See where revenue clusters across your pipeline. Measure risk, compare scenarios, and prioritize diversification actions. Make smarter coverage decisions with fast concentration insights.
| Account / Deal | Amount | Probability |
|---|---|---|
| Alpha Corp | 42,000 | 90% |
| Beta Industries | 28,000 | 65% |
| Gamma Retail | 15,000 | 40% |
| Delta Services | 9,000 | 55% |
Revenue concentration reveals how dependent forecast outcomes are on a small set of accounts. When the top 3 deals hold 60% of weighted value, a single slip can distort attainment and capacity plans. This calculator converts your list into shares, ranks, and summary ratios for consistent quarterly comparisons.
HHI is the sum of squared shares and ranges from 1/N to 1. On a 0–100 scale, values under 15 often indicate broad distribution, 15–25 suggests moderate reliance, and above 25 signals high reliance. Normalized HHI rescales results to 0–1 so teams can compare a 12‑deal pipeline to a 40‑deal pipeline without size bias.
Weighting each amount by close probability translates pipeline into expected value. This highlights hidden risk: two large low‑probability opportunities can inflate unweighted totals while adding limited expected revenue. Run both views to isolate whether concentration is driven by deal size, low confidence, or both.
Top‑N share answers a practical question: what portion of value sits in the largest N items. CR3 and CR5 summarize reliance on the biggest three or five accounts, matching common board and leadership reporting. If CR5 rises quarter over quarter while total value stays flat, diversification is weakening even before outcomes change.
Effective accounts equals 1/HHI and estimates how many equal‑sized accounts would produce the same distribution. A pipeline with 20 deals may behave like only 6 effective accounts when value is uneven. Gini complements HHI by emphasizing inequality across the full list, helping explain whether concentration is extreme at the top or widespread.
Use ranked output to design coverage: add mid‑market programs, expand partner sourcing, or rebalance rep territories. Set guardrails, such as keeping top‑N share below 35% for new business or limiting any single account to 20% of expected value. Recalculate after pipeline creation and after stage changes to confirm the risk profile is improving. Document the chosen thresholds in your playbook and review them monthly, so improvements are measurable, repeatable, and aligned with revenue targets.
It summarizes how much revenue or pipeline value is concentrated in a few accounts using HHI, normalized HHI, top‑share ratios, and inequality measures.
Use entered value to understand exposure by deal size. Use weighted value to understand expected‑revenue risk. Comparing both shows whether concentration is driven by size, probability, or both.
At least two items are required, but 10+ deals gives a more stable picture. Very small lists can swing sharply when one deal changes stage or amount.
On the 0–100 scale, under 15 is often low concentration, 15–25 moderate, and above 25 high. Treat these as guidelines and validate against your historical volatility.
It converts concentration into an intuitive equivalent count: how many equal‑sized accounts would create the same distribution. Higher effective accounts indicates better diversification.
Yes. Download CSV for analysis in spreadsheets and download PDF for sharing in pipeline reviews. Exports include the ranked table and key summary metrics.
Important Note: All the Calculators listed in this site are for educational purpose only and we do not guarentee the accuracy of results. Please do consult with other sources as well.