Change3 CEO Kneko Miller on Pipeline vs. Top-of-Funnel

For CEOs of fast-growing tech scaleups, growth decisions often come down to where to focus: do you pour more fuel into the top of the funnel, or double down on the leads already in motion?

In a recent Wisdom From Wizards conversation, Kneko Burney Miller, CEO at Change 3, tackled this exact dilemma — and her answer was clear.

“I don’t like ‘or’ questions,” Kneko smiled, “but in this case, I’ll choose pipeline acceleration. Every relationship matters. Rather than cramming more opportunities into your pipeline, I’d rather focus on each and every one that’s already there — nurture them, progress them, and increase your close rate.”

Why This Matters for Scaleup CEOs

Many CEOs of $1M–$5M revenue companies default to chasing new leads. It feels exciting, measurable, and scalable. But as Kneko points out, expanding the funnel without fixing leakage further down can be a waste of time and money.

Pipeline acceleration — the art of moving existing opportunities faster and more effectively toward close — builds healthier growth. It strengthens relationships, boosts conversion rates, and reduces CAC (Customer Acquisition Cost) over time.

When CEOs focus on deal velocity instead of lead volume, they often discover that growth was already sitting in their pipeline all along.

The Takeaway

Growth doesn’t always come from more. Sometimes, it comes from better. By investing time and attention into active opportunities — refining messaging, tightening feedback loops, and aligning sales and marketing — CEOs can unlock revenue faster than they might think.

Wisdom From Wizards is brought to you by Caribou Strategic, helping CEOs grow revenue $1M+ in 12 months with our money back guarantee.