Thought Leadership
What Board Decks Get Wrong About Pipeline Health
5 mins read
A 4x pipeline-to-target ratio looks healthy on a board slide. It tells you almost nothing about whether that pipeline is real.
Independent pipeline reviews routinely find that a third or more of "qualified" opportunities have no genuine buying process behind them at all.
For operating partners, the fix isn't a bigger pipeline. It's an honest one.
WRITTEN BY
Nigel Kirkham