Methodology
Veteran sales judgment, encoded as math.
PipelineIQ scores every deal, every quarter's forecast, and the revenue organization as a whole. The scoring methodology is decomposable, versioned, and explainable. You can always see exactly which deals or behaviors are moving any number. The brain is Brian Hall's decades of running mid-market revenue. The math is how we make it consistent across every Monday for every client.
Three proprietary scores
Decomposable from organization down to single deal.
Each score is built from named, weighted inputs. You can always click into a score and see what is moving it. We publish methodology version + weight changes in the portal so you can audit drift over time.
Deal Truth Score
Per opportunity · 0–100 · Refreshed nightly
Answers: is this deal real, at risk, or artificially inflated? Each score returns a classification, a recommended next action, and the specific missing MEDDPICC elements driving it.
Weighted inputs
- MEDDPICC completeness35%
- Stakeholder engagement breadth + depth20%
- Call + email engagement signals15%
- Deal momentum (stage tenure, push count)15%
- Historical win patterns at this stage + segment10%
- Buying signals (security, procurement, references)5%
Forecast Confidence Score
Quarter, by segment + rep · 0–100 · Updated continuously
Replaces rep-rollup forecasting with a weighted confidence model. Names the deals materially moving the number up or down, week over week, so the CRO intervenes where it counts.
Weighted inputs
- Aggregated Deal Truth Scores in commit45%
- Rep historical forecast accuracy25%
- Segment + product line conversion patterns15%
- Push frequency by rep10%
- Sandbagging indicators5%
Revenue Truth Score
Organization-level · 0–100 · Set at Snapshot, tracked monthly
The single headline number leadership defends to the board. Decomposes across 7 dimensions: pipeline quality, forecast accuracy, CRM hygiene, sales execution discipline, qualification rigor, win/loss patterns, and rep inspection consistency.
Weighted inputs
- Pipeline quality + contamination20%
- Forecast accuracy (trailing 4 quarters)20%
- Qualification rigor (MEDDPICC compliance)18%
- Sales execution discipline15%
- CRM hygiene + data quality12%
- Win/loss patterns10%
- Rep inspection consistency5%
Not a black box
Every score is auditable to the deal-level signal that moved it.
The fastest way to lose a CRO's trust is to hand them a number they can't explain. PipelineIQ scores are decomposable. Click a Deal Truth Score and you see the MEDDPICC dimensions, the call sentiment trend, the days-in-stage, and the rep's forecast accuracy that fed it. Click a Forecast Confidence Score and you see the specific deals raising or lowering it this week.
When the methodology changes, the version bumps and the changelog publishes. No silent re-weighting, no “the model said so.”
Example · single deal
Northeast Regional Health · Outsourced Coding · $420K
MEDDPICC completeness
Economic Buyer missing → -15
Stakeholder engagement
3 strong, 1 missing → strong
Call sentiment trend
Neutral → cooling on last call
Stage tenure (Procurement, 28d)
Above segment median → push risk
Buying signals
Security questionnaire returned · references requested
Rep historical conversion
Sarah Chen 34% win rate, calibrated
Classification: At-Risk · Primary action: CEO outreach to CFO Donovan within 7 days to unblock the BAA review.
Three north stars
The principles that govern every design decision.
Move from insights to decisions.
Every finding ends with a named action and an owner. We do not surface a chart and let you interpret it.
Move from analysis to action.
The brief is built to be read in 10 minutes and acted on the same week. No 50-page decks.
Move from visibility to accountability.
We name the deals, the reps, and the behaviors that matter, not just the numbers.
Want to see the scoring in action?
The live demo includes the RevOps view, where the methodology is exposed directly with input weights, integration health, and data quality. Click into any deal in the demo to see how the score decomposes to the signal level.