Do I Have Enough Pipeline CalculatorGoalMake sure you enough PIPELINE in each opportunity stage to achieve your annual sales revenue goal.

Instructions1. Input your values in the yellow cells.2. Adjust benchmarks and targets according to your metrics and/or industry averages.

Annual Booking Objective $30,000,000Target Average ACV Booking $1,000,000

Stage (Probability) Target Stage Value Target # of Opps

1. Opportunity Identified $1,010,526,316 10112. Assessment Stage $252,631,579 2533. Priced Proposal Delivered $126,315,789 1264. Proposal "Accepted" $63,157,895 635. Contracting $31,578,947 32Award $30,000,000 30Full Pipeline Totals (.9 thru 5.0) $1,484,210,526 1484

Pipeline Benchmarks Vs. Actuals TargetQualified Pipeline Value (Stages 3-5) $221,052,632Qualified Opptys in Pipeline (Stages 3-5) 221 Average Opportunity Value $1,000,000

Pipeline Dashboard and Key Metrics

$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

Actual vs. Target Values by Stage

Actual Stage Value Target Stage Value

$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

Actual vs. Target Values by Stage

Actual Stage Value Target Stage Value

56%25%

12%7%

Actual Stage Values as % of Pipeline

2. Assessment Stage3. Priced Proposal Delivered

4. Proposal "Accepted"5. Contracting

Do I Have Enough Pipeline CalculatorMake sure you enough PIPELINE in each opportunity stage to achieve your annual sales revenue goal.

2. Adjust benchmarks and targets according to your metrics and/or industry averages.

Actual Stage Value

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 1717

Actual Gap$178,000,000 ($43,052,632)

242 21 $735,537 -$264,463

Pipeline Dashboard and Key Metrics

Target Stage Value Converting

Actual # of Opptys

Actual Stage Value

Converting

2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

0

50

100

150

200

250

300Stage Value and # of Opportunities

Actual Stage Value Actual # of Opptys

$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

Actual vs. Target Values by Stage

Actual Stage Value Target Stage Value

2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

0

50

100

150

200

250

300Stage Value and # of Opportunities

Actual Stage Value Actual # of Opptys

$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

Actual vs. Target Values by Stage

Actual Stage Value Target Stage Value

56%25%

12%7%

Actual Stage Values as % of Pipeline

2. Assessment Stage3. Priced Proposal Delivered

4. Proposal "Accepted"5. Contracting

2. Assessment Stage

3. Priced Proposal Delivered

4. Proposal "Accepted"

5. Contracting

$660,000 $680,000 $700,000 $720,000 $740,000 $760,000 $780,000 $800,000 $820,000 $840,000Actual Average Opportunity Value by Stage

Average Opportunity Value

For Help or To Discuss Your Results

Stage Value Gap

69% ($60,526,316) $791,66716% ($27,631,579) $818,182

7% ($26,315,789) $740,7414% ($13,157,895) $714,2862% ($3,578,947) $756,757

98.186% ($131,210,526) $802,563

Pipeline Dashboard and Key Metrics

Stage Values % of Pipeline

Average Opportunity Value

2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

0

50

100

150

200

250

300Stage Value and # of Opportunities

Actual Stage Value Actual # of Opptys

2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

0

50

100

150

200

250

300Stage Value and # of Opportunities

Actual Stage Value Actual # of Opptys

2. Assessment Stage

3. Priced Proposal Delivered

4. Proposal "Accepted"

5. Contracting

$660,000 $680,000 $700,000 $720,000 $740,000 $760,000 $780,000 $800,000 $820,000 $840,000Actual Average Opportunity Value by Stage

Average Opportunity Value

Instructions1. Input your actual values to create stage goals and benchmarks.

Stage (Probability) Time In Stage

1 - 3 Months

Priced Solution Submitted2 - 3 Months

Downselect1 - 2 Months

Terms Negotiation1 - 2 Months

Total6 - 10 Months

Opportunity Identification and Qualification

2 50%

2.5 75%

1.5 33%

1.5 99%

7.5

Average Months in Stage

Target % Progressing to Next Stage

$ 1,000,000,000

$ 500,000,000

$ 375,000,000

$ 123,750,000

$ 122,512,500

TCV Progressing to Next Stage

Sales Pipeline Actions and TasksActions to grow Identified and Qualified Pipeline1 -2 -3 -4 -5 -

Actions to move Proposal Submitted Pipeline forward1 -2 -3 -4 -5 -

Actions to progress Downselected Pipeline1 -2 -3 -4 -5 -

Actions to close Final Terms Pipeline1 -2 -3 -4 -5 -

Other actions needed1 -2 -3 -4 -5 -

Sales Pipeline Actions and TasksHelp Needed Responsibility

Help Needed Responsibility

Help Needed Responsibility

Help Needed Responsibility

Help Needed Responsibility

Pipeline AnalysisGoal Sheet - Stage ProgressionsPipeline Actions