# What share of pipeline should come from inbound versus outbound?

There is no defensible universal split — it is a function of motion, ACV and market maturity. The useful version of the question is what each source costs and converts at, measured on cohorts, so the mix becomes a capital-allocation decision rather than a target imported from a benchmark.

Before comparing to any published mix, check the denominator and the panel: whether partner and event-sourced pipeline is counted as inbound varies by company, which alone can move the split by twenty points. Most benchmark disagreements in this area are definitional.

## Sources

- **Measurement** — [B2B SaaS Benchmark Corpus](https://www.leanscale.team/knowledge/research/benchmark-corpus/)
- **Method** — [Executive GTM Reporting playbook](https://www.leanscale.team/knowledge/playbooks/executive-reporting-playbook/)

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Cluster: Outbound · https://www.leanscale.team/knowledge/answers/inbound-vs-outbound-pipeline-mix/