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Pipeline is the deals you haven’t signed yet — new business and expansion — and the weighted upside they add to your forecast. Reviewing it has two parts: deciding which synced deals belong in your pipeline at all, then keeping the ones that do current as they move toward close.

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First, decide what’s in (Docking)

Deals sync from your CRM — HubSpot, Salesforce, and others — into Docking, a review queue. They sit there as pending and affect nothing until you act. For each one you either promote it into your pipeline or dismiss it. Only promoted deals become opportunities and reach your forecast. This is the point of the staging step: your CRM reflects everything your sales team is working; your forecast should reflect only what you’re willing to stand behind. (See Judgment is the gate.)

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Working the pipeline

Once promoted, each opportunity carries a type — New Business or Expansion — and a stage:
  • Prospect, Qualified, Proposal, Negotiation, then Closed Won or Closed Lost.
Each stage has a default win probability — Prospect 10%, Qualified 25%, Proposal 50%, Negotiation 70% — which you can override per deal when you know better. The forecast doesn’t count a deal’s full value; it counts its weighted ARR — the deal’s ARR times its win probability — so a 100kdealatProposalcontributes100k deal at Proposal contributes 50k of upside, not $100k. As you advance a deal’s stage, its weight rises with it. Reviewing the pipeline each week means moving deals to the stage they’re actually at, fixing probabilities you don’t agree with, and dropping anything that’s gone quiet.

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Closing a deal

When a deal closes, mark it Won or Lost. A win does two things: it leaves the pipeline, and it becomes a contract — so the value you were forecasting as weighted upside converts into committed ARR in your active book. That contract then follows the lifecycle like any other. A won deal counts toward ARR right away, before its paperwork is uploaded, because promoting and winning it was the decision that lets it count — see [Judgment is the gate](/concepts/judgment-is-the-gate).

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How it feeds the forecast

In the weekly forecast, promoted pipeline is shown as upside you can toggle on or off, kept visually separate from contracted ARR — so you can always see your committed number on its own, then see what the pipeline adds on top. Keeping stages and probabilities current here is what keeps that upside honest.