Pipeline coverage ratio
Pipeline coverage ratio is the value of qualified opportunities in progress divided by the revenue target for the same period. Three times coverage is the working minimum for an agency; below that, the target depends on every deal closing.
Coverage is counted on qualified conversations rather than leads. A list of contacts who have not agreed to a call is not pipeline, and counting it is the most common reason a forecast misses.
The ratio is what tells you whether acquisition is the binding constraint. If coverage is under three times target, no amount of sales training changes the outcome, because there is nothing in the pipe to convert.
How Hydra uses it
Hydra checks coverage first in every diagnostic, because a conversion or delivery fix applied to an empty pipeline produces no revenue at all.
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