How Do You Calculate a Pipeline Viability?

Ashley Allison: I get really excited about the inputs that make up the equation. And that's where I feel like you can make a lot of your strategic moves and decisions based on. So for instance, if you move that sales cycle length, like if you decrease that or if you improve ACV, like you're going to power that pipeline velocity up much faster. The other way that I use this is is exactly how Ashley mentioned too is I look at the individual Inputs as well. Nina: When you like the total opportunities, are you thinking of this as an MQL and SQL? I know we may call it a hero or a PQM. What's your recommendation