Why weighted beats unweighted
A 3x unweighted ratio hides everything that matters. If 80% of that pipe is early stage at 10% probability, real coverage is 0.3x — you're going to miss. Weighted coverage forces you to look at the stage distribution, not just the top-line number.
The aging haircut
Deals past their expected close date convert at less than half the rate of on-time deals. A 20% haircut on aged pipe is a reasonable default; if you have the data, apply higher haircuts to deals aged 30+ days past expected close.
New pipe required
If weighted pipe is below target, sourcing more pipe is the only lever. New pipe required = target ÷ win rate − qualified pipe. This tells the SDR/marketing team the actual number they need to source this quarter, not a wishful ratio.
FAQ
Where do the stage probabilities come from?
Ideally your CRM's historical win rate by stage. This calculator uses reasonable SaaS defaults (15/35/60/85%) but you should replace them with your actuals if available.
Is 3x coverage always the right target?
For B2B SaaS with 20–30% win rates, yes. Transactional / PLG-assist can survive on 2x. Enterprise with 15% win rate needs 4–5x.
Does the aging haircut double-count if I've already downgraded probability?
Only if you've already lowered stage probabilities on aged deals. Otherwise apply the haircut on top — most CRMs don't decay probability with age.
How does this differ from a forecast?
Coverage is a leading indicator (do we have enough?). Forecast is a point-in-time bet (what will actually close). Weighted coverage informs the forecast but isn't the forecast itself.
What if my win rate varies by segment?
Run the calculator separately per segment (SMB / mid / enterprise). Rolled-up win rates hide the segments that are actually broken.
Should I include renewals?
Only if renewals are part of the new-business target. Most orgs track them separately; mixing them inflates coverage falsely.
How this calculator is built
Independently maintained
Written by Sam Doshi and the RevenueLab editorial team. We don't sell the data feeds this tool is built on.
Sourced from primary data
Benchmarks come from public AdSense / Stripe / IRS disclosures and reader-submitted data — never third-party "$X per view" claims. Full methodology.
Last reviewed
July 2026. We re-check every figure on the platform on a rolling quarterly cycle.
Editorial standards
See our editorial policy and disclaimer. Results are estimates, not advice.