Glossary entry
Pipeline
The set of in-progress deals across all stages, from first-meeting-booked through contract-signed. The single number boards care about: pipeline coverage (typically 3-4x of quota) is the leading indicator of next-quarter revenue. Mama scores every account in the pipeline against the latest signal data nightly — funding closed, exec moved, tech changed — so AEs see which deals just got hotter and which just lost their champion. Stale pipeline is worse than no pipeline.
01Definition
TLDR
The set of in-progress deals across all stages, from first-meeting-booked through contract-signed. The single number boards care about: pipeline coverage (typically 3-4x of quota) is the leading indicator of next-quarter revenue. Mama scores every account in the pipeline against the latest signal data nightly — funding closed, exec moved, tech changed — so AEs see which deals just got hotter and which just lost their champion. Stale pipeline is worse than no pipeline.
02Why it matters
Drives every quarterly forecast conversation. Underfilled pipeline at week 4 = panic by week 8.
03Example
Worked example
$2M quota → need $6-8M qualified pipeline → 200 open deals at $40K average ACV → SDR team needs to book 60-80 meetings/month.
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