Frequently asked questions
What pipeline coverage ratio is healthy?
3x to 4x quarterly quota in qualified pipeline at the start of the quarter. Below 3x, the quarter is at risk. Above 5x usually means the pipeline is bloated with stale opportunities that should have been disqualified.
How is pipeline coverage calculated?
Sum of qualified opportunity value divided by quota for the period. "Qualified" definition matters. Including SQL but pre-discovery deals inflates the number; including only late-stage deals understates true coverage.
What kills pipeline coverage?
Slow opportunity creation from outbound, weak inbound velocity, or large lost deals from late-stage attrition. Each requires a different fix. Diagnosing which is critical before throwing solutions at the symptom.
How often should coverage be reviewed?
Weekly at the AE level for current quarter. Monthly at the team level for next quarter. The leading indicator: opportunity creation rate. If creation slows for 3 weeks, coverage will dip next quarter.
How does Landbase support coverage building?
By feeding the top of the funnel with scored, fresh accounts so SDR teams hit weekly opportunity creation targets reliably. Most coverage problems are diagnosed at the top of the funnel, where Landbase operates.
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