Decision Tool

The Forrester Pipeline-To-Bookings-And-Revenue Calculator Tool

Robert Munoz
 and  four contributors
Oct 21, 2022

Summary

Organizations must define appropriate expectations of pipeline size required throughout the fiscal year to deliver the bookings goal. The Pipeline-To-Bookings-And-Revenue Calculator Tool helps sales and sales operations leaders derive the opportunity pipeline size needed by month to generate a target bookings goal — on the basis of a defined set of pipeline performance metrics for acquisition, cross-sell, upsell, and retention opportunity types — and the revenue generated from those target bookings.

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