Measurement & ROI:
How Do I Measure Pipeline Velocity for Target Accounts?
Pipeline velocity is not one number. For ABX, measure throughput (opportunities advanced per period), speed (time-in-stage), and yield (win rate × ACV) for your target account cohorts—then compare against a control.
Use a 3-part velocity scorecard: (1) Stage Velocity = median days in each stage for target accounts; (2) Throughput = # opportunities advancing ≥1 stage per week; (3) Funnel Velocity = (# Qualified Opps × Win Rate × ACV) ÷ Sales Cycle (days). Report results as ABX-touched vs control and target vs non-target account cohorts.
What to Track for Target-Account Velocity
Operationalizing Velocity for Target Accounts
Stand up a repeatable workflow that joins CRM stages, ABX touches, and Finance amounts.
Velocity Measurement Workflow
- Define cohorts — Target list, ABX-touched flags, control group, and acquisition vs expansion lanes.
- Normalize stages — Publish stage entrance/exit rules; backfill missing stamps; lock stage names for the quarter.
- Compute stage velocity — Median days in stage and Δ vs last quarter; track exits to advance, regress, lost, on-hold.
- Compute throughput — Weekly count of opps advancing ≥1 stage per rep/region for target accounts.
- Compute funnel velocity — (QO × Win Rate × ACV) ÷ Sales Cycle; show ABX vs control and target vs non-target.
- Publish actions — If time-in-stage exceeds SLA, trigger exec assist/workshop; if stuck rate spikes, launch deal desk or value proof.
Velocity Metrics Comparison Matrix
| Metric | What It Shows | Formula / Definition | Best For | Watchouts |
|---|---|---|---|---|
| Stage Velocity | Speed through each stage. | Median days from stage entry → exit for target accounts. | Finding friction; SLA governance. | Garbage in, garbage out if stamps are missing. |
| Throughput | Volume advancing per period. | # opps advancing ≥1 stage / week (target cohort). | Capacity planning; SDR/AE productivity. | Can rise with small low-quality opps; pair with ACV. |
| Funnel Velocity | Dollar speed of the pipeline. | (Qualified Opps × Win Rate × ACV) ÷ Sales Cycle (days). | Executive rollups; forecasting health. | Hides bottlenecks; always drill to stages. |
| Stuck Rate | Share of stalled deals. | % opps with no movement in last 14/30 days. | Early risk signals; deal desk triggers. | Needs activity logging discipline. |
Client Snapshot: Velocity Lift from ABX
Target accounts receiving ABX workshops saw median S1→S2 drop from 23→17 days (−26%), throughput rise from 11→15 opps/week, and funnel velocity climb from $42k/day to $58k/day due to better win rate (22%→27%) and shorter sales cycle (94→81 days).
Connect velocity to The Loop™ stages and your ABX scorecard (coverage, engagement, progression) to diagnose why speed changes—not just that it changed.
Pipeline Velocity FAQs
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