> ## Documentation Index > Fetch the complete documentation index at: https://docs.agentsdr.ai/llms.txt > Use this file to discover all available pages before exploring further. # Pipeline > See every open lead by where it stands, move leads between funnel stages, and learn when the AI moves a lead and when it waits for you. The Pipeline shows every open lead, not just the ones due now. Action required drops a record as soon as you act on it. The Pipeline keeps it, so a lead you answered yesterday, or one whose follow-ups have all gone out, is still easy to find. Open it from **CRM → Pipeline** in the sidebar. ## Two ideas: where a lead stands, and which stage it is in The page and the AI use "stage" for two different things. * **Where a lead stands** is the board's three columns. It tells you who has to act next. * **Funnel stage** is the lead's subcategory, such as Meeting Requested or Trial User. It tells you how far the deal has got. The AI and you set it. See below. ## The board and the list The page opens as a **Board** with three columns. Switch to **List** for the same leads as a table, with the inline draft editor. | Column | Meaning | | - | - | | **Needs action** | A reply, draft or follow-up is due. These are the same records as [Action required](/crm/action-required). | | **Waiting on them** | You replied, or a follow-up is scheduled. | | **Follow-ups exhausted** | Every follow-up went out and the lead has not answered. Move their stage or close them. | Four numbers sit above: **Open leads** and the count in each column. In the list, switch between **All** and the three columns. By default the page hides leads in the Not interested category. The **Category** filter starts on **Potential (not "Not interested")**, which keeps unclassified and Other leads in, because nobody has ruled them out. Choose **All categories** or a single category to change it. **Channel** filters by email, LinkedIn or WhatsApp. **Reset** puts the filters back. Each column loads more cards as you scroll. Click a card to open the record page. Records live at `/crm/records/` followed by the record id, and you can also reach one from **Leads**. ## The default pipeline Each organization has one **Default** pipeline. AgentSDR creates it the first time something needs it, together with its settings and a starter set of subcategories. You do not set it up. Changes you make later stay: a subcategory you delete is not recreated. The four categories are fixed: **Interested**, **Customer**, **Not interested** and **Other**. Subcategories live under them. The starter set is: | Category | Subcategories (funnel stage number in brackets) | | - | - | | **Interested** | Information Requested (1), Case Study (1), Demo Request (1), Meeting Requested (2), Meeting No Show (2), Meeting Done (3), Trial Requested (4), Trial User (5) | | **Customer** | Customer (6) | | **Not interested** | Do Not Contact, Not Required Right Now, Already Using a Tool — Not Required | | **Other** | Did Not Connect to Different POC, Connected to Different POC, Left Company, Out of Office, Other | Subcategories without a number are outcomes, not funnel stages. The starter set has no sequences attached. Add your own under [Sequences](/crm/sequences) and attach them in **Settings → CRM & leads → Lead categories**. You can add, rename and re-describe subcategories there. See [Instructions and knowledge](/crm/knowledge). ## When the AI moves a lead, and when it holds The AI only moves a lead forward. * **It moves a lead on its own** when its confidence is at least the threshold (85% by default) and the new subcategory has the same or a higher funnel stage number. A lead with no stage, or sitting on a subcategory with no number, can move anywhere. * **It holds the change** when the lead is already on a numbered funnel stage and the proposal is a lower number or has no number, for example from Meeting Done to Out of Office. Going back a step is a judgement about the deal, not about one message. A proposal with the same number, such as Meeting Requested to Meeting No Show, is sideways and is applied. * **Do Not Contact is the exception.** An explicit request to stop is applied at once, the person is marked Do Not Contact and no draft is written. * **Customer is protected.** The AI can propose Customer, but the proposal needs your review, and a lead already a Customer is not moved out by the AI. * **Other is reviewed** by default, as are classifications below the confidence threshold. A held change appears as **AI suggests: ...**, with **Accept** or keep what the record already has. It shows in Action required as **Confirm classification**. ## Move a lead yourself Use **Move stage** in the record header when something happened outside the conversation, for example a call or a meeting. Choose from **New stage**. You can pick a category without a subcategory too. Set **When did it happen?** and optionally **What happened?** The note is passed to the AI when it drafts. **Add to follow-ups** treats the new stage's first reply as already handled and schedules its follow-ups. **Draft a reply now** has the AI write the first message for that stage for you to review. The AI's reading of the last reply stays as it was. To correct a misread reply instead, use the classification picker on the record. ## Related Work what needs a person now. Follow-ups that run after a stage. Edit subcategories and steer the AI. The whole flow. This documentation is built and hosted on [Mintlify](https://mintlify.com), a developer documentation platform.