Pipeline coverage is open pipeline over remaining target, and on many desks there is no CRM pipeline at all: the pipeline is renewals due, tenders in flight, RFQs open, applications pending, or the season's filings. This hub gives, for twelve industries, what stands in for the pipeline, where it lives, how it is weighted, and the multiple the desk actually needs, with the guide for each.
Pipeline coverage is one formula and a different object on every desk. This hub gives, for twelve industries, what stands in for the pipeline, where it lives, how it is weighted, and what the guide for that desk covers.
Coverage = weighted in-flight value closing in the period ÷ remaining target Needed multiple, per state = 1 ÷ historical conversion of that state at this point
| Industry | What is in flight | Where it lives | Weighted by | Guide |
|---|---|---|---|---|
| General B2B sales | Opportunities by stage | CRM snapshots | Historical conversion by stage | Pipeline coverage ratio |
| SaaS | Renewals due plus expansion opportunities | Contract register, CRM | Renewal rate by utilisation band; stage conversion | Seat utilisation before renewal |
| Insurance broking | Renewals due, by claims band | Placement ledger, outcomes | Non-renewal rate by band | Claims experience and retention |
| B2B telecoms | Contracts ending, by notice window | Contract register | Renewal rate; untouched in notice | Renewal calendar |
| Professional services | Proposals out, by source and fee band | Proposal log | Win rate by cell | Proposal win rate |
| Investment banking | Pitches made, by sector and product | Pitch log | Mandate rate by cell | Pitch-to-mandate conversion |
| Industrial manufacturing | Quotes issued, by family and turnaround | Quote log | Conversion by cell | Quote-to-order conversion |
| Hotel groups | Rooms on the books for future months | Reservation snapshots | Historical pickup from this point | Pace per property |
| Trading desks | Inquiries open and clients tiered | RFQ log | Size-weighted hit ratio | Client tiering by flow |
| Accounting firms | Engagements due in the season | Engagement list, calendar | Started or not by usual date | Season watch |
| Sports | Partner renewals due, by timing | Contract register | Late or on time against own history | Renewal timing |
| Education | Renewals due, by utilisation | Licence register, usage | Renewal rate by utilisation band | Licence utilisation |
The object, and where the history comes from. A desk with a CRM has snapshots; a desk with a contract register has renewal outcomes; a desk with a proposal log has win rates. Each is the desk's own record of what in-flight things became.
Renewals counted as certain. Coverage overstated by the non-renewal rate.
One multiple. Three, because someone said so.
No history kept. The conversion cannot be computed; the multiple is a guess.
Items outside the period counted. Next quarter's renewals covering this quarter's gap.
Covirage computes weighted coverage on each desk's in-flight object from its own history, with the needed multiple stated. The forecasting methods guide covers where weighted coverage sits among the ways to forecast, and each desk's guide covers its object.
Every desk has something in flight that becomes revenue at a rate: renewals, proposals, inquiries, filings, bookings. It has states and a history. The hub names the object per desk, and the coverage is computed on it.
From the desk's own history of what in-flight items at this stage and this point in the period actually converted. One over that rate. Never three by default.
For a subscription, contract or annual desk, renewals are most of the pipeline: revenue due to be re-won at a historical rate. Treating them as certain overstates coverage; treating them as new business understates it. The renewal calendar with historical renewal rates by band is the desk's weighted pipeline.