Why ‘Pipeline’ Is Dead: Rethinking Revenue Metrics in an AI World
For decades, the sales pipeline has been the North Star of revenue operations. Managers review pipeline health in weekly meetings, forecast revenue from deals in progress, and allocate resources based on what the pipeline data suggests. But here’s the uncomfortable truth: pipelines are failing us. They’re static, lagging indicators that reflect past activity, not future outcomes. In an AI-powered world, where speed and precision define success, clinging to outdated pipeline metrics puts businesses at a disadvantage.
AI is reshaping the way revenue teams operate, and at the center of this transformation is AI Signal Scoring
