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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.

Where deals come from

Most deals enter the pipeline through prospect handoff: a rep marks a prospect as Qualified in Focus Mode, which opens a dialog to confirm deal name / type / MRR / close date and creates the deal at your default Pipeline Stage. See Prospect Engagement Stagesfor the full handoff flow. You can also create deals manually from the Pipeline page or via the API for accounts that already exist.

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 Inter 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.

Note: deal health score (higher = better, deal-level) is a separate field from account churn risk (higher = worse, account-level). Deal health was not inverted in the April 2026 churn-risk rename.

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 Inter 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 a green 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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