{
  "$schema": "https://pinlyx.com/resources/schema/pipeline.json",
  "version": 1,
  "name": "B2B SaaS pipeline",
  "description": "Six stages with entry and exit criteria and typical time in stage. Import under Pipeline > Edit stages. Replace probabilities with your own once you have 30 closed deals.",
  "stages": [
    {
      "name": "Lead",
      "probability": 10,
      "typicalDaysInStage": 5,
      "entryCriterion": "Inbound form, reply to outreach, or a referral name",
      "exitCriterion": "A real person confirms a real problem"
    },
    {
      "name": "Qualified",
      "probability": 25,
      "typicalDaysInStage": 4,
      "entryCriterion": "Need, authority and rough budget all confirmed",
      "exitCriterion": "Demo is on the calendar"
    },
    {
      "name": "Demo booked",
      "probability": 40,
      "typicalDaysInStage": 4,
      "entryCriterion": "Meeting accepted in the calendar",
      "exitCriterion": "Demo completed and proposal sent"
    },
    {
      "name": "Proposal",
      "probability": 60,
      "typicalDaysInStage": 7,
      "entryCriterion": "Written pricing is with the buyer",
      "exitCriterion": "Buyer responds on terms, not just price"
    },
    {
      "name": "Negotiation",
      "probability": 80,
      "typicalDaysInStage": 6,
      "entryCriterion": "Terms, security review or procurement under way",
      "exitCriterion": "Signature or a clear no"
    },
    {
      "name": "Closed won",
      "probability": 100,
      "typicalDaysInStage": 0,
      "entryCriterion": "Contract signed",
      "exitCriterion": "Terminal"
    }
  ],
  "coverageTarget": 3.0,
  "note": "Coverage ratio = weighted pipeline / monthly quota. Below 3.0 and you will miss, however good the individual deals look."
}