Decision Tool

The Forrester Pipeline-To-Bookings Calculator Tool

August 21st, 2020
With contributors:
Andrew Pelletier , Ellen Lind


Organizations must define appropriate expectations of pipeline size required throughout the fiscal year to deliver the bookings goal. The Pipeline-To-Bookings 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 new, cross-sell/upsell, and renewal opportunity types. Although actual pipelines may include a combination of recurring and nonrecurring revenue opportunities made up of new and existing accounts sourced by sales, tele, marketing, or channel partners, different opportunity types should be broken out where possible.

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