Pipeline Coverage should divide Open Pipe by the Gap to be helpful

HubSpot Ideas
1

Open Pipeline Coverage value is the result of dividing the goal / open pipeline value.

Honestly, I don’t think it’s working as designed because the closer you get to the goal you should need less coverage and the way it is working now is just does pipe/goal when it should be pipe/gap

Take this thoretical example:

OPEN PIPELINE = £996K

GOAL £1.3M FY 2024

CLOSED WON £714.3K
GAP £605.7K

OPEN PIPELINE COVERAGE = 0.8X

So why do I only see 0.8X coverage please? To my mind I have more the 1x coverage to meet the gap?

If I did open pipe/gap I get 1.644x which is the my pipeline coverage I have to hit my goal - otherwise its not doing its job IMHO in communicating coverage and when you show this to leadership they’ll get spooked when they don’t need to.

That’s the point of goals - you need to know how much coverage you ned to get there - and right now the maths should say I have MORE THAN 1x coverage - or the gap is meaningless.

Please explain why it is working the way it is or add a new metric or change the way it is currenently working… or tell me I’m barking up the wrong tree.

2

I have never used only OPEN Pipeline against Total Target.

In my previous experiences we either used Open Pipeline against Gap Target (as you explain) or Total Pipeline (i.e. signed deals 713k + open pipeline996k) against Total Target.

3

@DBrazil @dgm3 I’m the PM for Forecasting and I completely agree with you, it should be measuring open pipeline/gap, not open pipeline/goal. We’ve just shipped a change today so that metric should now be looking at open pipeline/gap, as you described.

Thanks for the feedback, we hope this change helps your teams to better understand the state of your pipeline and forecast more accurately!

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