What to Look for in Pipeline Management Software

Your project based company’s pipeline is invaluable for your growth, so managing it properly should be high priority. With everything else in your enterprise that needs organization, however, how do you make sure your pipeline gets the attention it deserves? Some organizations may struggle with dedicating enough people, resources, and time to closely monitoring their pipeline, which means they miss out on gaining valuable insights that they can use to vastly improve their sales. If this describes your organization, you could benefit greatly from pipeline management software. In this blog, we will explain the benefits of using pipeline software as well has how to find the right tool for your business.

Why Use Pipeline Management Software?

How exactly can pipeline management software help? Being able to measure your pipeline health will give you a depth of insight that only few companies enjoy. This insight will help to understand the past, current standing, and a view into the long-range forecast. Having real-time reports and dashboards gives all stakeholders actionable information to make decisions for their role and level in the business. 

What Features Should a Pipeline Management Tool Have?

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To learn more, download our infographic!

Keep in mind that not all pipeline management software will give you the features and data that you need. Shopping around requires a keen eye and strong understanding of what characteristics will most benefit your organization. Although no two companies have the exact same needs, a pipeline management tool that serves as a good one-size-fits-all solution will be able to do the following:

  • The tool is 100% integrated with the project based ERP system you select
  • Customer Relationship Management (CRM): track your customer interactions
  • Contact categorization for easy reference (decision maker, geographic location, golf buddy, etc.)
  • Workflow optimization, assigning tasks and providing notification
  • Opportunity tracking by phase
  • Easy-to-use reporting, dashboards, and metrics to direct business decisions
  • Real-time data
  • Project notes and code fields for unparalleled analytics
  • Resource demand planning with both current and TBD resources
  • Ability to shift forecasts to the right or left
  • Ability to make POA adjustments as opportunities move through the funnel
  • One-click transformations from proposal project to an executable project
  • Cloud based system so there is 24/7/365 access to your information

Important Pipeline Management Metrics to Look for

In addition to the above key characteristics, an efficient pipeline management tool will have valuable metrics that allow you to take your pipeline management even further. With these metrics, you can pay attention to crucial details that may make all the difference between a Closed Won or Closed Lost.

  • Pipeline Snapshots (comparing the pipeline to the same time last year, quarter, month)
  • Bid to Win Ratio = # of bids/# of wins
  • Bid to Loss Ratio = # of bids/# of losses
  • Length of the sales process = number of days from identification to contract award
  • Phase statistics—what types of opportunities are in each phase, customer, etc.
  • Labor Utilization
  • Skill Set Utilization
  • Revenue targets by region, portfolio, customer etc.
  • Rate analysis by year
  • Forecast comparisons utilizing POA or other % forecasting methodology

Gain Real-Time Visibility of Your Pipeline with Unanet's Pipeline Management Software!

The health of your pipeline correlates to the health of your business, so why take any chances when it comes to your pipeline management tool? Unanet is an all-in-one ERP software for project based organizations. Our Pipeline Management and Customer Relationship Management software is designed to provide your business the real-time data and analytics it needs to keep on top of your prospects and branch into new market territory.

To learn more about the benefits of ERP software for not only your pipeline but your entire business, download our ebook! Or if, you want to test-drive Unanet for yourself, sign up for a demo!


Selecting an ERP for Professional Services eBook

Kim Koster

Kim Koster

Kim is currently the Vice President of Product Marketing for Unanet. She concentrates on thought leadership and market positioning specifically in the areas of project management, accounting and government contracting.  She started her career working for Raytheon where she held multiple management positions such as the Javelin Joint Venture Controller and Product Line Business Manager. Her love of project management developed in the early years of her career and today still enjoys talking about it and providing direction on best practices. After 17 years at Raytheon she joined ATK where she held the positions of Director of Business Systems, EVM Focal Point, and Finance Director.  Over the years Kim led multiple large ERP system implementations. She has been a mentor for her organizations and has provided guidance to many project and executive teams. Kim holds a BBA in Finance from the University of North Texas.

Being able to see where we are on projects REAL TIME instead of waiting for Monday processing has made it much easier to let clients know exactly where we are with their projects. Unanet has set a higher standard for project reporting and there is more to come!. - Jenny Clark director, solvability


"I love Unanet! It is great that you can run a report and easily see who is available, what projects a person is assigned to, and how many hours people are charging."- Michelle Graffin Controller, Orbital Technologies
"With Unanet we reduced invoice processing time by 65%. All invoices are now delivered with 48 hours of period end." - Keith Mortier CEO, LunarLine
An invoice that used to take 1 person 2-3 days that is now complete in 30 minutes, and a report that used to take 2 hours that is now produced in 2 minutes! - TJ Guarino, Tessada


"We selected the Unanet PSA product suite because it works, is simple to administer, and has rich functionality."- Brian MacDonald Director of Information Systems L-3 Communications Corporation