GTM Glossary · Metrics
Pipeline Coverage Ratio
Open pipeline value divided by the revenue target for the same period.
[01]What It Means
A ratio of 3x means you carry three euros of qualified pipeline for every euro of target. The healthy figure depends on win rate: a team converting 33% needs 3x, a team converting 20% needs 5x. Coverage should always be read together with stage quality and age.
[02]Why It Matters
It is the earliest reliable signal that a quarter is at risk, weeks before the forecast moves. Coverage also tells an expansion team when to add sellers, because capacity is only useful when there is pipeline to work.
[03]Where It Goes Wrong
Counting stale opportunities that have not moved in two cycles as coverage.Comparing coverage across markets with different win rates and cycle lengths.Fixing low coverage with volume outreach instead of better targeting, which lowers win rate further.
[04]Related Terms