Pipeline Key Deals
Container handle for the field-array of key in-flight deals — each entry tracks deal name, current stage, dollar value, and confidence/commit status. Renders via the CollapsibleFormItemCardGallery widget (a reused gallery pattern shared with HR keyHires / keyOpenings). The "named deals the board should know about" surface — typically the top 5–10 deals by value or strategic importance. Common pitfall: a static list that doesn't reflect the current quarter — these should be refreshed each period to reflect actual top-of-mind deals, not carried forward from prior packs. — 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.pipeline_key_deals
Type: Text
Domain: Sales
Definition
Container handle for the field-array of key in-flight deals — each entry tracks deal name, current stage, dollar value, and confidence/commit status. Renders via the CollapsibleFormItemCardGallery widget (a reused gallery pattern shared with HR keyHires / keyOpenings). The "named deals the board should know about" surface — typically the top 5–10 deals by value or strategic importance. Common pitfall: a static list that doesn't reflect the current quarter — these should be refreshed each period to reflect actual top-of-mind deals, not carried forward from prior packs.
Formula
Container — field-array of items (name, stage, value, confidence). No aggregate calculation; the surface's purpose is to make individual deals visible at the board level. Sum of values across the items typically represents a meaningful share (≥ 25%) of the period's quarterly forecast.Why it matters
Concentrates board attention on the specific deals whose outcomes will determine the quarter — sales leaders often have valuable context (executive relationships, partnership levers) that only the board can deploy. Without named-deal visibility, board help on big deals happens reactively.
How to interpret
If the top 5 deals represent > 60% of the weighted forecast, the quarter is concentration-risky — any single slip is catastrophic. A healthy distribution has the top 5 below 50% of forecast. Track deal-mention persistence across quarters: deals that have appeared 2–3 quarters in a row at "high commit" without closing usually have a structural issue that's been missed.
Related KPIs
sales.pipeline_valuesales.weighted_forecastsales.quarterly_forecastsales.average_deal_sizesales.median_deal_sizesales.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 | Recommended |
| Series B | Recommended |
| Series C+ | Recommended |
| Public | Recommended |
Suggested for stages: Series A, Series B, Series C+, Public.
Default owning functions
- Sales
Machine-readable
- This KPI as JSON:
/api/ontology/sales/pipeline_key_deals.json - All Sales KPIs:
/api/ontology/sales.json - Full catalog:
/api/ontology/index.json
Pipeline Flow
Container handle for the additive / subtractive pipeline-flow bridge — reconciles opening pipeline to closing pipeline through the period's adds, wins, and losses (opening + new_opps − closed_won − closed_lost = closing) with dual count + value columns. Renders via the FlowSubform widget. The audit trail of the pipeline motion — without this, period-over-period pipeline changes are unexplained. Common pitfall: a "scrub" line (deals reclassified from open to lost mid-period) is needed to keep the math reconciling when CRM hygiene happens; without it the flow appears not to balance and trust in the underlying numbers erodes. — Sales KPI, I'mBoard-authored (editorial tier).
Pipeline Quarterly Forecasts
Container handle for the addable per-quarter forecast rows — each row tracks quarter, totalPipelineValue, weightedPipelineValue, expectedCloses (committed forecast), and dealCount. Rendered via the AddableQuarterlyForecastTable widget. Provides the multi-quarter forward visibility view the board reviews to validate the next 2–4 quarters of revenue, not just the current quarter. Common pitfall: filling in only the current quarter and treating future quarters as "we'll figure it out" — multi-quarter forecasting forces honest top-of-funnel planning for the periods beyond the immediate one. — Sales KPI, I'mBoard-authored (editorial tier).