Building Marketing's 2027 Pipeline Commitment From the Funnel You Actually Have
In most B2B companies the 2027 pipeline target is being set this month, and it is usually worked backwards from the bookings number using conversion rates nobody has checked since 2024. Those rates have moved. Here is how to rebuild the model from this year’s actual funnel, where the assumptions usually break, and how to agree a number with sales and finance that marketing can defend in September.