Pipeline Analysis Playbook: Four-Part Framework for GTM Health Assessment

Tomasz Tunguz presents a structured approach to pipeline analysis consisting of four key components: sales sandwich analysis for conversion rates, lead generation calculator development, daily mojo metric tracking, and second-order pipeline deviation analysis. The playbook emphasizes segmenting pipeline across five dimensions (origin, product, stage, sales motion, customer segment) to identify root causes of pipeline fluctuations and inform strategic go-to-market decisions.