10% is fairly conservative. I've worked in Enterprise Sales...

10% is fairly conservative. I've worked in Enterprise Sales across Big Tech for the last decade. If one was to walk into a forecasting call with a 1-billion-dollar pipeline and advising the business they will convert 10% of it, that rep will have been met with a blank stare by management.

The worst sales team should be able to close 10%. Question people should be asking is, what is the quality of the pipeline? That is more important than discussion a conversion rate of 10%. Unfortunately, we don't know that answer, so all we can do is wait and see what happens.

I've estimated that out of that 1.1 billion, if 300 million can close for this FY, then that should net the business 30 million in revenue for H2 (just from that pipeline). Naturally, run-rate occurs, which could amount to about 5 million, then a bluebird (out of the blue large contract) would be the icing on the cake.

From what I've gathered, if H2 is as powerful as they say it is (80% of their revenue last year came from H2) then the business should easily finish up on 80 - 100 million in revenue for the year.