Pipeline Signals

Pipeline signals alert to deal health issues, forecast inconsistencies, and handoff compliance failures.

Signal Types

Signal Type	Description
Pipeline Hygiene (Warning/Critical)	Deal hygiene score exceeds threshold
Forecast Risk	Forecast confidence below threshold
Forecast Commit Without Buyer	Commit-category deal missing economic buyer or contacts
Forecast No Activity	Commit-category deal with no recent activity
Close Date Pushed	Close date pushed multiple times
Stage Stagnation	Deal stuck in same stage beyond threshold
Rep Coverage Gap	Rep pipeline below coverage ratio threshold
Handoff Incomplete	Late-stage deal missing handoff requirements
Onboarding Risk	High implementation complexity at close
Competitive Displacement Window	Competitor contract expiring soon
RFP Active	Active RFP detected via Starbridge

Signal	Typical Action
Pipeline hygiene	Review deal data quality, update next steps and contacts
Forecast risk	Validate forecast category, assess deal progression
Close date pushed	Investigate root cause, reset expectations with buyer
Stage stagnation	Evaluate deal viability, escalate or deprioritize
Handoff incomplete	Complete stakeholder mapping and success criteria before transition
Competitive displacement	Prepare displacement proposal, engage procurement
RFP active	Coordinate RFP response, engage pre-sales

All pipeline signal thresholds are configurable per organization.

Detailed threshold configurations and severity logic are available in the PILLAR Implementation Guide provided to active customers.