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About Lead EstimatorSelect your ideal customer profile to see your estimated reach and potential CS, HQL, BANT, webinar, and MQL leads with Qualent Media.

Free B2B marketing tool

Reverse Funnel Calculator

Work backwards from your revenue goal to required wins, opportunities, SQLs and MQLs. Set your conversion assumptions and download your funnel targets.

No sign-up. Clear method. Downloadable results.

Start with your inputs.

Enter your own figures, review the calculation and export the results. Defaults are illustrative examples.

Allowed: 0.01 to 1,000,000,000,000.
Allowed: 0.01 to 1,000,000,000,000.
Enter a percentage between 0 and 100. Allowed: 0.01 to 100.
Enter a percentage between 0 and 100. Allowed: 0.01 to 100.
Enter a percentage between 0 and 100. Allowed: 0.01 to 100.
Whole-number count for the same reporting period. Allowed: 1 to 1,000,000,000,000; whole numbers only.
Whole-number count for the same reporting period. Allowed: 0 to 1,000,000,000,000; whole numbers only.

Illustrative example

Your results.

Applies to monetary outputs only. No amount conversion.

Complete valid inputs to see results.

Estimates depend on your assumptions. No inputs are sent or saved by this tool.

Method and definitions

Round up required customers = goal ÷ deal value, then round up each upstream stage by dividing by its conversion rate. Monthly pace = total MQLs ÷ months. MQL change = (required − prior) ÷ prior × 100.

This models sequential stage definitions and a matching cohort. Allow for sales-cycle lag; required monthly averages do not guarantee wins within the period. The prior-period comparison measures target growth, not observed lead velocity. With zero prior MQLs, percentage change is undefined.

Worked example

A $100,000 goal at $10,000 per win needs 10 wins, 40 opportunities, 80 SQLs and 400 MQLs at 25%, 50% and 20% stage rates.

Use this tool in your workflow

  1. Replace the example inputs with your own figures or facts.
  2. Use matching definitions, units and reporting periods.
  3. Review the method and scope before applying the output.
  4. Copy or download the results for your next planning discussion.

For help turning a plan into a campaign, explore Qualent Media’s B2B campaign strategy services.

A clear basis for your next step

Questions, answered.

Understand the method and the boundaries of the result.

How does this reverse funnel calculator work?

Round up required customers = goal ÷ deal value, then round up each upstream stage by dividing by its conversion rate. Monthly pace = total MQLs ÷ months. MQL change = (required − prior) ÷ prior × 100.

How should I interpret the result?

This models sequential stage definitions and a matching cohort. Allow for sales-cycle lag; required monthly averages do not guarantee wins within the period. The prior-period comparison measures target growth, not observed lead velocity. With zero prior MQLs, percentage change is undefined.

Can I download my results?

Yes. CSV export includes the inputs, unrounded numeric results where applicable, method and scope. Copy results is also available; if clipboard access is unavailable, a text download is provided. This tool runs in your browser without sending or storing your inputs.

Build a clearer marketing plan.

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