Pipeline Problems?

by | 25 Jun 23

In today’s competitive business landscape, maintaining a healthy pipeline value is crucial for sustained growth and success. However, various factors such as economic downturns, increased competition, and evolving customer preferences can lead to a decline in pipeline values. As an Edtech business, it’s essential to stay agile and adapt to these changes. In this blog post, we’ll discuss five proactive strategies you can employ to mitigate risks, reverse pipeline value declines, and position your business for long-term success. From innovation and technological advancements to strategic partnerships, we’ll explore how these efforts can significantly impact your Edtech business’s growth and strengthen your pipeline value. So, let’s dive in and discover the potential of these transformative strategies.

The total value of your Edtech business’s pipeline may be getting smaller and could continue to decline in 2024 due to several factors:

Market Saturation: As the Edtech industry continues to grow, more companies are entering the space, leading to increased competition. This saturation can make it challenging for your business to maintain its market share and attract new customers.

Evolving Customer Needs: The needs and preferences of educational institutions and end-users are constantly evolving. If your products or services don’t keep up with these changes or fail to address emerging trends, your pipeline value may suffer.

Technological Advancements: Rapid advancements in technology can quickly render existing Edtech solutions obsolete. If your business doesn’t invest in research and development to stay ahead of the curve, you could lose ground to competitors with more innovative offerings.

Economic Factors: Economic downturns or reduced government funding for education can negatively impact the overall demand for Edtech solutions, leading to a shrinking pipeline.

Ineffective Marketing and Sales Strategies: If your marketing and sales efforts aren’t effectively targeting and converting potential customers, your pipeline value may decline. This could be due to outdated strategies, weak messaging, or insufficient market research.

Insufficient Customer Retention: Failing to retain existing customers and secure repeat business can also contribute to a diminishing pipeline value. This may be due to poor customer support, lack of product updates, or inadequate account management.

To mitigate these risks and reverse the decline in your pipeline value, consider taking proactive steps such as:

Innovating and expanding your product offerings to address emerging trends and customer needs.


  1. Invest in research and development to stay ahead of technological advancements.
  2. Revamp your marketing and sales strategies to better target and convert prospects.
  3. Enhancing customer success initiatives to improve retention and encourage repeat business.
  4. Exploring strategic partnerships or collaborations to expand your reach and market presence.

Consider Tracking in your CRM:

Total Pipeline Value By Stage

#New Pipeline Opportunities Created / Week

In 2024, using social selling and focusing on revenue intent can boost your Edtech business’s pipeline. Social media helps build relationships and engage prospects while targeting high-quality leads increases sales efficiency. Combining these strategies ensures success and growth in the competitive Edtech market.

Revenue intent, or the intention of a prospect to make a purchase, plays a crucial role in building a healthy sales pipeline. Understanding and focusing on revenue intent can help your business in several ways:

Improved Lead Qualification: By identifying prospects with a strong revenue intent, you can prioritise leads that are more likely to convert into customers. This helps ensure that your sales team is focusing their efforts on high-quality opportunities, leading to a more efficient sales process.

Better Sales Forecasting: Recognising revenue intent allows you to better predict which deals are likely to close and when. This information is valuable for sales forecasting, helping your business plan resources and setting realistic expectations for revenue growth.

Enhanced Marketing Strategy: Understanding revenue intent can inform your marketing efforts, enabling you to create targeted campaigns that resonate with prospects who are ready to buy. This not only improves the effectiveness of your marketing but also helps generate more qualified leads for your pipeline.

Personalised Sales Approach: Identifying revenue intent allows your sales team to tailor their approach to each prospect, addressing their specific needs, pain points, and objections. This personalised approach can increase the likelihood of closing deals and moving prospects through the pipeline.

Stronger Customer Relationships: By focusing on revenue intent, your sales team can build stronger relationships with prospects who are genuinely interested in your product or service. This rapport can lead to higher customer satisfaction, increased loyalty, and greater potential for repeat business and referrals.

Increased Sales Efficiency: Concentrating on prospects with high revenue intent enables your sales team to allocate their time and resources more effectively, ultimately increasing productivity and conversion rates.

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