B2B Demand Generation Funnel: MQL, SQL, Pipeline & CAC by Channel

What you'll build

What you will be able to do

Each lab ends with a concrete result that you build yourself and the checker confirms, cell by cell.

• Turn a 'furthest stage' export into the number of records that reached each stage, the stage-to-stage conversion rates and the lead-to-won rate, and chart the funnel.
• Measure how long won deals spent in each stage, average the days per segment with AVERAGEIFS and calculate sales velocity.
• Work backwards from a new-revenue target to the deals, opportunities, SQLs, MQLs and leads it takes, then to the lead budget and a weekly lead goal.
• Score twelve inbound leads on fit (role, company size) and behaviour (pricing visits, webinar, email clicks), apply a two-part MQL rule and count the MQLs.
• Compare six demand channels by customer acquisition cost and by pipeline created per dollar, calculate the blended fully loaded CAC and chart pipeline efficiency.
• Measure how well Corvane covers the buying groups of its target accounts, flag engaged accounts with a two-part rule and compare their opportunity rate.
• Split Q3 pipeline into marketing-sourced and marketing-influenced with SUMIFS, find the influenced-only part and the sourced share.
• Weight every open opportunity by its stage probability, forecast the bookings that close next quarter and check pipeline coverage against the quota.