Revscope

Free tool

Find your pipeline gap

See how much pipeline your number actually requires, and how far today's funnel is from it.

Calculate my gap
Revscope01 / 01

Your finding

$12.2M short

What that means$1.3M of new qualified pipeline every month, for the months left in which a deal could still close.
01Target$4M
02Pipeline needed$18.2M
03Coverage today1.5x
04Opps required405

Illustrative, based on a typical B2B team. Your own numbers replace these when you run the calculator below.

6 inputs

Everything the math needs

60 seconds

From target to gap

No email

The result is never gated

One link

Share your exact scenario

What your result gives you

The requirement, the gap, and the pace, in numbers you can put in front of someone else.

Required pipeline
What your target demands in open qualified pipeline, derived from your own win rate.
Your coverage, today and required
The two multiples side by side, which is the number most boards actually ask for.
The gap in dollars
How far the funnel is from the requirement, floored at zero when you are already covered.
Monthly creation pace
What you would have to add every month, inside the window where a new deal can still close.
A link that carries your numbers
Send it up and whoever opens it sees your exact scenario, not the defaults.

How to read your number

A gap on its own does not tell you what to do. The shape of it does.

The gap is large but the window is open

This is the normal case and it is a creation problem. The monthly pace figure is the number to plan against, because a gap spread over the remaining months is a demand target, not a sales one.

The window is nearly closed

When your sales cycle approaches the length of the period, new pipeline cannot land in time no matter how much you create. What closes this period is already in the funnel. The honest move is to protect conversion and start creating for the next one.

You are already covered

Coverage clears the requirement, so volume is not your constraint. Quality and timing are. Worth re-running with a stricter definition of qualified, since inflated pipeline is the most common reason this reads green and the quarter still misses.

Why this math usually gets missed

Almost every team does a version of this calculation. Six things go wrong with it.

Each one makes the requirement look smaller than it is.

  1. 01Coverage targets are inherited rather than derived, usually 3x because someone said 3x
  2. 02Win rate is measured across all opportunities, not the qualified ones the target depends on
  3. 03Renewals and expansion are counted in a number meant to be new business
  4. 04The sales cycle is left out, so pipeline is planned as if it could be created in month eleven
  5. 05Pipeline is counted at face value, with no stage weighting or slippage
  6. 06The gap is discovered in month seven, when the only lever left is discounting

How the calculation runs

Four steps, in order.

  1. 01

    Deals the target implies

    Your target divided by average contract value. The count of new logos the number actually requires.

  2. 02

    Opportunities behind them

    Deals divided by win rate. Every closed deal needs several qualified opportunities standing behind it.

  3. 03

    Pipeline that represents

    Target divided by win rate. This is your required coverage, derived rather than assumed.

  4. 04

    The window it fits in

    Period length minus one sales cycle. Pipeline created after that point cannot close inside the period.

See your number

How we calculate this

Every assumption, so the number holds up when someone pushes back on it.

New business only
Renewals and expansion follow different math. Mixing them is what makes a coverage target look achievable when it is not.
Required pipeline
Your target divided by your win rate. Coverage arithmetic, not a benchmark, so it moves with your own conversion rather than a rule of thumb.
Win rate
Share of qualified opportunities that close won. Floored at 1 percent, because a zero win rate makes required pipeline infinite and useless.
The creation window
Period length minus one average sales cycle. Anything created later cannot close inside the period, which is the part most plans skip.
Pipeline at face value
No stage weighting, no probability, no slippage. Real funnels convert worse than this, so treat the gap as a floor.
Gap never goes negative
If your pipeline already clears the requirement, the gap shows zero rather than a surplus.
Not included
Pipeline quality, deal aging, seasonality, ramp time for new reps, or anything about whether your team can actually create at the pace shown.

Built for

  • Demand gen leads being handed a number without a pipeline plan
  • CMOs preparing a board or budget conversation
  • Marketing and sales leaders arguing about what coverage should be
  • Anyone who needs the requirement written down before committing to it

Not built for

  • Forecasting what will actually close
  • Scoring or weighting individual deals
  • Territory, quota, or capacity planning
  • Renewal and expansion targets, which need different math

Questions

Knowing the gap is the easy part.

Twenty minutes on what it takes to create qualified pipeline at the pace your number requires, and whether your current motion can.

Book a walkthrough

Related reading

How to Scale Demand Generation Without Adding Headcount

Consolidate into one continuous engine so output scales while overhead stays flat.

What Is Continuous Demand Generation?

Running demand as an always-on engine instead of one-off campaigns, sprint by sprint.

Always-On vs Campaign-Based Demand Generation

When to use each, and why the strongest pipeline needs a continuous foundation.