Outbound Glossary
Pipeline coverage
Open pipeline divided by the target. It tells you whether this quarter is already decided, which is usually the uncomfortable answer.
Pipeline coverage compares the value of open opportunities with the number you need to hit, expressed as a multiple. A team closing a third of what it opens needs roughly three times coverage to be on track.
It is the number that makes the case for outbound honestly. If coverage for the current quarter is short, no campaign fixes it, because the cycle is longer than the time left. Outbound started today buys the quarter after, and saying so is more credible than promising this one.