Pipeline Overview

The Pipeline page in Koho is your hub for understanding and managing the flow of deals across your portfolio. It doesn't just give you a high-level view of current deals and open vacancies—it goes further by offering forward-looking insights on how much potential revenue is actually serviceable, what units are likely to remain vacant, and when you should ramp up marketing and sales efforts.

You'll see both an aggregated view of your entire portfolio as well as the ability to drill down by:

• Location (e.g., Ancoats Manchester, Soho New York, etc.)
• Product type (e.g., Hot Desk, Resident Desk, Offices/Studios)

This multi-dimensional view helps you spot exactly where there's a surge in demand, where you're at risk of leaving money on the table, and how you can align marketing and sales activities with unit availability.

Pipeline vs. Inventory

• What It Shows: Current and future availability of each unit type (e.g., 1-5 desks, 6-10 desks, 11-15 desks), matched against the total number of deals you've got
• Why It Matters:
  • Short Term: Helps you see what's available to sell today.
  • Longer Term: Shows how many units become available in one month, three months, or six months down the road.

By comparing these availability windows to your sales cycle analysis, you'll know when to kick off marketing campaigns. For instance, if larger deals take four to five months to close, you'll want to start promoting upcoming availability well in advance.

Deals in Pipeline

• What It Shows: The number of deals currently in your pipeline, spanning all deal stages.
• Why It Matters: You'll know at a glance how many potential opportunities you're working on.
  • This figure alone doesn't tell the whole story—some deals can't be serviced if you simply don't have enough space or the right product available (e.g., you've got 50 requests for a 10-person studio, but only five such studios in your portfolio).

Potential MRR

• What It Shows: The sum of the monthly recurring revenue across every deal you've got in your pipeline.
• Why It Matters: It's a quick way to gauge the total possible revenue on the table. But bear in mind, you might not be able to fulfil all of these deals if you're short on the right type of units.

Relevant MRR

• What It Shows: The portion of potential MRR you can actually close, based on unit availability and capacity.
• Why It Matters: This is the real story—if you only have five 10-person studios to offer, then the maximum MRR you can realistically achieve is tied to those five studios. It filters out “hopeful” revenue that isn't actually attainable right now.

Vacancies Without Pipeline

- What It Shows: Any units in your portfolio that are vacant but have no matching deals in the pipeline. - Why It Matters: This highlights the units that are truly “unloved” at the moment, helping you spot gaps in either your market presence or product offerings. You might need targeted campaigns, broker assistance, or incentive-based marketing to fill these spaces.

Sales Cycle Analysis

• What It Shows: The average time (in days) it takes to close deals, broken down by product type and location.
• Why It Matters: Some deals—like hot desks—might close within a week or two, while 30- or 40-desk studios could take several months. Having this insight lets you plan marketing spend and sales outreach so you're hitting potential customers at the right time, without leaving high-value units vacant for too long.

Lead Sources

• What It Shows: Which channels or activities are generating the most leads (e.g., paid search, brokers, referrals).
• Why It Matters:
  • You'll discover which channels work best for different product types and locations.
  • You can optimise marketing spend—for instance, if brokers perform well for larger studios, consider strengthening broker relationships or offering enhanced commission structures.

Deal Stage by MRR

• What It Shows: A breakdown of your pipeline's MRR by deal stage (e.g., new lead, qualified, proposal, negotiation, etc.).
  • Toggle: You can switch between Total MRR and Relevant MRR to see the difference between all potential revenue and the portion that's actually serviceable.
• Why It Matters:
  • Deal Progression: See at a glance if most of your pipeline is stuck in early qualification or if it's moving towards closing.
  • Deal Details: Drilling into this component shows you specifics such as company name, location, deal type (new business or renewal), and serviceability (i.e., if you actually have space for them).

Problem Units

What It Shows: The hardest-hit units in your portfolio—long-standing vacancies that have cost you the most in lost revenue.

• Key Data Points:
  • Location & Unit Name
  • Vacancy Duration (how long it's been empty)
  • Target MRR (what you ideally want to sell it for)
  • Revenue Lost to Date
  • Number of Deals in Pipeline tied to that unit
• Why It Matters:
  • Helps you prioritise deals. If a unit's been vacant for months, it might be time to negotiate more flexibly or accept a short-term contract to recoup some revenue.
  • Guides pricing strategy. If you see repeated budget shortfalls (e.g., prospects consistently offering 20% below your target), you might need to re-evaluate the market rate or run a promotional offer.

Putting It All Together

The Pipeline page isn't just a static snapshot of deals; it's a living, breathing dashboard that helps you:

1. Refine Marketing Plans: Use Sales Cycle Analysis and Pipeline vs. Inventory to time campaigns properly.
2. Optimise Lead Sources: Double down on high-performing channels in the Lead Sources view.
3. Drive Real Revenue: Track Deals in Pipeline, Potential MRR, and especially Relevant MRR to stay grounded in what's realistically achievable.
4. Address Gaps: Identify Vacancies Without Pipeline and Problem Units so you can close deals faster and reduce the burn on empty spaces.

By drilling down to specific locations and product types, you'll uncover exactly where you've got demand and where there's a shortfall. From there, you can tailor your strategies—be it ramping up broker outreach, reallocating your paid search budget, or offering promotional rates on studios that have sat empty for too long.