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What is the Pipeline?
The pipeline represents every active opportunity a sales team is working. Deals enter the pipeline at discovery or qualification and move through defined stages until they close won or close lost. The health of the pipeline predicts the health of future revenue.
In MaxIQ, the pipeline feeds every forecasting submission, analytics view, and pipeline inspection module. Teams that manage their pipeline well forecast accurately. Teams that do not create quarter-end surprises.
Why Pipeline Health Matters
A full pipeline is not the same as a healthy pipeline. Pipeline coverage of 3x or more against quota is a starting point, but stage distribution, deal age, and engagement quality determine whether that coverage is real or cosmetic.
Key Metrics
- Total pipeline value vs. quota target
- Stage-by-stage distribution (Waterfall view)
- Deals by age and days in stage
- Coverage ratio: pipeline value divided by quota
