Pipeline In Finance: What Is It, Working, Importance, And More
A pipeline in finance is a series of discrete stages that describe progress toward a long-term goal. However, the definition of the term changes with different organizations, as they have their own variations on the term. Based on the company, it can be a sales pipeline, R&D pipeline, acquisition pipeline, etc. The term also applies to those companies that faced restructuring so as to avoid double taxation.
In this article, you will learn about pipelines in finance and how it works for businesses. Here, you will also learn about how different types of businesses deal with their own pipelines. Apart from that, we will also discuss the meaning of the sales pipeline and the various stages of the sales pipeline in business. Hence, to learn more about pipelines, read on through to the end of the article.
What Is Pipeline in Finance?
Investopedia states –
“In finance, the term pipeline is used to describe progress toward a long-term goal that involves a series of discrete stages. For example, private equity (PE) firms will use the term “acquisition pipeline” to refer to a series of companies they have flagged as potential acquisition targets. This pipeline would include several stages, such as industry research, lead generation, negotiations, due diligence, and closing.”
The pipeline works as per the pipeline theory. The theory works with the idea that any investment firm or a company that passes all its returns to its clients must not pay taxes like regular companies. This theory is also known as conduit theory, and these types of companies are called conduits.
For example, if a particular investment firm passes its income directly to its investors, then the investors pay taxes like individuals. Hence, if the government (or IRS) taxes the company again, then it would be taxing the same income twice. The pipeline theory states that those companies must not be considered for taxation.
However, in other cases, regular companies face double taxation. They pay taxes in the case on the company’s income and also the income on distributions they pay to shareholders. Hence, this issue comes under considerable debate from time to time.
Pipeline in Finance: How Does It Work?
As already discussed, in most cases, the company’s pipeline in finance works as per the pipeline theory.
According to Investopedia,
“The pipeline theory sustains the idea that an investment firm that passes all returns on to clients should not be taxed like regular companies. Capital gains, interest, and dividends as returns are key concepts to understand the pipeline theory. The pipeline theory is also referred to as the conduit theory.”
Companies that seek tax advantages as per the pipeline theory are also called pipeline companies. If the company passes all its returns to its shareholders, they must not come under taxation like regular companies.
If a company adheres to this standard, they get an exemption from corporate income taxes. The premise they use is that they are effectively an investment pipeline. This is because the company passes its income directly to its investors.
In other cases, experts use the pipeline as a metaphor for describing the progress of a company toward achieving its long-term goal. Hence, it describes the ongoing process of the company.
Consider the acquisition pipeline of a private equity firm. In this case, the pipeline might not end because it is always facing new deals once the old ones face completion.
What Is A Sales Pipeline? (A Popular Pipeline In Finance)
According to HubSpot.com,
“A sales pipeline is a representation of how a prospect moves through every stage of your sales process. A prospect moves through your sales pipeline by completing specific actions which are depicted visually in your CRM.”
For every company, there sales processes are different. The processes also change with differences in products. Hence, every company needs a unique sales pipeline that reflects the buyer’s journey in the best way possible.
The company makes each prospect move through the sales pipeline at different rates. They do it by considering the level of urgency, interest, and the amount of research behind a product or service. In some cases, certain prospects even skip stages in the pipeline. In cases like these, you will need to skip stages to deal with the prospect as well.
Hence, with the help of a proper sales pipeline, you will also be able to determine what stage of the sales process your prospects are at. Furthermore, you will also be able to find out the number of sales you will be able to close within a given timeframe. Here, the sales pipeline allows representatives and managers to forecast revenue better.
What Are The Stages Of Sales Pipeline?
The following are the major stages of a sales pipeline:
1. Prospecting: With this process, the business lets potential customers discover the company and its products and services. The business uses ads, promotional activities, and public relations.
2. Lead Qualification: The company offers resources and information to the lead to move them downstream. If the prospect wants to learn more, the company offers more lead magnets.
3. Demonstration or Meeting: Later, the sales reps schedule a demo or meeting with the prospect of the product or the service. Here, the business evaluates whether there is a strong case for the business to close the sale or not.
4. Proposal: Here, the company makes its case about how it can address the needs and demands of the customers.
5. Commitment and Negotiation: Here, the company discusses the expanding or shrinking scope of work. In this case, the company adjusts prices to manage expectations. The goal is to come to an agreement at last.
6. Closing the Sale: Here, the salesperson closes the sale and makes way for order fulfillment.
7. Post-Purchase Interaction: This includes offering exceptional service even after the sale, like customer service or asking the customer for feedback and other services.
Wrapping Up
Hope this article was helpful for you in getting a better idea of how a pipeline in finance works. You can see that the term has different meanings in different cases, based on the situation of the business. Do you have more information to offer? Consider sharing them with us in the comments section below.
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Some of the key factors of this company are as follows: - The company was founded in 1998 as Confinity. PayPal enables users to make payments for goods and services online, both domestically and internationally. Security and the use of an advanced encryption system are among PayPal's main priorities that you must know about. This is one of the most renowned global fintech companies in 2024 to meet your requirements with ease. It allows users to transfer money and manage their accounts from their smartphones. Additionally, they reduce the lack of skills problems. 4. Mastercard Mastercard is a global financial services company that operates one of the world's largest payment processing networks. The current net worth of this business is $22.24 billion, and it is one of the largest global fintech companies. You must know some of the key factors about this company to reach your goals with ease. Although, you must ensure that due to high demographic shifts in US, it is essential due to it. Some of the key factors of this company are as follows: - Mastercard operates a global payment network that processes transactions between consumers, businesses, banks, and merchants. They issue credit and debit cards that are widely accepted for payments at millions of locations worldwide. It develops and provides technology for secure electronic payments. This company partners with merchants, banks, and technology companies. 5. Fiserv This is a multinational Fintech Company that can help your business to grow at a rapid pace. The current net worth is $17.74 billion. You need to get through the complete process that can assist you in reaching your requirements with ease. This company is in Brookfield, Wisconsin. Some of the key factors of this company are as follows: - It offers core banking solutions for financial institutions, including account processing, transaction processing, and digital banking services. This provides a range of payment processing services, including card processing, electronic bill payment, and person-to-person payments. Additionally, it provides risk management solutions for financial institutions, including fraud detection and prevention, compliance, and cybersecurity. They help to move money between Individuals and organizations. Fiserv offers a range of digital banking solutions, including online banking, mobile banking, and digital payment solutions. 6. Block Inc This Company was founded in 2009. Block Inc.’s current net worth is $17.53 billion. You must be aware of it if you want to seek this company's services. It is in San Francisco, California. They have created some well-known brands like the Cash app. Some of the key factors of this company are as follows: - Block, Inc. offers payment processing solutions for businesses, including point-of-sale hardware and online payment processing software. Although you can make your selection in the correct end. 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They operate globally, serving businesses in various industries, including retail, travel, and technology. It has a presence in over 80 countries. It offers reporting and analytics tools that provide businesses with insights into their payment data. Thus, helping them make informed decisions about their operations. 10. Coinbase Coinbase is another one of the best Global Fintech Companies in the world that you can look at from your end. The current net worth of this company is $3.19 billion. Its head office is in San Francisco, California. It is an American Cryptocurrency platform founded in 2012. Some of the key factors of this company are as follows: - Coinbase provides a platform for buying, selling, and trading cryptocurrencies. It offers a user-friendly interface and supports a wide range of cryptocurrencies. This Company offers digital wallets for storing cryptocurrencies. 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