Weighted hours = estimated hours/month × win probability — the probability-adjusted load feeding the capacity forecast. Blank cells (–) aren't filled in the sheet yet.
Utilization = allocated ÷ available hours per month. The mark on each bar is the 85% hiring threshold; the team-level number drives the hiring signal above.
Committed hours (current allocations, held flat) plus probability-weighted pipeline hours — a deal's weighted hours count from its expected close month onward — against total available hours and the 85% hiring line.