Pipeline Velocity Analysis: Diagnosing Bottlenecks with Little’s Law

  • Course Code: REVOPS-205

  • Format: In-Person / Virtual

  • Description: Why are deals stalling? We apply Little’s Law (Queuing Theory) to calculate Pipeline Velocity. Diagnose whether your revenue engine is blocked by low win rates, small deal sizes, or long cycles.

  • Learning Objectives:

  • Calculate Pipeline Velocity ($Opportunities \times Win Rate \times Deal Size / Cycle Length$).

  • Diagnose specific process bottlenecks.

  • Prescribe interventions (e.g., training vs. more leads) based on data.

  • Scholar-Practitioner Framework:

  • Theory: Little’s Law (Queuing Theory).

  • Application: Velocity Diagnosis & Calculation.

  • Curriculum: The Physics of Sales; Variable Analysis; Removing Constraints.