PipelineIQ: Forward‑Looking Sales Intelligence That Drives Action

PipelineIQ is an internal Databricks tool that transforms messy CRM data into forward-looking, prescriptive sales actions. Built on Databricks using Foundation Model APIs (Gemma 3 12B, a 20B GPT model, and Claude), Unity Catalog, Delta Lake, and AI/BI Dashboards, it runs as a daily Workflow that enriches every sales opportunity with a confidence score, next-best-action, slippage assessment, and acceleration recommendation. Rather than attempting traditional forecasting—which fails on incomplete CRM data—PipelineIQ uses LLMs to score MEDDPICC dimensions, classify deal risk, and prescribe one of three outcomes: Walk, Pivot, or Accelerate. The architecture uses a fan-out/join pattern with 11 parallel SQL views calling ai_query(), ai_summarize(), ai_classify(), and ai_gen(), with incremental Delta table merges to keep costs low. Key design principles include focused prompts per use case, a qualitative-then-quantitative pipeline, and graceful degradation when data is missing.