Sales/pipeline or customer health
Show whether the pipeline and existing customer base support next quarter's revenue plan.
SaaStr's board-deck guidance treats pipeline coverage and churn as leading indicators the board should track every quarter, not just at fundraise time.
- Pipeline coverage ratio against next quarter's target
- Logo and revenue churn, or NRR, stated as a number
- Named customer wins or losses that materially move the numbers
- A list of every deal in the CRM
- Churn described qualitatively ('some churn') instead of as a percentage
- Pipeline coverage below 2-3x next quarter's target with no plan to close the gap
- Churn rate omitted entirely
- Reporting only new bookings and never mentioning churn in the same breath
- Counting unqualified leads as pipeline to make coverage look healthier
- · Is churn stated as a percentage, not a story?
- · Does pipeline coverage actually support next quarter's revenue target, or fall short?
Pipeline: $[X] ([Y]x coverage of target). Churn: [Z]% logo / [W]% revenue. Notable: [win/loss], [$ impact].
"Sales had a busy quarter with a healthy pipeline and good customer feedback."
"Pipeline: $410K (2.1x next quarter's $196K ARR target). Logo churn: 4% this quarter. Lost one $18K/yr customer to an in-house solution; won two enterprise contractors' desks worth $22K/yr combined."
Nimbus gives an exact coverage ratio and names the specific churned account with a dollar figure, so the board can judge whether the loss is a pattern or a one-off.
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