Track document engagement in Pipeline

Pipeline turns document activity into a visual workflow. It helps you see who has been sent material, who opened it, and which relationships need a human next step.

It can support a sales or fundraising process, but it is not limited to revenue work. Any team that follows documents through a series of stages can adapt it.

Choose a starting template

Open Pipeline under Accounts. The first time you visit, choose the template closest to your process:

• Sales pipeline follows companies from Lead through Demo, Proposal, Won, or Lost.
• Fundraising follows investors from Researching through Diligence and Commitment.
• Document tracking follows individual contacts from Sent through Opened, Engaged, and Closed.
• Start blank gives you a simple To do, Doing, and Done board to rename and expand.

Templates are starting points. You can rename, recolor, add, remove, and reorder stages after setup.

Track companies or contacts

Use Companies when several people from one account contribute to the relationship. The company card combines engagement from its contacts.

Use Contacts when each person should move independently. This works well for document distribution, recruiting, stakeholder outreach, or any process where individual progress matters more than the account total.

Only companies or contacts with a shared link or a recorded human view appear on the board. Connect a link to the correct contact or company while sharing so the activity reaches Pipeline.

Let engagement update early stages

The built-in templates can update the first engagement stages automatically:

• Sent or Pitched means a link was shared but has not recorded a human view.
• Opened or Read means at least one human view was recorded.
• Engaged uses repeat views and meaningful time spent as a stronger signal.

Known bot sessions do not move cards forward. You can turn individual automatic stages on or off in Pipeline settings.

Later stages such as Demo, Diligence, Proposal, Won, or Closed depend on your real-world process. Drag the card when that step happens. A later manual placement stays ahead of an earlier automatic signal, so new viewing activity does not pull the card backwards.

Review the account before moving it

Select a card to see recent sharing, viewing, Room, and download activity. Use that context to decide whether the next step is a follow-up, a meeting, a new document, or no action at all.

Switch between Mine and Team to focus on your own relationships or review the wider workspace. Owners and admins can use the Team view for a shared account review without changing how each member manages their work.

Ways to use Pipeline

Sales and partnerships

Track account movement after a pitch deck, proposal, case study, or partner pack is shared. Automatic engagement stages make quiet accounts easier to spot, while manual stages keep meetings and decisions grounded in what actually happened.

Fundraising

See which investors received the deck, who returned to it, and which firms moved into a meeting or diligence process. Company tracking is useful when several partners or associates view the same material.

Document operations

Use contact tracking for policy acknowledgements, client onboarding packs, training material, applications, or review cycles. Start with the Document tracking template, or use a blank board when the stages are specific to your team.

Pipeline and Analytics answer different questions

Pipeline shows where a company or contact sits in your process. Analytics explains how documents and Rooms were used. Use both when engagement should inform a decision, but should not make the decision for you.

For account setup and history, see Companies and contacts. To collect new viewer details, see Capture and manage leads.