SaaS Talk™ with the Metrics Brothers is hosted by Dave "CAC" Kellogg and Ray "Growth" Rike. SaaS Talk™ provides unique insights, strategies, tactics and the metrics to measure customer acquisition, customer retention and customer expansion success for B2B SaaS companies.
Each 20-minute episode will cover a topic critical to profitable revenue growth chalked full of practical advice that can be introduced and applied in most B2B SaaS companies.
Is Pipeline Coverage Ratio simply the inverse of the win rate? Many people will translate a 20% win rate into the need for a 5:1 Pipeline Coverage Ratio - Dave "CAC" Kellogg and Ray "Growth" Rike dive into why that just isn't the case! There are multiple variables that need to be considered including:
- Win Rate versus Closed-Won Rate Conversion - there is a difference
- What happens to Pipeline Coverage Ratio when deals are pushed into or pushed out of the quarter
- How is Pipeline Coverage Ratio different in a 30 day sales cycle versus a 180 day sale cycle
- Bottom line - why Pipeline Coverage Ratio is NOT as simple as 1/Win Rate
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