Updated: November 27, 2025 | Source: Optifai Pipeline Velocity Study 2025 (N=423 companies)
Pipeline Velocity benchmarks: B2B SaaS median $8,200/day ($3M annual). Formula: (# Opportunities × Avg Deal Size × Win Rate) / Sales Cycle Days. SMB segment: $4,500-$7,000/day. Mid-Market: $12,000-$18,000/day. Enterprise: $25,000-$50,000/day. Top quartile companies achieve 2.5× the velocity of bottom quartile. Fastest lever: reducing sales cycle (28% impact). Source: Optifai Pipeline Velocity Study 2025 (N=423 companies).
⚡ Calculate your pipeline velocity
Source: Optifai Pipeline Velocity Study 2025
Updated: 2025-11-27
Source: 423 B2B SaaS companies
Source: Cycle time is fastest lever
Source: 365-day calculation
| Segment | Daily Velocity | Annual Equivalent | Typical Drivers |
|---|---|---|---|
SMB ACV <$15K | $4,500-$7,000 | $1.6M-$2.5M | High volume, fast cycle |
Mid-Market ACV $15K-$100K | $12,000-$18,000 | $4.4M-$6.6M | Balanced metrics |
Enterprise ACV >$100K | $25,000-$50,000 | $9M-$18M | Large deals, long cycle |
❌ Optimizing Only One Variable
Pushing for more deals while ignoring win rate tanks velocity. A 50% increase in opportunities with a 30% drop in win rate = net negative.
❌ Shortening Cycles at Any Cost
Aggressive discounting to close faster reduces deal size. If you cut cycle by 20% but discount 25%, you've hurt velocity.
✅ The Right Approach
Model changes across all four variables before implementing. Use a velocity calculator to test scenarios. Small improvements across all variables compound dramatically.
This benchmark is based on pipeline velocity data from 423 B2B SaaS companies collected in 2025. Data is segmented by company size, ACV range, and performance quartile to ensure relevant comparisons.
Read full methodologyData last updated: November 27, 2025
Impacted metrics:
Regularly updated with latest industry data