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Glossary:
Sales Pipeline
Master the essential revenue and financial metrics that drive B2B SaaS success. From ARR and MRR to retention metrics and customer economics, these terms are critical for understanding pipeline health, forecasting growth, and making data-driven decisions.
Closed-Won
Short Definition
A successfully closed revenue opportunity with signed contract and payment terms met.
Definition
A Closed-Won opportunity represents revenue successfully booked when the buyer signs a contract and payment terms are met. Win analysis extracts lessons for replication across similar deals and segments.
Closed-Won status triggers onboarding, expansion planning, and forecasting attainment.
Why Closed-Won Matters
- Validates sales process effectiveness.
- Fuels accurate quota attainment reporting.
- Identifies winning patterns for replication.
- Triggers customer success handoff.
- Informs pricing/deal structure optimization.
How to Process Closed-Won
- Update CRM: close date, ARR/ACV, cohort.
- Complete win analysis survey (5 questions max).
- Notify CS for handoff (<24 hours).
- Tag buyer persona, industry, velocity.
- Review in team forecast meeting.
Win Analysis Framework
Key Metrics
- Closed-Won rate (% of created opps).
- Average Closed-Won value.
- Closed-Won velocity (creation to close).
- Closed-Won by source/persona.
Common Mistakes
Frequently Asked Questions
When do I mark a deal Closed-Won?
Contract signed and first payment terms met.
What about multi-year deals?
Book ARR/ACV per your revenue recognition policy.
What if the deal reopens?
Duplicate the opp record, note the original in description.