Pipeline math is fairly well established within the software industry. So, even if you haven't sold a thing, you should know what your target ratios are. The ratios are different based on different characteristics of the company and products but the metrics are known. For example, a funnel/close ration of 20:1 or 10:1 may be a target. If you don't hit that metric, something is wrong. A 3:1 ratio for close may be more appropriate at the key decision maker end. Again, if you aren't getting that, there is an issue.
You can't just accept whatever your numbers are as the standard.
I hope the delivery end is not dry for Q2. There certainly could have been deals on the small and mid size that required no 8k. Even talking about the trials and potential close dates would be good.
