Pipeline Hygiene Score
The pipeline hygiene score (opportunities.hygiene_score) measures deal health. Higher score = more problems (dirtier pipeline). Uses 6 weighted variables plus 16 pipeline health rules.
6-Variable Hygiene Model
| Variable | Default Weight | Input | Scoring Logic |
|---|---|---|---|
| Stage Velocity | 20% | days_in_stage / stage_median_days | ≥ 2x median = 100, ≥ 1.5x = 70 |
| Close Date Slips | 20% | push_count | 3+ pushes = 100, 2 = 60, 1 = 30 |
| Next Step | 20% | has_next_step | Missing = 100, defined = 0 |
| Contact Coverage | 15% | contact_count | 3+ contacts = 0, 2 = 40, 1 or fewer = 100 |
| Economic Buyer | 15% | has_economic_buyer | Missing = 100, identified = 0 |
| Meeting Recency | 10% | meeting_recency_days | 21+ days = 100, 14+ = 70, 7+ = 30 |
Pipeline Health Rules (PH-001 to PH-016)
| Rule | Name | Weight | Description |
|---|---|---|---|
| PH-001 | Economic buyer identified | 8 | EB coverage across open deals |
| PH-002 | Deal contact coverage | 7 | Average contacts per deal |
| PH-003 | Forecast category consistency | 8 | Category/stage/probability alignment |
| PH-004 | Stale deal detection | 7 | Deals 30+ days in same stage |
| PH-005 | Deal meeting recency | 6 | Days since last meeting on primary deal |
| PH-006 | Deal amount data quality | 7 | Deals with $0 or missing amounts |
| PH-007 | Close date integrity | 6 | Past-due or >12 months out close dates |
| PH-008 | Stage skip compliance | 5 | Deals that skipped pipeline stages |
| PH-009 | Deal owner assignment | 6 | Unowned pipeline orphans |
| PH-010 | Pipeline coverage ratio | 7 | Total pipeline vs ARR (target: 2-3x) |
| PH-011 | Governance compliance | 6 | Commit without EB, missing next steps, stale meetings |
| PH-012 | Renewal data integrity | 5 | Duplicate active renewals, missing dates |
Handoff Compliance (PH-013 to PH-016)
These rules enforce Sales-to-CS handoff readiness on late-stage deals (Negotiation, Closed Won, Proposal):| Rule | Name | Weight | Description |
|---|---|---|---|
| PH-013 | Handoff stakeholder map | 7 | Late-stage deals need ≥ 3 contacts mapped |
| PH-014 | Handoff success criteria | 7 | Late-stage deals must have defined next steps |
| PH-015 | Handoff economic buyer | 6 | Late-stage deals must have identified EB |
| PH-016 | Handoff composite compliance | 8 | Combined: stakeholder map + success criteria + EB (33/33/34 weighted) |