What this tells you
Pipeline velocity measures how fast revenue moves through your pipeline. The formula is straightforward:
Velocity = (Opportunities x Average Deal Size x Win Rate) / Sales Cycle Length
A higher number means your pipeline is converting revenue faster. But the number itself is less important than understanding which lever to pull.
Where most teams get stuck
After twenty years building revenue models, I have seen the same pattern hundreds of times. Teams look at pipeline velocity as a single number and miss the structural insight.
The four inputs do not carry equal weight. In most B2B SaaS companies between $100M and $1B ARR, win rate and sales cycle length are the highest-leverage variables. A 3-percentage-point improvement in win rate (from 22% to 25%) creates more revenue impact than adding 10 deals to the pipeline, because it compounds across every deal without adding cost.
Sales cycle length is the hidden variable. Most companies know their average cycle is "about two months." But the average masks critical variation. Enterprise deals might run 4-5x longer than mid-market. Expansion deals close 3x faster than new business. When you segment pipeline velocity by deal type, you find that your "one pipeline" is actually three or four different revenue engines with fundamentally different dynamics.
ORM's take: the number is a starting point
This calculator gives you a snapshot. What it cannot do is tell you why your velocity is where it is, which segments are dragging it down, or what specific changes will improve it.
That is what ORM's custom models do. We decompose your pipeline velocity by segment, by rep, by deal source, and by pipeline stage. Then we prescribe specific actions: accelerate these deals, add pipeline in this segment, reallocate these resources. The velocity number is the diagnostic. The prescription is where value is created.
Get the full diagnostic
This tool tells you your velocity. ORM tells you what to change.
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