pipeline Stats; filter definitions not visible. If deal types or team members are excluded, $16.59M QTD may not reflect total marketing-sourced pipeline. Verify before using as official figure.