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Pipeline Velocity
A composite measure of how quickly deals move through the pipeline, combining the number of opportunities, average deal size, win rate, and sales cycle length into a single revenue generation rate.
What it shows
Pipeline velocity shows how much revenue the pipeline generates per day. It allows RevOps to model the impact of improving any single lever — adding more deals, increasing ACV, improving win rate, or shortening cycle time — before investing.
Formula
Pipeline Velocity = (Number of Opportunities × Average ACV × Win Rate) ÷ Average Sales Cycle Length in Days. Result is expressed as revenue generated per day.