You have a pipeline coverage ratio (PLC) of 10x. Is that good? Is it bad? Will you hit target? Will you team understand it?

The only thing you know for sure: It needs a winrate of 10% to work out.

But how do you use it operationally? Well.. It's pretty difficult. We dive into the problems with PLC in this episode.

• (00:00) - Introduction
• (01:26) - Pipeline coverage isn't helpful
• (11:53) - Pipeline coverage gets impacted so many ways
• (13:47) - This is how you can use PLC
• (16:33) - What's the alternative?
• (22:15) - The "boring" answer
• (24:06) - Unblended PLC

PS: Want a masters degree in B2B SaaS? Head over to the revenue letter.