Pipeline Council Pre-Read

May 28, 2026 · CQ Q2 / NQ Q3 · Period May 21, 2026 → May 28, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

RED

Q2 1.12× AMBER, Q3 1.48× AMBER, Q4 0.96× RED

② WoW Driver

Biggest WoW Movement Driver

+$25K net

+$25K net (ComboCo) · biggest add: $100K new deals (1); biggest drag: −$118K slipped (1 deals avg 6d)

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 $1,065K (16%)

12 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 28, 2026

● Live HubSpot

CQ PipelineQ2

CQ Coveragevs Reforecast

NQ PipelineQ3

NQ Coveragevs Reforecast

Logicbroker

$871K

Q2 · target $770K

2.08×

AMBER · $871K ÷ $419K gap

$2.39M

Q3 · target $1.27M

1.88×

AMBER · $2.39M ÷ $1.27M

Virtualstock

$343K

Q2 · target $317K

1.08×

AMBER · $343K ÷ $317K

$858K

Q3 · target $917K

0.94×

RED · $858K ÷ $917K

ComboCo

$1.21M

Q2 · target $1.09M

1.65×

AMBER · $1.21M ÷ $736K gap

$3.25M

Q3 · target $2.19M

1.48×

AMBER · $3.25M ÷ $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

$307K

4.7 weeks left · gap after weighted pipe $723K · $153K/wk pace

Q3 · need next 2 weeks

$136K

17.9 weeks left · gap after weighted pipe $1,216K · $68K/wk pace

Q4 · need next 2 weeks

$112K

31.0 weeks left · gap after weighted pipe $1,729K · $56K/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

$55K

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	$871K	2.08×	$419K	$0	$0	$816K	$55K
Virtualstock £→$ @ 1.35	$317K (£235K)	$0	$343K	1.08×	$317K	$118K	$0	$176K	$0
ComboCo USD blended	$1,087K	$351K	$1,214K	1.65×	$736K	$118K	$0	$992K	$55K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q2	$855K	$331K	1.21×	0.87×
Q3	$2.29M	$887K	1.61×	1.16×
Q4	$1.64M	$637K	1.04×	0.75×
FY-2026	$4.79M	$1.86M	1.26×	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	$871K	$419K	2.08×
	Virtualstock	$317K (£235K)	$0	$343K	$317K	1.08×
	ComboCo	$1,087K	$351K	$1,214K	$736K	1.65×
Q3 NQ	Logicbroker	$1,274K	$0	$2,392K	$1,274K	1.88×
	Virtualstock	$917K (£679K)	$0	$858K	$917K	0.94×
	ComboCo	$2,191K	$0	$3,250K	$2,191K	1.48×
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 21, 2026 → May 28, 2026 · ComboCo · +$25K

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (May 21)

—

$6.77M

+New deals

1 deal

+$100K

+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

1 deal

−$118K

−Amount reductions

0 deals

−$0

●Closed won (leaves pipe)

0 deals

−$0

●Closed lost

1 deal

−$75K

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

Pipeline at end (May 28)

—

$6.80M

Net change council period

—

+$25K

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

Per-Quarter Delta

Q2 (CQ)

−$75K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

0 · $0

Won from

0 · $0

Lost from

1 · $75K

Q3 (NQ)

+$100K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

1 · $100K

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 28, 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

111d

Solutioning stage · n=9

Median days in stage · ComboCo

Solutioning

n=9

111d

Prospecting

n=18

72d

Negotiation

n=6

63d

Qualification

n=14

48d

Proposal

n=11

41d

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	252d	$75K
Swanson - Supplier Flow LB	Aaron Samples	Prospecting	252d	$25K
Wakefern Food Corp. - D2C Dropship - New LB	Kyle Smith	Solutioning	252d	$100K
The Vitamin Shoppe - Agentic Commerce LB	Susan Kaseroff	Qualification	213d	$75K
Macy's - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	200d	$0
Samsung - UK Agentic Commerce LB	Miko Roller	Proposal	196d	$95K
Marriott International- B2B Supplier Flow LB	Susan Kaseroff	Solutioning	185d	$75K

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

Slippage Analysis

$ slipped this period · click a tile to drill into deal list · slipped 2× or more · May 28, 2026

● Live HubSpot

$ slipped across-Q · WoW

$0

0 deals · forecast trust break

$ slipped within-Q · WoW

$118K

1 deal · 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

Slipped across-quarter · deal list

Deal	Owner	BU	Amount	From → To Close	Days
No across-Q slips this period.

These deals crossed a quarter boundary — highest forecast trust risk.

Distribution of slip counts · ComboCo

Never slipped

40

$4,111K

1× slip

5

$248K

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 28, 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

23d

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 · 150 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	18	56%	28%	10	5
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=18

29d

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 28, 2026

● Live HubSpot

By lead source · ComboCo · $6,799K total

(unset)

$2,657K · 39% · 24

Marketing Generated

$1,065K · 16% · 12

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

$223K · 3% · 3

Marketing vs Sales-sourced · ComboCo

Marketing-sourced

23%

$1,582K · 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 · $4,151K total

Marketing Generated

$1,065K · 26% · 12

AE Generated

$820K · 20% · 13

Logicbroker Executive Generated

$675K · 16% · 3

BDR Generated

$600K · 14% · 8

Client Success Generated

$466K · 11% · 8

Partnership Generated

$294K · 7% · 3

Customer Referral Generated

$223K · 5% · 3

(unset)

$9K · 0% · 1

Marketing vs Sales-sourced · LB

Marketing-sourced

38%

$1,582K · 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 28, 2026

● Live HubSpot

⚠ Engagements API call failed — Slide 8 in pending state. Reason: skipped (--fast). Re-run snapshot once scopes/auth are fixed.

Upcoming meetings · next 14d

0

0 deals · $0 of pipe with momentum

Sales Intros / Meetings (14d)

0 / 0 mtgs

Sales Intros pending field detection · Meetings completed shown for now

Quiet pipe · >$50K · 14d silent

0

$0 at risk · zero customer-facing touch

Activity index

0%

0 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
Engagements API failed — empty until re-run.

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
Engagements API failed — empty until re-run.

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 28, 2026

● Live

Contacts in active sequence

968

across all owners · live HubSpot count

New enrollments · last 14d

235

BDR pace · contacts started a sequence in the period

Open deals with active play

0 / 74

0% of open LB+VS deals · $0 of pipe

Unique sequences running

15

at least 1 contact enrolled · top 8 below

BDR Pace · contacts currently in sequence

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

BDR / Owner	Contacts	Sequences
Matt Wilkinson	206	19
Kyle Smith	175	19
Susan Kaseroff	153	14
Keosha Murrell	91	13
Justin Libby	53	12
Aaron Samples	50	14
Kimberly Bauer	49	9
Nathan Wilmot	35	12

Top Sequences · by contact count

Sequences with the most contacts currently enrolled · top 8

Sequence	Contacts
AI LLM Shopping Cold Outbound — Drew	349
Brand: eCom Director $	114
Brand: eCom VP $	63
$ Retail: Director eCom $	56
Retail: Merch VP $	44
Shoptalk — Kyle (Apex64)	35
Retail Flow — Drew	35
Retail: VP eCom $	30

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 open deal in the LB/VS pipeline currently has a contact in an active sales play. Sequences are running at the prospect layer; track conversion to deal-create over the next 30–60d.

Read this view: the gap between "968 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.

Call to Action

Pipeline needed to reach 3.5× healthy coverage · what it takes to get there · May 28, 2026

● Live

Q2 · gap to 3.5×

$2.6M

1.12× coverage · 33d remaining

Q3 · gap to 3.5×

$4.4M

1.48× coverage · 17.9wk remaining

Q4 · gap to 3.5×

$6.2M

0.96× coverage · 31wk remaining

FY · gap to 3.5×

$13.7M

1.16× coverage · Full year remaining

Conversion Engine

All-time win rates + avg deal size · ComboCo blended 26% win rate

BU	Win Rate	Avg Deal	Sample
LB	31%	$46K	497W / 1086L
VS	14%	$72K	87W / 548L
ComboCo	26%	$50K	584W / 1634L

Pipeline origin · open deals by lead source

Sales 24 deals · 32%

Other 24 deals · 32%

Marketing 12 deals · 16%

Client Success 8 deals · 11%

Partnership / Referral 6 deals · 8%

Sales = AE + BDR + Executive generated · Marketing = inbound/campaign · Sequences (Slide 9) are the BDR activity proxy

The Math · Q3 Focus

17.9 weeks remaining · most actionable quarter to build pipeline now

Pipeline gap to 3.5×

$4.4M

÷ $50K avg deal size

Deals to close

89

÷ 26% win rate (Prospecting → Close)

Prospects needed in pipeline

343

÷ 17.9 weeks × 2

New prospects per 14 days

38

Intro meetings needed (pending measurement):
At 50% mtg→deal: 77 meetings/14d · At 33%: 115 meetings/14d
Tracking via Slide 9 sequence enrollment rate · will calibrate as data accumulates

NEXT 14 DAYS

38

new qualified prospects into Q3 pipeline

That's 7.6 per working day · at 26% win rate → 10 deals toward Q3 target

Requires ~77–115 intro meetings if 33–50% convert to pipeline

FULL YEAR CALL TO ACTION

$13.2M

pipeline gap to close · Q2 through Q4

Requires ~1,023 new prospects entering funnel · 39 per week over remaining 26 weeks

Q3 is the critical build window — pipeline created now closes in Q3 & seeds Q4