SaaS Pipeline Projector
B2B SaaS pipeline = MQL volume × MQL→SQL conversion × SQL→close conversion × ACV. Healthy Indian B2B SaaS conversions: MQL→SQL 30-60%, SQL→close 15-35%, sales cycle 60-180 days. Series A SaaS typically need 30-100 SQLs/month for sustainable growth.
- Pipeline = MQL × MQL→SQL × SQL→close × ACV.
- Indian SaaS Series A: 30-100 SQLs/month healthy.
- Sales cycle 60-180 days — plan revenue lag accordingly.
Pipeline / target close × 1.5x typical
weeks
ARR = MQLs × MQL→SQL × SQL→close × ACV- MQL definition consistent across team — match-quality + behavior + intent.
- MQL→SQL: 30-60% healthy. SQL→close: 15-35% healthy.
- Sales cycle: median, not average — outliers distort.
- Layer pipeline coverage 1.5-2x target to cover variance.
Frequently asked questions
What's a healthy MQL→SQL conversion?
30-60% for B2B SaaS. Below 30%: MQL definition too lenient or sales over-qualifying. Above 60%: probably under-counting MQLs or sales pulling everyone into SQL.
What's the typical sales cycle?
Indian SMB SaaS: 30-60 days. Mid-market: 60-120 days. Enterprise: 120-360 days. Plan pipeline-to-revenue lag based on cycle.
Should I track MQL or SQL volume?
Both. MQL volume measures top-funnel; SQL volume is the most accurate predictor of revenue. Track ratio MQL→SQL to ensure quality.
What's the ACV threshold for SDRs?
₹50k+ ACV. Below that, SDR cost (~₹6L/year fully-loaded) usually exceeds SDR-attributable revenue.
Want this applied to your business?
The tool gives the model. The audit applies it to your specific stage, ICP, and unit economics. Free 30 minutes.