Pipeline Council Pre-Read

May 26, 2026 · CQ Q2 / NQ Q3 · Period May 26, 2026 → May 26, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

RED

Q2 1.19× AMBER, Q3 1.44× AMBER, Q4 0.96× RED

② WoW Driver

Biggest WoW Movement Driver

+$0 net

+$0 net (ComboCo) · biggest add: $0 new deals (0); biggest drag: −$0 slipped (0 deals avg 0d)

③ Risk

Biggest Risk

Omni Retail Enterprises - B2C Drop Ship

11× slips on a $100K deal — owner Aaron Samples, stuck in Prospecting. Forecast trust broken.

④ Top Play

Top Play Performance Highlight

Marketing Generated $1,140K (17%)

13 deals · top of the lead-source mix. Until play_attribution lands, lead source is the proxy.

North star: Create Clarity. · GBP→USD locked at 1.35 · PayPal $1.05M Q3 tracked separately · Renewals tracked in CS cadence.

Pipeline Coverage & Gap to Goal

CQ Q2 / NQ Q3 · by segment · required pace next 2 weeks · May 26, 2026

● Live HubSpot

CQ PipelineQ2

CQ Coveragevs Reforecast

NQ PipelineQ3

NQ Coveragevs Reforecast

Logicbroker

$946K

Q2 · target $770K

2.26×

AMBER · $946K ÷ $419K gap

$2.29M

Q3 · target $1.27M

1.80×

AMBER · $2.29M ÷ $1.27M

Virtualstock

$343K

Q2 · target $317K

1.08×

AMBER · $343K ÷ $317K

$858K

Q3 · target $917K

0.94×

RED · $858K ÷ $917K

ComboCo

$1.29M

Q2 · target $1.09M

1.75×

AMBER · $1.29M ÷ $736K gap

$3.15M

Q3 · target $2.19M

1.44×

AMBER · $3.15M ÷ $2.19M

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Click another tile to switch · sort columns by clicking headers

Deal	Owner	Stage	Close Date	Amount	Risk / Help

Required pace · next 2 weeks (weighted-pipe convert + new-pipe needed to close gap)

Q2 · need next 2 weeks

$280K

5.0 weeks left · gap after weighted pipe $700K · $140K/wk pace

Q3 · need next 2 weeks

$137K

18.1 weeks left · gap after weighted pipe $1,246K · $69K/wk pace

Q4 · need next 2 weeks

$111K

31.3 weeks left · gap after weighted pipe $1,729K · $55K/wk pace

Q2 open pipeline by Forecast Category · ComboCo (HubSpot hs_manual_forecast_category)

Commit · Q2

$118K

95% prob · "betting my number on it"

Call · Q2

$0

75% prob · medium-high confidence

Best Case · Q2

$992K

60% prob · should happen

Pipeline · Q2

$130K

20% prob · default bucket

Gap to Goal · Q2

$736K

target $1,087K − won $351K

Gap to Goal = target − closed-won YTD-in-quarter. Commit + Best Case combined coverage of gap is the most actionable read here — it answers "do we have enough confident pipe to close the remaining gap?"

Q2 Gap to Goal · by BU (target − closed-won, with forecast category split)

BU	Target	Closed-Won	Open Pipe	Cov of Gap	Gap	Commit	Call	Best Case	Pipeline
Logicbroker USD native	$770K	$351K	$946K	2.26×	$419K	$0	$0	$816K	$130K
Virtualstock £→$ @ 1.35	$317K (£235K)	$0	$343K	1.08×	$317K	$118K	$0	$176K	$0
ComboCo USD blended	$1,087K	$351K	$1,289K	1.75×	$736K	$118K	$0	$992K	$130K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q2	$906K	$353K	1.28×	0.93×
Q3	$2.22M	$863K	1.56×	1.13×
Q4	$1.64M	$640K	1.04×	0.75×
FY-2026	$4.76M	$1.86M	1.25×	0.91×

Reforecast targets are split 65/35 NB/Upsell per Sara's workbook (LB) and 49/51 (VS). NB pipeline is dominated by Q2 closers; Upsell weighted to Q3-Q4.

All-quarters Gap to Goal · by BU

Q	BU	Target	Won	Open	Gap	Cov
Q1 closed	Logicbroker	$97K	$85K	$0	$12K	0.00×
	Virtualstock	$47K (£35K)	$0	$0	$47K	0.00×
	ComboCo	$144K	$85K	$0	$59K	0.00×
Q2 CQ	Logicbroker	$770K	$351K	$946K	$419K	2.26×
	Virtualstock	$317K (£235K)	$0	$343K	$317K	1.08×
	ComboCo	$1,087K	$351K	$1,289K	$736K	1.75×
Q3 NQ	Logicbroker	$1,274K	$0	$2,292K	$1,274K	1.80×
	Virtualstock	$917K (£679K)	$0	$858K	$917K	0.94×
	ComboCo	$2,191K	$0	$3,150K	$2,191K	1.44×
Q4	Logicbroker	$1,400K	$0	$888K	$1,400K	0.63×
	Virtualstock	$1,030K (£763K)	$0	$1,447K	$1,030K	1.40×
	ComboCo	$2,430K	$0	$2,335K	$2,430K	0.96×

Coverage column = open ÷ remaining gap (target − closed-won). Gap "met" means closed-won already hit target. PayPal $1.05M Q3 excluded.

Pipeline Movement

May 26, 2026 → May 26, 2026 · ComboCo · +$0

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (May 26)

—

$6.77M

+New deals

0 deals

+$0

+Pulled in

0 deals

+$0

+Amount expansions

0 deals

+$0

↑Stage advanced (no $ change)

0 deals

—

−Slipped across-Q · forecast break

0 deals

−$0

−Slipped within-Q · close-date push

0 deals

−$0

−Amount reductions

0 deals

−$0

●Closed won (leaves pipe)

0 deals

−$0

●Closed lost

0 deals

−$0

↑ Stage regressed (no $ change): 0 deals · Cleanup lost: 0 deals ($0)

Pipeline at end (May 26)

—

$6.77M

Net change WoW

—

+$0

Slipped row above bundles within-Q (close-date pushed) and across-Q (forecast-trust break). PayPal/freemium excluded.

Per-Quarter Delta

Q2 (CQ)

+$0

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

0 · $0

Won from

0 · $0

Lost from

0 · $0

Q3 (NQ)

+$0

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

0 · $0

Won from

0 · $0

Lost from

0 · $0

Q4 (NQ+1)

+$0

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

0 · $0

Won from

0 · $0

Lost from

0 · $0

Each tile shows where movement landed by quarter. Slipped IN = deal close-date moved into this quarter from another. Slipped OUT = deal moved out of this quarter to a later one. Net = the bottom line for this quarter's pipe.

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Top 10 deals (by amount) within this slice · click another row to switch

Deal	Owner	BU	Amount	Days	Q Move

Stage Aging — CQ + NQ

Sara's thresholds: CQ stuck ≥ 45d · NQ stuck ≥ 60d · May 26, 2026

● Live HubSpot

Stuck deals total

7

$445K at risk · top 7 shown

CQ stuck (≥45d)

0

$0 · current quarter

NQ stuck (≥60d)

7

$445K · next quarter

Slowest median TIS

109d

Solutioning stage · n=9

Median days in stage · ComboCo

Solutioning

n=9

109d

Prospecting

n=17

80d

Negotiation

n=6

61d

Qualification

n=14

46d

Proposal

n=12

33d

Sorted by median days desc. The slowest stage is the one to scrutinize at council — those reps either need help or need to disqualify.

Stuck deals · CQ (Q2) · ≥45d in current stage

Deal	Owner	Stage	Days	Amount
No CQ deals stuck ≥45 days. Hygiene healthy.

Threshold: 45 days in current stage. These deals are in CQ and need a forward step this week or they need to be disqualified.

Stuck deals · NQ (Q3) · ≥60d in current stage

Deal	Owner	Stage	Days	Amount
Swanson - D2C Dropship LB	Aaron Samples	Prospecting	250d	$75K
Swanson - Supplier Flow LB	Aaron Samples	Prospecting	250d	$25K
Wakefern Food Corp. - D2C Dropship - New LB	Kyle Smith	Solutioning	250d	$100K
The Vitamin Shoppe - Agentic Commerce LB	Susan Kaseroff	Qualification	211d	$75K
Macy's - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	198d	$0
Samsung - UK Agentic Commerce LB	Miko Roller	Proposal	195d	$95K
Marriott International- B2B Supplier Flow LB	Susan Kaseroff	Solutioning	183d	$75K

Threshold: 60 days in current stage. These deals are pacing for NQ but already burning calendar.

Slippage Analysis

$ slipped this period · stage where slippage occurred · slipped 2× or more list · May 26, 2026

● Live HubSpot

$ slipped across-Q · WoW

$0

0 deals · forecast trust break

$ slipped within-Q · WoW

$0

0 deals · close-date push, same Q

Slipped 2× or more

29

$2,440K · lifetime slip count ≥ 2

Worst single deal

11×

Omni Retail Enterprises - B2C Drop Ship

Stage where slippage occurred · this period

Stage	Count	USD
No across-Q slips this period.

Across-quarter slips only (the deals that broke the forecast). Within-quarter close-date pushes not shown — they don't move the quarter total.

Distribution of slip counts · ComboCo

Never slipped

39

$4,011K

1× slip

6

$323K

2× slips

12

$841K

3+× slips

17

$1,600K

Lifetime slip count per deal. The 3+× cohort is where forecast trust most badly broken — prioritize these for disqualification or owner change.

Slipped 2× or more · ComboCo top 10 (by slip count desc)

Deal	Owner	BU	Slips	Max Jump	Amount	Close	Reason
Omni Retail Enterprises - B2C Drop Ship	Aaron Samples	LB	11×	+123d	$100K	2026-09-30	—
Best Buy Co. Inc. - Tiktok & eBay Connector	Aaron Samples	LB	8×	+104d	$350K	2026-06-25	—
1-800-Flowers.com Inc. - Marketplace	Matt Wilkinson	LB	7×	+72d	$295K	2026-07-31	—
Samsung - UK Agentic Commerce	Miko Roller	LB	7×	+49d	$95K	2026-08-07	—
American Furniture Warehouse - D2C Drop Ship	Aaron Samples	LB	6×	+365d	$100K	2026-08-31	—
Swanson - D2C Dropship	Aaron Samples	LB	6×	+456d	$75K	2026-09-30	—
Mattress Firm - Agentic Freemium Cohort	Aaron Samples	LB	6×	+97d	$0	2026-09-30	—
ADI Global Distribution - Managed Service	Aaron Samples	LB	5×	+174d	$98K	2026-06-30	—
Brother Industries - Supplier Flow	Kyle Smith	LB	5×	+67d	$50K	2026-08-31	—
1-800-Flowers.com Inc. - Agentic Freemium Cohort	Matt Wilkinson	LB	5×	+92d	$0	2026-09-30	—

slip_reason column will populate once HubSpot field is filled by reps. Until then, owners must explain at council.

Funnel Conversion & Velocity

90d + 180d rolling · stage-to-stage · May 26, 2026

● Live HubSpot

Stage-to-stage advance rates · 90d · 101 transitions

Stage	Transitions	Advance	Loss	Forward	Lost
Prospecting	32	84%	16%	27	5
Qualification	30	60%	40%	18	12
Solutioning	18	89%	11%	16	2
Proposal	14	50%	29%	7	4
Negotiation	6	50%	0%	3	0

Median time-in-stage · 90d

Prospecting

n=32

15d

Qualification

n=30

18d

Solutioning

n=18

4d

Proposal

n=14

29d

Negotiation

n=6

33d

Top transitions · 90d

• Prospecting → Qualification: 24

• Qualification → Solutioning: 16

• Solutioning → Proposal: 16

• Qualification → Closed Lost: 12

• Proposal → Negotiation: 7

• Prospecting → Closed Lost: 5

• Proposal → Closed Lost: 4

• Negotiation → Closed Won: 3

Stage-to-stage advance rates · 180d · 149 transitions

Stage	Transitions	Advance	Loss	Forward	Lost
Prospecting	55	71%	29%	39	16
Qualification	44	52%	48%	23	21
Solutioning	23	87%	13%	20	3
Proposal	17	59%	24%	10	4
Negotiation	9	67%	0%	6	0

Median time-in-stage · 180d

Prospecting

n=55

23d

Qualification

n=44

48d

Solutioning

n=23

7d

Proposal

n=17

30d

Negotiation

n=9

18d

Top transitions · 180d

• Prospecting → Qualification: 30

• Qualification → Solutioning: 21

• Qualification → Closed Lost: 21

• Solutioning → Proposal: 20

• Prospecting → Closed Lost: 16

• Proposal → Negotiation: 10

• Prospecting → Closed Won: 7

• Negotiation → Closed Won: 6

Bottleneck: Qualification — 40% of deals leaving this stage are closed-lost (12 of 30 transitions, 90d). This is where pipe gets dropped. Reps either need disqualify-faster discipline or earlier MEDDPICC pressure-testing.

Pipeline by Lead Source

Lead_Source_Vetted_bucketed · open pipeline · May 26, 2026

● Live HubSpot

By lead source · ComboCo · $6,774K total

(unset)

$2,657K · 39% · 24

Marketing Generated

$1,140K · 17% · 13

AE Generated

$820K · 12% · 13

Logicbroker Executive Generated

$675K · 10% · 3

BDR Generated

$600K · 9% · 8

Client Success Generated

$466K · 7% · 8

Partnership Generated

$294K · 4% · 3

Customer Referral Generated

$123K · 2% · 2

Marketing vs Sales-sourced · ComboCo

Marketing-sourced

23%

$1,557K · 18 deals · Marketing + Referral + Partner

Sales-sourced

38%

$2,561K · 32 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

39%

$2,657K · 24 deals · need backfill

Bucketing per Sara's rubric: Marketing-sourced = inbound/referral/partner. Sales-sourced = AE/Exec/BDR/CS outbound. Unset = no Lead_Source_Vetted_bucketed set in HubSpot.

By lead source · LB · $4,126K total

Marketing Generated

$1,140K · 28% · 13

AE Generated

$820K · 20% · 13

Logicbroker Executive Generated

$675K · 16% · 3

BDR Generated

$600K · 15% · 8

Client Success Generated

$466K · 11% · 8

Partnership Generated

$294K · 7% · 3

Customer Referral Generated

$123K · 3% · 2

(unset)

$9K · 0% · 1

Marketing vs Sales-sourced · LB

Marketing-sourced

38%

$1,557K · 18 deals · Marketing + Referral + Partner

Sales-sourced

62%

$2,561K · 32 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

0%

$9K · 1 deals · need backfill

Bucketing per Sara's rubric: Marketing-sourced = inbound/referral/partner. Sales-sourced = AE/Exec/BDR/CS outbound. Unset = no Lead_Source_Vetted_bucketed set in HubSpot.

By lead source · VS · $2,648K total

(unset)

$2,648K · 100% · 23

Marketing vs Sales-sourced · VS

Marketing-sourced

0%

$0 · 0 deals · Marketing + Referral + Partner

Sales-sourced

0%

$0 · 0 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

100%

$2,648K · 23 deals · need backfill

Bucketing per Sara's rubric: Marketing-sourced = inbound/referral/partner. Sales-sourced = AE/Exec/BDR/CS outbound. Unset = no Lead_Source_Vetted_bucketed set in HubSpot.

39% of ComboCo pipeline has no lead source filed — that's a hygiene gap; reps should backfill Lead_Source_Vetted_bucketed in HubSpot. VS pipeline is 100% unset; LB is mostly filled.

Pre-Pipeline — Sales Intros & Activity

Last 14d held · Next 14d booked · Quiet open deals · Activity Index · May 26, 2026

● Live HubSpot

⏳ Pending: contact type field not yet detected — verify property name in HubSpot. Sales Intros count = 0 until detection succeeds.

Upcoming meetings · next 14d

22

17 deals · $1.66M of pipe with momentum

Sales Intros / Meetings (14d)

1 / 3 mtgs

Sales Intros pending field detection · Meetings completed shown for now

Quiet pipe · >$50K · 14d silent

32

$3.68M at risk · zero customer-facing touch

Activity index

39%

29 of 74 open deals had any touch in 14d

Upcoming meetings on open deals · next 14 days · ComboCo

Deal	Owner	Stage	Close date	Amount	Meeting
ODP Business Solutions - Dropship LB	Miko Roller	Prospecting	2026-11-22	$250K	May 28
Currys \| Managed Service VS	Nicky Bowman	Proposal	2026-08-31	$243K	Jun 2
Dexcom - Supplier Flow LB	Aaron Samples	Negotiation	2026-06-25	$194K	May 26
TJX Companies, Inc - Agentic LB	Kyle Smith	Prospecting	2026-09-25	$150K	Jun 15
Howdens \| Dropship VS	Nicky Bowman	Qualification	2026-09-30	$138K	May 29
Dunnes \| Dropship VS	Nicky Bowman	Prospecting	2026-12-18	$138K	Jun 11
Screwfix \| Invoicing VS	Caroline Boscott	Proposal	2026-05-30	$118K	May 27
Nisbets \| Product Induction VS	Nicky Bowman	Prospecting	2026-09-30	$101K	Jun 3
Lulu & Georgia - Dropship LB	Matt Wilkinson	Prospecting	2026-07-31	$100K	May 28
ADI Global Distribution - Managed Service LB	Aaron Samples	Qualification	2026-06-30	$98K	Jun 2

Sorted by deal amount desc. Meeting column is the next-scheduled meeting per deal in the next 14d (any outcome). Reps: tag completed sales intros with is_sales_intro = true in HubSpot to feed the held-intros KPI.

Quiet pipeline · at-risk · ComboCo

Deal	Owner	Stage	Last touch	Amount	Days silent
Best Buy Co. Inc. - Tiktok & eBay Connector LB	Aaron Samples	Solutioning	Apr 27	$350K	29d
1-800-Flowers.com Inc. - Marketplace LB	Matt Wilkinson	Solutioning	—	$295K	—
Gordon Food Service - Vendor Portal LB	Matt Wilkinson	Prospecting	—	$250K	—
Screwfix \| Product Induction VS	Nicky Bowman	Prospecting	—	$194K	—
Hot Topic - Dropship LB	Susan Kaseroff	Prospecting	—	$150K	—
TJX Companies, Inc - Agentic LB	Kyle Smith	Prospecting	—	$150K	—
Mountain Warehouse \| Dropship VS	Nicky Bowman	Prospecting	—	$138K	—
Wolseley \| Dropship VS	Nicky Bowman	Prospecting	May 5	$138K	21d
Bricodepot Iberia \| Dropship VS	Nicky Bowman	Solutioning	—	$138K	—
Viking Direct \| Product Induction /PIM VS	Nicky Bowman	Prospecting	—	$135K	—

Quiet pipe = open deals (excl. PayPal/Freemium) with zero customer-facing engagement (meetings, calls, outbound emails) in the last 14 days. Strongest forecast-trust signal — these deals don't really exist until activity resumes.

Sales Play Performance

HubSpot Sequence enrollments · BDR pace · plays meeting open pipeline · May 26, 2026

● Live

⚠ sales_play_summary missing — run node scripts/patch_council_with_sequences.mjs after the snapshot to populate.

BDR Pace · contacts currently in sequence

By owner · top 8 · sequences each rep is running across all contacts

BDR / Owner	Contacts	Sequences
No data — re-run sequence patcher.

Top Sequences · by contact count

Sequences with the most contacts currently enrolled · top 8

Sequence	Contacts
No data.

Open Deals With An Active Play

Deals in our LB/VS open pipeline where ≥1 associated contact is currently in a sequence

Deal	Owner	BU	Stage	Amount (USD)	Top Sequence
No data.

Read this view: the gap between "0 contacts in sequence globally" and "0% of open deals with an active play" is the prospect-to-deal bridge. Sequences are firing at the top of funnel; we need to track which sequences convert their contacts into created deals over the next 30–60 days. Sequence IDs link to HubSpot's Sequence Performance report.