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Deal Pipeline: Stages of the Pipeline and What They Mean

Inbound

  • The first stage in the pipeline
  • When a customer fills in an event request form on kingofpops.com, a deal is created and lands in the Inbound stage
    • The Inbound stage is made up entirely of deals that have not yet been contacted or are not in conversation with a franchisee
    • When a form is submitted, a deal is either assigned to a franchisee in the Inbound stage if the deal is in a franchisees territory, or it reminds unassigned in the Inbound stage if it is not in any franchisee’s territory, and is available to be picked up 30 minutes after it is submitted by franchisees in the pipeline

    In Communication

    • The second stage in the pipeline
    • A deal in this stage is in the process of being closed. A franchisee is in conversation, either through emails, phone calls, or in-person meetings, with the customer associated with this deal.
    • Leads generated outside of Hubspot, once entered into a deal in Hubspot, would land in this stage, since a franchisee has already been in conversation with the customer outside of Hubspot prior to the deal being entered.

    Booked

    • The third stage in the pipeline
    • A lead in this stage has been confirmed by both the customer and the franchisee that the franchisee will attend this event. If it is a pre-paid event, the invoice should be sent before moving to Booked. If it is a retail event, the franchisee should have received confirmation from the event organizers that they are expected to attend that event before it is moved to Booked.

    Closed Won

    • The fourth stage in the pipeline
    • A retail deal in this stage has been executed by the franchisee and is no longer active.
    • If a pre-paid deal is in this stage, the invoice for the event has been paid regardless of if the event has occurred or not.
    • If a retail event required a different POS and is in this stage, the non-square pos form has been submitted regardless of the payment timeline of the event organizer. 

    Closed Lost

    • The sixth stage in the pipeline
    • A deal in this stage is no longer active or never took place, for any number of reasons. The customer could have stopped responding to contact, has canceled the event, the event is out of budget, the event was postponed or canceled after being booked, the franchisee is told by the customer that they are going with a different option.
      • A deal can always be moved out of Closed Lost if it becomes active again