Pipeline

Pipeline refers to the set of potential deals or opportunities at various stages of progression. In a sales context: the pipeline is all active customer opportunities weighted by probability and stage (prospect → qualified → proposal → negotiation → close). Sales pipeline health is a key metric VCs evaluate — it's a leading indicator of future revenue. In fundraising: the pipeline is all investors a startup is engaging simultaneously — from first outreach through due diligence to term sheet. Managing both pipelines simultaneously (selling the product while raising capital) is one of the most challenging aspects of early-stage startup leadership. Pipeline coverage ratio (total pipeline value / revenue target) is a common sales health metric, with 3-4x coverage considered healthy.