{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.pipeline_stage_metrics",
    "slug": "pipeline_stage_metrics",
    "domain": "sales",
    "defaultLabel": "Pipeline Stage Metrics",
    "description": "Container handle for the per-stage pipeline metrics grid — for each pipeline stage (qualification, discovery, evaluation, proposal, negotiation, closing) tracks dealCount, totalValue, closingProbability, winRateFromStage, and avgTimeToClose. The most diagnostic surface in the pipeline view: where deals are bunching, which stage is the bottleneck, where conversion math is breaking. Rendered via the StageMetricsGrid widget seeded from PipelineStageValues. Common pitfall: trusting unchanged stage probabilities even as the deal mix shifts — re-calibrate the per-stage close rates quarterly against actuals or the weighted forecast drifts unreliably.",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "core",
      "seriesB": "core",
      "seriesC": "core",
      "public": "core"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Container — no scalar calculation. Per-stage rows: dealCount and totalValue are direct sums; closingProbability is the empirical historical close rate from that stage; winRateFromStage is the historical win rate of opportunities that reached that stage; avgTimeToClose is the average days from stage entry to close-won. Closing probabilities should be back-tested against actuals every 1–2 quarters and updated explicitly.",
    "whyItMatters": "Localizes pipeline problems to specific stages — flat pipeline value with a stage-2 buildup means lead-qualification is too loose; stage-5 stall means closing-skill or pricing-objection issues. Without this surface, the weighted forecast is opaque.",
    "interpretationGuidance": "Look for stage where deal count is bunching disproportionately — that is the current bottleneck. Compare win-rate-from-stage at the entry stage (top of funnel) vs late stages: large gaps imply the team is investing time on low-probability deals. The avgTimeToClose by stage should monotonically decrease (later stage = closer to close); if not, stage definitions are likely misaligned with actual buyer behavior.",
    "relatedKpiIds": [
      "sales.pipeline_value",
      "sales.pipeline_deal_count",
      "sales.weighted_forecast",
      "sales.win_rate",
      "sales.avg_sales_cycle_days",
      "sales.pipeline_sales_cycle"
    ]
  }
}