{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.pipeline_value",
    "slug": "pipeline_value",
    "domain": "sales",
    "defaultLabel": "Pipeline Value",
    "description": "Sum of the dollar value of all active deals currently in the sales pipeline — unweighted (raw deal-value sum, not probability-weighted). Boards read this as the top-of-funnel sufficiency check: if pipeline coverage (pipeline value / forecast) drops below the historic conversion-rate-implied threshold, the forecast is at risk. Common pitfall: confusing pipeline value with weighted forecast — the unweighted number always exceeds the weighted, often by 3–5× depending on the stage mix. Always report both and the implied conversion ratio.",
    "fieldType": "currency",
    "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": "Pipeline Value = Σ (deal_value) across all open opportunities in stages between qualification and signature (excludes closed-won and closed-lost). No probability weighting — for that, see sales.weighted_forecast.",
    "whyItMatters": "The capacity number for the forecast — without sufficient pipeline value, the forecast is structurally unachievable regardless of close-rate execution. Coverage ratio (pipeline / quota) is the first read on whether the team can hit the period.",
    "interpretationGuidance": "Typical SaaS pipeline-coverage benchmark is 3× quota for the current quarter and 4–5× for the next quarter (industry folk-wisdom — varies meaningfully by historical win rate; the right multiple is 1 / historical-win-rate, not a fixed number). Coverage below the historic-conversion-implied threshold is the canonical \"you will miss\" signal.",
    "relatedKpiIds": [
      "sales.weighted_forecast",
      "sales.pipeline_deal_count",
      "sales.average_deal_size",
      "sales.win_rate",
      "sales.quarterly_forecast",
      "sales.pipeline_stage_metrics"
    ],
    "metricBasis": {
      "timeBasis": "point_in_time",
      "production": "primary"
    }
  }
}