Three systems, three pipeline numbers

The short answerNone of them is right, because each is answering a slightly different question. The usual culprits are a different date basis, a different stage filter, and one counting contacts while another counts accounts. Pick the question you actually want answered, write the definition down, then rebuild each report against it rather than trying to reconcile the outputs.

Where the three numbers diverge

Date basisCreated, closed, stage entry and last modified all give different totals.Most common cause

Object countedContacts, leads, opportunities and accounts are not interchangeable.Second most common

Stage inclusionWhere pipeline starts is a judgment call unless it is written down.Pure definition

Currency and amount fieldExpected, weighted and total contract value are three numbers.Quiet one

Owner and territory filtersA report scoped to a team excludes anything unassigned.Hides unowned records

Refresh timingA nightly extract against a live CRM report will always differ by a day.Explains small gaps

What this looked like in practice

+18 points of forecast accuracy

One company had three sources and three answers. Writing one definition per metric, with the field, filter, date basis and owner named, preceded an 18 point improvement in forecast accuracy. The definitions came before any dashboard was touched.

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Questions

Why do three systems show three different pipeline numbers?

Because each is answering a slightly different question. The usual causes are a different date basis, a different object being counted, and a different stage filter. All three reports can be correct and none of them comparable.

Which pipeline number should we use?

The one whose definition you have written down and agreed. Pick the question you want answered, define the field, filter and date basis, then rebuild each report against it.

How do we stop it happening again?

One written definition per metric, with a named owner and a review date. Without an owner the definitions drift back within two quarters.

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We have conflicting pipeline numbers from three systems. Which one is right?