Setting up a weighted pipeline
Learn how to calculate a weighted pipeline value in Attio using a formula attribute.
Available on pro and enterprise plans.
Admins can create and manage attributes and workflows. Members can create and manage attributes with Full access to the relevant object or list.
A weighted pipeline adjusts each deal's value by its likelihood of closing, giving you a more accurate forecast than raw pipeline totals. For example, a $50,000 deal with a 40% close probability contributes $20,000 to your weighted pipeline. This guide walks through the full setup: a formula attribute that calculates each deal's weighted value from its deal stage, and the reports that turn weighted values into a forecast.
Formula attributes are currently in Beta.
How a weighted pipeline works in Attio
The weighted value is calculated by a single formula attribute. The formula reads each deal's stage, matches it to a close probability you define, and multiplies the Deal value by that probability.
Once this formula is created, weighted values appear for every deal that have a Deal value, including deals already in your pipeline. When a deal is created or moves to a new stage, its weighted value recalculates automatically.
Before you start, make sure the Deals object is activated and your deals have values in the Deal value attribute.
Create the weighted value formula attribute
First, decide what close probability each stage represents, as a whole number. For example:
Deal stage | Probability |
|---|---|
Contacted | 10 |
Qualification | 20 |
Evaluation | 40 |
Negotiation | 75 |
Closed Won | 100 |
You don't need to include your lost stages. Any stage left out of the formula gets a probability of zero, so lost deals drop out of your weighted pipeline automatically.
You must be an admin in your workspace, or have full access to the deals object, to create an attribute.
Then create the attribute.
Go to the Deals view.
Click the three-dot menu ⋮ and select Manage attributes.
Click Create attribute.
Select Formula as the attribute type.
Name the attribute Weighted value.
From here, click + Create formula to open the formula editor. You can generate the formula with the AI composer or write it yourself.
Generate the formula with AI
Paste the prompt below into the AI composer, and edit it to list your own stages and probabilities before you run it:
Write a formula that multiplies Deal value by a close probability based on the deal's current stage, then divides by 100. Use these stages and probabilities: - Contacted: 10 - Qualification: 20 - Evaluation: 40 - Negotiation: 75 - Closed Won: 100 Any stage not listed should return 0.
Review the generated formula before moving on. Check that every stage that you set a probability for is included, and that each probability value is correct.
How the formula works
Each if() condition checks whether the deal is in a given stage and returns that stage's probability if it is, or zero if it isn't. A deal can only be in one stage at a time, so the conditions add up to a single probability. The formula multiplies the deal value by that probability and divides by 100 to express it as a percentage.
Set the output and save
Once the formula is in place:
Check that the Output dropdown is set to Currency. If not, select it to override the output type.
Select your currency from the Currency dropdown, matching the currency of your Deal value attribute, such as USD, EUR, or GBP.
Optionally, adjust the Display, Decimal Places, and Grouping settings.
Click Save changes.
Every deal with a deal value now shows a weighted value, and it updates automatically whenever the deal changes stage. To learn more about how the formula editor works, see Formula attributes.
Report on your weighted pipeline
Once each deal has a weighted value, you can build shared reports on a dashboard or pull ad hoc answers with Ask Attio.
Create a weighted pipeline report
An Insight report shows your current weighted pipeline, broken down however your team forecasts.
Click Reports in the sidebar, then create or open a dashboard.
Click + Add report and choose Insight.
Set Data source to Deals.
Set Metric to Weighted value with the Sum aggregation.
Set Grouped by to Deal stage.
Add a filter to exclude your won and lost stages, so the report shows open pipeline only.
Choose Bar as the visualization.
The report now shows your total weighted pipeline by stage. To see weighted pipeline per rep instead, set Grouped by to Deal owner.
Ask questions with Ask Attio
For ad hoc questions, Ask Attio can query your attributes directly, including formula attributes, and answer in natural language. Try prompts like:
"What's my total weighted pipeline across all open deals?"
"Break down my weighted pipeline by deal owner."
"Which five deals contribute the most to my weighted pipeline?"
"Compare weighted pipeline for deals closing this quarter against last quarter."
Ask Attio answers are useful for quick checks, but they aren't saved or shareable. For numbers that your team checks regularly, build a report on a dashboard instead.