Reevaluating Pipeline Economics

In this week’s live event, Chris discusses the complexities of unit economics, pipeline coverage, and go-to-market efficiency. He starts the session with a deep dive into the concept of revenue breakpoints and how they serve as critical metrics for analyzing business scalability from $20 million to $100 million ARR. Chris stresses the importance of improving economic efficiency around pipeline creation and aligning sales resources to meet financial guardrails.

Following the detailed discussion on revenue breakpoints, the episode transitions into actionable insights on measuring and improving unit economics. Chris explores how declining win rates and ineffective pipeline coverage strategies can derail even the most well-planned business growth models. He dissects how to analyze total go-to-market expenditures, highlighting the need for strategic reallocation of budgets, especially when forecasted pipeline targets become unrealistically inflated. The conversation includes practical advice on launching new go-to-market programs without compromising existing unit economics.

If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here.

Can’t make the event but have a question for Chris? Submit it here.