Pipeline is on target: ₹22 Cr, 47 active opportunities. We are hitting activity targets every week.
How many of those 47 are with the decision-maker?
Most of them.
Let us pull the 47 and filter for "spoken to the decision-maker".
He came back the next day: 12 of 47.
reported pipeline
with the decision-maker
The rest was ₹16.5 Cr of optimism stacked on top.
Activity is the input. Buyer coverage is the output
Activity targets are the easiest number to hit: 50 calls a week, 20 emails, 8 meetings booked. They look like progress on a dashboard. But 50 calls to gatekeepers are not 5 calls to decision-makers.
The founders I work with in the ₹5–80 Cr range rarely have an activity problem. They have a qualification problem dressed up as a pipeline problem.
The 10-Deal Test
Pull your top 10 open deals today
By value, not by stage.
Name the decision-maker for each
The person who signs, not the person who replies.
Write the date of the last conversation with them
Not the last email to the team.
Count how many you can complete
Fewer than 7 means your pipeline is lying to you about the forecast.
Related: Your pipeline is a list, not a system — the weekly line that keeps deals moving.