CRM Reporting
Pipeline by opportunity type
Reading the breakdown of what is in play by kind of business, and what it tells you about your mix.
Last updated September 2, 2026
Open pipeline can be broken down by type as well as by stage. Stage tells you how close the work is; type tells you what kind of work it is.
The questions it answers
- Is the growth in the work we want more of, or the work we tolerate?
- Are we too dependent on one product line?
- Did the push into a new area actually produce a pipeline, or just meetings?
Reading it
Compare the mix with the mix of what you have won. Where a type is a large share of the pipeline and a small share of the wins, you are spending effort on work you do not convert — which is worth knowing before you chase more of it.
IT IS ONLY AS GOOD AS THE TYPES
If half your deals sit on one catch-all type, the breakdown shows one big bar and tells you nothing. Fix the type list before drawing conclusions from the chart.