Net New Pipeline
Net New Pipeline is the dollar value of opportunities created in a defined period — new pipe added — as distinct from existing pipeline movement or pipeline carried forward from prior periods.
What is Net New Pipeline?
Net New Pipeline is the cleanest measure of pipeline-generation motion. It excludes opportunities that already existed (which can inflate 'total pipeline' without anyone doing pipeline-generating work) and includes only new opportunities created this quarter. The discipline is consistent definition: which opportunity stage counts as 'created,' which sources count, how reopened opportunities are handled. Mature teams track Net New Pipeline weekly as a leading indicator of revenue 1-2 quarters out.
Why it matters
- Cleanest measure of pipeline-generation work — strips out stale or carried-over pipeline.
- Leading indicator of revenue 1-2 quarters ahead.
- Forces consistent opportunity-creation definition — discipline that pays off across reporting.
Use cases
- Weekly pipeline review. Net New Pipeline as the primary metric — total pipeline is secondary.
- Channel-level diagnostic. Net New Pipeline per source reveals which channels are healthy.
- Sales capacity planning. Net New Pipeline trends drive hiring and territory decisions.
How turgo helps
turgo tracks Net New Pipeline per agent, per channel, per ICP segment — so leadership sees where pipeline is being created and where it's not.
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