Pipeline velocity
Definition
Pipeline velocity is how quickly revenue (or square metres) moves through the pipeline over a period — typically a function of deal count, average deal size, win rate, and cycle length.
Velocity tells organizers whether sell-out is accelerating or stalling before the show calendar forces panic pricing. Raising velocity usually means shortening cycle length or lifting stage conversion, not just adding more leads. Measure by product line (booth vs sponsorship) because the maths diverge.
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