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Pipeline & Deals

The pipeline tracks revenue opportunities with deal health scoring, stage velocity tracking, playbook process enforcement, and team performance comparison.

Pipeline Views

  • Kanban Board — drag deals between stages, see health dots and velocity on each card
  • List View — sortable table with all deal fields
  • Deal Inspection — pipeline review table for 1:1s (Pipeline → Inspect link)

Pipeline Summary Bar

The persistent strip above the kanban shows key metrics: Total MRR, Weighted MRR (probability-adjusted), Deal Count, Average Velocity (days), Win Rate, and Average Deal Health. All in Geist Mono tabular numerals.

Deal Health Score

Every open deal has a health score (0-100) computed from 6 leading indicators: activity recency, multi-threading, playbook compliance, stage velocity, close date stability, and decision maker engagement. Deals with health below 40 are "at risk" and show a red border on the kanban card. At-risk deals surface in the Daily Briefing.

Stage Gates

Pipeline stages can require playbook completion before a deal can advance. If "Requires Playbook Completion" is enabled on a stage, the system blocks advancement until all required playbook steps are done. This enforces sales process compliance — reps can't skip steps.

Kanban Cards

Each deal card on the kanban shows:

  • Health dot (green/yellow/red)
  • Deal name and account name
  • MRR in Geist Mono with probability percentage
  • Days in current stage (amber if exceeding average)
  • Thread count warning if single-threaded
  • Expected close date with days remaining
  • High-value deals (above $5K MRR) get an indigo left border accent
  • At-risk deals get a red left border accent

Deal Types

  • New Logo — brand new client
  • Expansion — additional services for existing client
  • Upsell — upgrade existing service
  • Cross-sell — new service category for existing client
  • Renewal — contract renewal

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