Pipelines

A pipeline in Pact is an ordered set of stages that represents your sales or customer lifecycle process. Opportunities move through stages as deals progress. Playbooks can fire sequences automatically when an opportunity enters or exits a stage.

Creating a pipeline

Go to Data → Pipelines → New. Give the pipeline a name (e.g., "New Business" or "Renewals") and add your stages:

1. Click Add stage.
2. Name the stage (e.g., "Qualified", "Demo Scheduled", "Proposal Sent", "Closed Won").
3. Set a probability (0–100 %) — used for weighted pipeline forecasting.
4. Drag to reorder.

You can create multiple pipelines for different lines of business. Each pipeline operates independently.

Opportunities

An opportunity is a deal record that belongs to one account, one pipeline, and one stage at a time. Create opportunities from:

• The account detail page: Opportunities → Add.
• The contact detail page: Add Opportunity.
• The REST API: POST /v1/opportunities.

Key fields on an opportunity:

Field	Notes
name	Short label for the deal
value	Expected ARR or one-time value
close_date	Target close date for forecasting
stage	Current pipeline stage
owner	Assigned team member

Moving opportunities through stages

Drag opportunities between stages on the Kanban view (Data → Pipelines → [Pipeline name]), or update the stage from the opportunity detail page. Every stage change is recorded in the activity feed.

Playbooks

A playbook is a rule that fires when a trigger condition is met. Playbooks are the bridge between CRM events and outbound sequences.

Trigger types

Trigger	Example use
Opportunity enters stage	Enroll in "Post-demo follow-up" sequence when opp moves to "Demo Scheduled"
Opportunity exits stage	Cancel the follow-up sequence when opp moves to "Closed Won"
Contact created	Enroll new inbound leads in a nurture sequence
Account field changes	Alert owner when employee_count grows past 500

Creating a playbook

Go to Sequences → Playbooks → New. Select a trigger, configure the condition (optional filters like pipeline = "New Business" AND stage = "Demo Scheduled"), and choose the action:

• Enroll in sequence — starts the contact in the selected sequence.
• Unenroll from sequence — removes the contact from a running sequence.
• Assign owner — reassigns the opportunity or contact.
• Create task — adds a manual follow-up task for the owner.

Execution order

When multiple playbooks match the same trigger event, they execute in the order shown in the playbook list. Reorder by dragging. If an enroll action and an unenroll action both match, the last one wins.

Forecasting

The Analytics → Forecast view shows:

• Weighted pipeline — sum of opportunity.value × stage.probability for all open opportunities.
• Best case — sum of values for opportunities in stages with probability ≥ 50 %.
• Commit — opportunities the owner has marked as committed closes.

Forecast data refreshes every 15 minutes.

CRM field mapping

If you imported opportunities from Salesforce or HubSpot, Pact maps their stages to your pipelines during the initial sync. You can review and adjust the mapping in Settings → CRM Sync → Stage Mapping. See Connecting your CRM for full details.