Pipeline generation

Signal / SaaS / 16 May 2026

The MQL / SQL taxonomy is dating: UK B2B teams are moving to field-defined pipeline stages

MQL and SQL were the dominant pipeline-stage vocabulary in UK B2B SaaS for over a decade. In 2026 they are increasingly seen as a dated framing. Three reasons (marketing-side definition, buyer self-qualification, multi-touch attribution) and what's replacing them.

Explained / SaaS / 11 May 2026

Pipeline coverage and what 3x actually buys you

'You need 3x pipeline coverage' is the most-repeated heuristic in UK B2B sales. It works under specific assumptions and fails predictably when those assumptions don't hold. A practitioner walkthrough of the math, when 3x is the wrong target, and how to compute the coverage ratio your team actually needs from two quarters of historical data.

Coverage = 1 / realised close rate. Most UK SaaS teams should compute their actual ratio from CRM data rather than default to 3x. Adding low-quality SDR volume to fix under-coverage usually makes it worse. Use coverage as a leading indicator on Q+1 and Q+2; do not use it as a current-quarter forecast.