Required Pipeline Calculator
Estimate how much pipeline (and how many opportunities) you need to hit a revenue target given win rate and average deal size.
A revenue target implies a required number of wins. Wins imply a required number of opportunities based on your win rate.
This calculator converts quota into required pipeline and required opportunity count so you can plan top-of-funnel demand and capacity.
Prefer an explanation- Read the guide.
Required pipeline: how much pipeline (and how many deals) you needSales ops metrics hub: quota, pipeline, win rate, and capacity planningPipeline coverage: what it is, how to calculate it, and benchmarksSales funnel targets: leads -> MQL -> SQL -> opp -> win (how to plan)
$
%
$
Used to estimate pipeline per rep.
Extra buffer to cover pipeline push-outs.
%
Tip: you can type commas (e.g., 10,000).
Example
Using the default inputs, the result is:
$2,000,000.00
- Target revenue (period)
- $500,000
- Win rate
- 25%
- Average deal size (ACV)
- $25,000
- Active reps (optional)
- 5
- Slippage buffer (optional)
- 15%
How to calculate
- Enter your quota/target for the period.
- Enter win rate and average deal size (ACV/ARR/bookings).
- Optionally add a slippage buffer and active reps for per-rep targets.
- Review required pipeline $, required opportunities, and scenario ranges.
Formula
Required pipeline = target / win rate; wins = target / avg deal size; opps = wins / win rate
- Uses average deal size; segment for higher accuracy.
- Win rate is stable and measured on the same stage definition as your pipeline.
FAQ
Why is required pipeline target / win rate-
If you win X% of pipeline value on average, you need about 1/X times the target in pipeline to produce the target in closed revenue (before adding buffer for slippage).
Should I add a buffer above required pipeline-
Often yes. Deal slippage and push-outs can be material. Many teams set an additional buffer (e.g., +10-30%) based on historical slippage.
Common mistakes
- Using average deal size without segmenting (SMB vs enterprise).
- Using win rate from a different stage definition.
- Ignoring sales cycle slippage (time-bound pipeline matters).
Related calculators
SaaS Metrics
CAC Calculator
Calculate Customer Acquisition Cost (CAC) from total acquisition spend and new customers.
SaaS Metrics
Fully-loaded CAC Calculator
Calculate fully-loaded CAC by including paid spend plus sales & marketing costs (salaries, tools, and other acquisition costs).
SaaS Metrics
LTV Calculator
Estimate customer Lifetime Value (LTV) using ARPA, gross margin, and churn rate.
SaaS Metrics
LTV Sensitivity Calculator
See how gross profit LTV changes as churn and gross margin vary (simple 3x3 sensitivity).
SaaS Metrics
LTV:CAC Calculator
Compute LTV:CAC ratio and CAC payback using ARPA, gross margin, churn, and CAC.
SaaS Metrics
CAC Payback Period Calculator
Estimate how many months it takes to recover CAC (months to recover CAC) using gross profit.
Quick checks
- Keep time units consistent (monthly vs annual) across inputs and outputs.
- Segment by cohort/channel/plan before trusting a blended average.
- Use the related guide to avoid common definition and denominator mismatches.