Pipeline Coverage vs. Quota
Compute real pipeline coverage against quota — then show where the gap can be filled from in-market accounts you don't yet have in pipeline.
RevOps - Coverage
Coverage ratio by segment — plus the in-market accounts that fill the gap
1.7x
Mid-market coverage
18
In-market fill accounts
| Segment | Ratio | Gap to 3x |
|---|---|---|
| Mid-market | 1.7x | $2.4M |
| Enterprise | 3.2x | Covered |
Why it lands
A coverage report tells you mid-market is at 1.7x. This tells you which 18 in-market accounts — researching your category right now — could close the gap, so the number comes with a plan.
Overview
Take a pasted pipeline total and quota, compute coverage ratio by segment, and then use HG intent + search to identify in-market accounts not yet in pipeline that could fill the gap — turning a coverage report into a coverage-and-fill plan.
Use cases
Coverage gaps with a fill plan attached
Telling a segment lead they're under-covered is half the job. Handing them 18 in-market accounts not yet in pipeline is the other half.
Defensible board coverage numbers
Coverage math computed from real pipeline data plus a fill list grounded in HG intent gives RevOps a number it can defend in a board meeting.
View workflow prompt
# Pipeline Coverage vs. Quota
## Parameters
- `{{pipeline_summary}}` *(required)* — Pasted pipeline by segment (segment, pipeline $, quota $). Example: `Mid-market: $1.2M pipeline / $2.0M quota; Enterprise: $3.1M / $2.5M`
- `{{category}}` *(required)* — The category whose intent identifies fillable accounts. Example: `cybersecurity`
- `{{target_segment}}` *(required)* — The segment definition to search for fill accounts. Example: `US mid-market, 200-2000 employees`
## Purpose
Compute pipeline coverage from {{pipeline_summary}}, then close the loop: for any segment under the standard 3x coverage bar, find in-market {{target_segment}} accounts researching the {{category}} that aren't yet in pipeline, so the coverage gap comes with a fill list.
## Process
1. **Coverage math** — for each segment in {{pipeline_summary}}, compute coverage ratio (pipeline / quota) and flag segments below 3x.
2. **Gap sizing** — for flagged segments, compute the dollar gap to reach 3x.
3. **Find fill accounts** — `search_companies` + `intent_category` for {{target_segment}} accounts with rising {{category}} intent not in the pasted pipeline. `company_firmographic` to confirm segment fit.
4. **Estimate fill potential** — apply a stated average deal size to the count of qualified in-market accounts to show how much of the gap is fillable now.
5. **Plan** — rank fill accounts by intent strength; show coverage-after-fill.
## Output Format
Markdown with:
- `# Pipeline Coverage vs. Quota`
- `## Coverage by Segment` (table: segment | pipeline | quota | ratio | flag)
- `## Gap to 3x` (dollar gap per under-covered segment)
- `## In-Market Fill Accounts` (table: account | intent signal | est. value)
- `## Coverage After Fill` (projected ratio)
- `## Citations`
## Quality Checklist
- Coverage ratios computed from the pasted numbers, not invented
- Fill accounts confirmed in-market via `company_intent`/`intent_category`
- Fill accounts confirmed in segment via `company_firmographic`
- Average deal size used for fill estimate is stated, not hidden