New Opportunities Added
Total dollar value of new opportunities entering the pipeline during the period — the top-of-funnel inflow line in the pipeline flow. The single best read on the marketing-and-SDR engine's output. Common pitfall: counting inflated, un-qualified opportunities (e.g. every demo request) overstates the engine's output; restrict to opportunities that pass a defined qualification stage (typically SQL or higher) before counting. Boards expect this number to track forward quota — a quarter's top-of-funnel should be ~1× the same quarter's quota for a normal sales-cycle business. — Sales KPI, I'mBoard-authored (editorial tier).
I'mBoard-authored (editorial tier)
No public third-party standard anchors this KPI yet, so I'mBoard authors and maintains the definition — transparently labeled as editorial tier. See the ontology methodology for the published vs editorial tier system and the back-attribution workstream.
Rogue ID: sales.new_opps_added_value
Type: Currency
Domain: Sales
Definition
Total dollar value of new opportunities entering the pipeline during the period — the top-of-funnel inflow line in the pipeline flow. The single best read on the marketing-and-SDR engine's output. Common pitfall: counting inflated, un-qualified opportunities (e.g. every demo request) overstates the engine's output; restrict to opportunities that pass a defined qualification stage (typically SQL or higher) before counting. Boards expect this number to track forward quota — a quarter's top-of-funnel should be ~1× the same quarter's quota for a normal sales-cycle business.
Formula
New Opportunities Added (Value) = Σ deal_value across opportunities that entered the pipeline during the period (using the same qualification-stage floor and value convention as upstream metrics). Excludes deals re-opened from closed-lost (those should be tracked separately to avoid double-counting top-of-funnel).Why it matters
Marketing/SDR output measured in dollars — directly determines whether future periods will have sufficient pipeline coverage. Trending down with stable conversion = future-period miss baked in 1–2 cycles out.
How to interpret
New opportunities added should run ~1× of the comparable-period quota at steady state (i.e. the period's top-of-funnel feeds roughly the same period's closes via the sales cycle). Sustained sub-quota top-of-funnel for 2+ quarters is the canonical signal to invest in marketing or SDR capacity.
Calculation policy
How an AI agent should compute this KPI from messy company data. Free-text rules consumed at reasoning time — not a deterministic DSL. The most common ways to get this wrong are listed under Common miscomputations.
Inclusion rules
- Σ deal_value across opportunities that ENTERED the pipeline during the period — the top-of-funnel inflow line in the pipeline flow.
- Use the same qualification-stage floor (typically SQL or higher) and the same value convention as the upstream pipeline metrics.
Exclusion rules
- Deals re-opened from closed-lost — track those separately to avoid double-counting top-of-funnel.
- Opportunities below the qualification floor (raw demo requests, unqualified inbound).
- Value already counted in the opening pipeline — only net-new entrants this period count.
Required inputs
- Opportunity entry / creation dates and deal_value.
- The qualification-stage floor and value convention.
- Comparable-period quota for the benchmark read.
Data-source priority
- CRM opportunity-created report for the period.
- Marketing / SDR attribution system as a cross-check on engine output.
Edge cases
- Re-opened closed-lost deals: exclude or track separately so the engine output is not double-counted.
- A mega-deal entering pipeline skews the inflow — inspect alongside the count of new opportunities.
- Deals created late in the period: attribute by entry date, consistently.
Validation checks
- This is the inflow term of the pipeline-flow identity: opening + new_opps_added −
sales.closed_won_value−sales.closed_lost_value− scrubs = closing pipeline (seesales.opening_pipeline_value). The flow must reconcile to the penny. - New opportunities added ≈ 1× comparable-period quota at steady state; sustained sub-quota top-of-funnel for 2+ quarters is the canonical future-miss signal.
Common miscomputations
- Counting un-qualified opportunities (every demo request) — overstates the marketing / SDR engine output.
- Counting re-opened closed-lost deals as new top-of-funnel — double-counts pipeline generation.
- Using a different value or stage-floor convention than the rest of the pipeline flow so the reconciliation breaks.
Related KPIs
sales.pipeline_valuesales.opening_pipeline_valuesales.pipeline_deal_countsales.pipeline_flowsales.win_rate
Source
I'mBoard editorial — authored and maintained by I'mBoard, first published 2026-04-01. No third-party standard is cited for this KPI; when one emerges, the definition is back-attributed and promoted to the published tier (a minor version bump). Read the ontology methodology for the published vs editorial tier system, attribution rules, and dispute process.
Stage relevance
| Company stage | Priority |
|---|---|
| Series A | Core |
| Series B | Core |
| Series C+ | Core |
| Public | Core |
Suggested for stages: Series A, Series B, Series C+, Public.
Default owning functions
- Sales
Machine-readable
- This KPI as JSON:
/api/ontology/sales/new_opps_added_value.json - All Sales KPIs:
/api/ontology/sales.json - Full catalog:
/api/ontology/index.json
New Customers Added
Count of net-new logo customers signed during the period (a customer is a discrete buying entity — typically an account, not a seat). Paired with sales.new_business gives Average Selling Price (ASP) — a primary input to ICP / segment-fit conversations. Early-stage boards read the logo count as a sanity check on top-of-funnel and PMF before ARR-density grows enough to matter. Common pitfall: counting expansion deals or new contracts from existing customers as "new" inflates the acquisition signal — the count must match the same "first-time customer" criterion as New Business ARR. — Sales KPI, I'mBoard-authored (editorial tier).
Opening Pipeline Value
Total pipeline value at the start of the period — the baseline against which the period's pipeline flow (+ new opportunities − won − lost = closing) reconciles. Equal to the prior period's closing pipeline by construction. Surfaces in sales.pipeline_flow as the `start` slot. Common pitfall: restating opening pipeline to retroactively "clean up" stale deals masks the hygiene problem rather than addressing it; cleanup should happen via explicit "old-deal scrub" lines in the flow, not by editing the opening baseline. — Sales KPI, I'mBoard-authored (editorial tier).