Deal Value Tracking: A Worked Mautic Pipeline Example

Start with five hypothetical deals in one pipeline

For this worked review, imagine a New Business pipeline inside Mautic. The company names, stages, amounts, and probabilities below are hypothetical; they demonstrate the arithmetic rather than report customer results or recommend a stage model. The operating method follows our broader deal value tracking guide for Mautic: keep an amount on each deal, read full value by stage, and calculate the probability-adjusted view separately.

On September 5, 2026, I re-checked Deal Flow’s shipped deal documentation, reporting documentation, and the linked guide before doing the math below. Together, those pages document a distinct amount for each deal, deal amounts on kanban cards, stage-header counts and totals, and the weighted forecast formula.

Read raw stage totals before forecasting

The raw stage arithmetic is direct. Qualified contains two deals, so its total is $18,000 + $32,000 = $50,000. Discovery contains $47,000, Proposal contains $73,000, and Negotiation contains $91,000. Those four stage totals add to $261,000 in full hypothetical pipeline value.

That $261,000 overall figure is arithmetic for this article. The documented board surfaces are the amount on each card and the count and total amount in each stage header; this example does not imply a separate raw grand-total display. A reviewer can add the visible stage totals when an overall full-value figure is useful.

Calculate a separate weighted view

For the weighted view, multiply every open deal amount by its illustrative stage probability. Juniper contributes $18,000 × 15% = $2,700, Kestrel contributes $4,800, Lantern contributes $14,100, Meridian contributes $43,800, and Redwood contributes $72,800. Adding those contributions produces a hypothetical weighted value of $138,200.

The probabilities are examples, not prescribed settings. A team should use its own stage definitions and probability model, then keep those inputs current. Our sales forecasting guide for Mautic covers the weighted formula and review cadence in more detail.

Mistake one: mixing weighted and raw totals

The first failure is presenting $261,000 and $138,200 as competing versions of the same metric. They are both correct calculations for this hypothetical pipeline, but they answer different questions. Raw value says how much full deal value currently sits in the open stages. Weighted value says what remains after applying the illustrative probability assigned to each stage.

Confusion starts when a report labels the weighted number simply as “pipeline value,” or when someone compares this week’s raw total with last week’s weighted result. Put the calculation type beside the number every time. In a review, read the raw stage totals first, then the weighted figure, and explain changes using the underlying deals rather than treating either total as a verdict.

Mistake two: letting contact fields overwrite deal context

The second failure happens before the arithmetic. The shipped guide to tracking deals in Mautic documents the record-design problem: if deal amount, stage, or close context lives only in fields on a contact, a new opportunity for that person can replace the earlier opportunity’s values. The contact still exists, but the first deal’s commercial history has been overwritten. Totals built from those fields then mix person-level data with opportunity-level data.

A deal must remain its own record. It can carry its own amount, stage, and owner while the contact keeps a separate identity in Mautic. Keeping each opportunity separate preserves both hypothetical deals even if they involve the same person. The pipeline calculation can then read deal records instead of guessing which contact-field value belongs to which opportunity.

What the September 5 review actually tells us

On September 5, 2026, this hypothetical pipeline has $261,000 in raw open value and $138,200 in weighted value. Negotiation contains the largest raw stage total at $91,000 and also contributes the most weighted value at $72,800. Qualified contains two deals totaling $50,000, but its 15% illustrative probability reduces their combined weighted contribution to $7,500.

Those observations identify where to ask questions; they do not predict an outcome. The reviewer should confirm the five amounts and stages, inspect why each deal is where it is, and record any changes on the deal itself. Publishing the arithmetic now makes the distinction concrete: stage totals describe full value in place, while weighting creates a separate planning view.

Frequently asked questions

What does a raw stage total show?

A raw stage total adds the full amounts of the deals currently in that stage. It does not apply stage probability and should not be read as a weighted forecast.

How do I calculate weighted pipeline value?

Multiply each open deal amount by its illustrative stage probability, then add the contributions. Keep the weighted result labeled separately from the full raw value.

Why not store deal value in a Mautic contact field?

A contact can participate in more than one opportunity. Reusing one contact field for deal amount or stage lets a later opportunity overwrite the earlier opportunity’s context, so the deal should remain its own record.

Does Deal Flow show a raw grand total on the board?

Deal Flow documents deal amounts on cards and count plus total amount in each stage header. Add stage totals for this worked overall raw figure; do not treat it as a separately documented board metric.