WEIGHTED PIPELINE ROAS CALCULATOR

What's your real ROAS before deals close?

Project your ad return before deals close by weighting open pipeline against historical close rates. Built for B2B teams with long sales cycles.

Weighted ROAS = (Closed Revenue + (Open Pipeline × Close Rate)) / Ad Spend
YOUR AD SPEND
CLOSED REVENUE
OPEN PIPELINE
WEIGHTED ROAS
—
Projected total return
PROJECTED RETURN
$0
Closed + weighted pipeline
CLOSED-WON ROAS
—
Confirmed revenue only
BREAKDOWN
Closed revenue (confirmed)$0
Weighted pipeline value$0
Total projected return$0
Ad spend$0
Net return$0
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How weighted pipeline ROAS works

Weighted pipeline ROAS is for teams that have enough historical data to know their close rates by pipeline stage. It lets you project return forward instead of waiting for deals to close — useful when leadership wants a ROAS number before the full sales cycle has played out.

The formula weights your open pipeline by your historical close rate to get a probability-adjusted estimate of what you'll eventually collect. Add that to confirmed closed revenue, divide by ad spend, and you have a forward-looking ROAS that's a far better forecast than either "0x because nothing closed yet" or the full pipeline value treated as certain.

When to use this: when you have at least 6 to 12 months of historical close rate data to base the projections on. Without that baseline, the close rate is a guess and the projection won't hold up.

Related tools

Use the ROAS Calculator for a simple closed-revenue check, or the Cohort ROAS Calculator to track how a specific spend period matures over time. For the complete framework, read our guide to calculating B2B ROAS.

Frequently asked questions

What is weighted pipeline ROAS?
A projection: closed revenue plus open pipeline discounted by your historical close rate, divided by spend.
How is it different from closed-won ROAS?
Closed-won counts only signed revenue; weighted adds a probability-adjusted estimate of open deals.
What close rate should I use?
Your historical close rate for deals at that stage, ideally from 6–12 months of data.
Weighted pipeline ROAS is a projection, not a guarantee. Actual results depend on close rates, deal size, and sales cycle length. Use alongside your CRM and closed-deal history for the most reliable baseline.