Pipento glossary

Here's what the terms you'll see across Pipento mean, grouped by where you'll meet them.

Stages

Pre-Qualified is for early leads you haven't qualified yet. Qualified is for leads you're actively working, and Discovery deals sit in this group too. Proposed means you've sent a proposal and you're waiting for a decision. Committed means the deal is signed and live, and it counts as won.

Stalled is for deals that are still active but waiting on something. Future Pipeline is for deals that aren't ready yet or have gone cold. Ghosted is for prospects who went silent after discovery and were never proposed. Lost is for deals you've lost or that didn't show. More on stages is in adding deals and moving them through stages.

Deal fields

Next action is a short note of what happens next on a deal. Follow-up is the date you'll do it. Last contacted is the date you last spoke to the contact. Source is where the deal came from, such as a referral.

Recurring value (12m) is what a deal is worth over 12 months. Monthly recurring is the monthly figure. Outsourced is what it costs you to deliver the work. A one-off project is work paid for once rather than monthly, with its own fee and cost. The close date is when you expect the deal to close.

Numbers

Won value (12m) is the total 12-month value of the deals you've won. MRR, or monthly recurring revenue, is the total monthly value of those won deals. MRR vs target shows how far you are from the monthly target you've set. Average monthly value is your MRR divided by the number of won deals.

Win rate is the share of closed deals you've won, counting won and lost deals only. Active pipeline is the value of the open deals you're working now. Projected gross is what you've won plus your active pipeline. Total pipeline is the value of every deal that isn't lost, including the ones you've won.

Average sales cycle is the average number of days from first contact to close, and the measured figure next to it is how many deals it's based on. Average client retention shows how many years of annual deals each client gives you on average, alongside how many clients have renewed and your renewal rate.

Pulse

The year-end forecast is what you've won this year plus your average monthly revenue from the last three months for each month left. Pipeline health is the number and value of your active deals. Needs Attention lists deals that have gone quiet for longer than your average sales cycle. See Pulse for more.

Team plan

My pipeline and Team switch between your own deals and everyone's. Jump to rep shows one person's pipeline. The owner is the person responsible for a deal. An account is a won client in CRM, with a renewal date, a check-in cadence and a health status of Healthy, At risk or Churned. A recurring task repeats on a schedule and rolls forward when you complete it.