Pipeline Council Pre-Read

May 29, 2026 · CQ Q2 / NQ Q3 · Period May 22, 2026 → May 29, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

RED

Q2 1.43× AMBER, Q3 1.48× AMBER, Q4 0.96× RED

② WoW Driver

Biggest WoW Movement Driver

+$361K net

+$361K net (ComboCo) · biggest add: $580K new deals (2); biggest drag: −$118K slipped (2 deals avg 14d)

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 (15%)

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 29, 2026

● Live HubSpot

CQ PipelineQ2

CQ Coveragevs Reforecast

NQ PipelineQ3

NQ Coveragevs Reforecast

Logicbroker

$1.21M

Q2 · target $770K

2.88×

AMBER · $1.21M ÷ $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

$1.55M

Q2 · target $1.09M

2.11×

AMBER · $1.55M ÷ $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

$272K

4.6 weeks left · gap after weighted pipe $622K · $136K/wk pace

Q3 · need next 2 weeks

$137K

17.7 weeks left · gap after weighted pipe $1,216K · $69K/wk pace

Q4 · need next 2 weeks

$112K

30.9 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

$398K

60% prob · should happen

Pipeline · Q2

$985K

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	$1,208K	2.88×	$419K	$0	$0	$223K	$985K
Virtualstock £→$ @ 1.35	$317K (£235K)	$0	$343K	1.08×	$317K	$118K	$0	$176K	$0
ComboCo USD blended	$1,087K	$351K	$1,550K	2.11×	$736K	$118K	$0	$398K	$985K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q2	$1.01M	$507K	1.43×	1.33×
Q3	$2.12M	$1.06M	1.49×	1.39×
Q4	$1.52M	$764K	0.96×	0.90×
FY-2026	$4.65M	$2.34M	1.22×	1.14×

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	$1,208K	$419K	2.88×
	Virtualstock	$317K (£235K)	$0	$343K	$317K	1.08×
	ComboCo	$1,087K	$351K	$1,550K	$736K	2.11×
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 22, 2026 → May 29, 2026 · ComboCo · +$361K

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (May 22)

—

$6.77M

+New deals

2 deals

+$580K

+Pulled in

0 deals

+$0

+Amount expansions

0 deals

+$0

↑Stage advanced (no $ change)

3 deals

—

−Slipped across-Q · forecast break

0 deals

−$0

−Slipped within-Q · close-date push

2 deals

−$118K

−Amount reductions

1 deal

−$144K

●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 29)

—

$7.14M

Net change council period

—

+$361K

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

Per-Quarter Delta

Q2 (CQ)

+$261K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

1 · $480K

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.

--

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 29, 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

73d

Prospecting stage · n=18

Median days in stage · ComboCo

Prospecting

n=18

73d

Negotiation

n=6

64d

Qualification

n=12

63d

Solutioning

n=11

42d

Proposal

n=12

36d

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
Wakefern Food Corp. - D2C Dropship - New LB	Kyle Smith	Solutioning	253d	$100K
Swanson - D2C Dropship LB	Aaron Samples	Prospecting	253d	$75K
Swanson - Supplier Flow LB	Aaron Samples	Prospecting	253d	$25K
The Vitamin Shoppe - Agentic Commerce LB	Susan Kaseroff	Qualification	214d	$75K
Macy's - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	201d	$0
Samsung - UK Agentic Commerce LB	Miko Roller	Proposal	197d	$95K
Marriott International- B2B Supplier Flow LB	Susan Kaseroff	Solutioning	186d	$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 29, 2026

● Live HubSpot

$ slipped across-Q · WoW

$0

0 deals · forecast trust break

$ slipped within-Q · WoW

$118K

2 deals · close-date push, same Q

Slipped 2× or more

29

$2,297K · 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

41

$4,591K

1× slip

5

$248K

2× slips

11

$841K

3+× slips

18

$1,456K

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 29, 2026

● Live HubSpot

Stage-to-stage advance rates · 90d · 107 transitions

Stage	Transitions	Advance	Loss	Forward	Lost
Prospecting	34	85%	15%	29	5
Qualification	33	64%	36%	21	12
Solutioning	19	89%	11%	17	2
Proposal	14	50%	29%	7	4
Negotiation	6	50%	0%	3	0

Median time-in-stage · 90d

Prospecting

n=34

15d

Qualification

n=33

20d

Solutioning

n=19

0d

Proposal

n=14

23d

Negotiation

n=6

33d

Top transitions · 90d

• Prospecting → Qualification: 26

• Qualification → Solutioning: 19

• Solutioning → Proposal: 17

• 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 · 156 transitions

Stage	Transitions	Advance	Loss	Forward	Lost
Prospecting	57	72%	28%	41	16
Qualification	47	55%	45%	26	21
Solutioning	24	88%	13%	21	3
Proposal	18	56%	28%	10	5
Negotiation	9	67%	0%	6	0

Median time-in-stage · 180d

Prospecting

n=57

21d

Qualification

n=47

32d

Solutioning

n=24

4d

Proposal

n=18

29d

Negotiation

n=9

18d

Top transitions · 180d

• Prospecting → Qualification: 32

• Qualification → Solutioning: 24

• Solutioning → Proposal: 21

• Qualification → Closed Lost: 21

• Prospecting → Closed Lost: 16

• Proposal → Negotiation: 10

• Prospecting → Closed Won: 7

• Negotiation → Closed Won: 6

Bottleneck: Qualification — 36% of deals leaving this stage are closed-lost (12 of 33 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 29, 2026

● Live HubSpot

By lead source · ComboCo · $7,135K total

(unset)

$2,657K · 37% · 24

Marketing Generated

$1,065K · 15% · 12

Client Success Generated

$946K · 13% · 9

AE Generated

$820K · 11% · 13

Logicbroker Executive Generated

$675K · 9% · 3

BDR Generated

$600K · 8% · 8

Customer Referral Generated

$223K · 3% · 3

Partnership Generated

$150K · 2% · 3

Marketing vs Sales-sourced · ComboCo

Marketing-sourced

20%

$1,438K · 18 deals · Marketing + Referral + Partner

Sales-sourced

43%

$3,041K · 33 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

37%

$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 · $4,487K total

Marketing Generated

$1,065K · 24% · 12

Client Success Generated

$946K · 21% · 9

AE Generated

$820K · 18% · 13

Logicbroker Executive Generated

$675K · 15% · 3

BDR Generated

$600K · 13% · 8

Customer Referral Generated

$223K · 5% · 3

Partnership Generated

$150K · 3% · 3

(unset)

$9K · 0% · 1

Marketing vs Sales-sourced · LB

Marketing-sourced

32%

$1,438K · 18 deals · Marketing + Referral + Partner

Sales-sourced

68%

$3,041K · 33 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.

37% 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 29, 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 75 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.

Activity Accountability

Who's engaged with their pipeline and who's gone dark · May 29, 2026

● Live

Meetings completed · 14d

0

customer-facing · LB + VS combined

Upcoming meetings · 14d

0

scheduled on open deals · next 2 weeks

Activity index

0%

open deals with a touch in last 14d

Quiet pipe · at risk

$0

0 deals · no touch in 14d · 0 phantom

Upcoming Meetings · Next 14 Days

Scheduled on open deals · 0 meetings across LB + VS

Deal	Owner	Date	Amt
No meetings scheduled on open deals in the next 14 days.

⬦ Gone Quiet · Silent 14d+

0 deals · $0 · had prior touch, now dark

Deal	Owner	Last Touch	Amt
✓ No deals have gone dark in the last 14 days.

✕ Phantom · Never Logged

0 deals · $0 · zero HubSpot or Avoma activity

Deal	Owner	Amt	Stage
✓ All open deals have at least one logged activity.

Call to Action

Drag the slider to set your coverage target · see what activity it takes to get there · May 29, 2026

● Live

Coverage

3.5×

Healthy

0.5×1.0×1.5×2.0×2.5×3.0×3.5×

✓ 3.5× is a healthy pipeline coverage target. Numbers below reflect this multiple.

< 2× High Risk 2–3× Building 3.5× Healthy ✓

Prospects needed · per 14 days (Q3 focus)

—

New qualified opps to enter pipeline every 2 weeks

Intro meetings needed · per 14 days (33–50% conversion)

—

Intros required to yield those prospects (Q3)

FY pipeline still to generate (Q2 + Q3 + Q4)

—

Combined gap across all open quarters at current slider

Q2 · pipeline gap at target

—

— new opps / 14d

Q3 · pipeline gap at target

—

— new opps / 14d

Q4 · pipeline gap at target

—

— new opps / 14d

How we get there (Q3 · current slider)

Gap ÷ avg deal size ÷ win rate ÷ weeks remaining = prospects / 14d

Pipeline gap at target (Q3) —

÷ avg deal size ($50K) →

Deals we need to close (Q3) —

÷ win rate (26%) →

Total prospects needed (Q3) —

÷ weeks remaining · ×2 →

Prospects per 14 days —

Win rate and avg deal are ComboCo blended (all-time closed deals). Move the slider above to model different coverage targets.

Conversion Engine

All-time win rates & avg deal size — these stay constant as you adjust the slider

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

Open pipeline by lead source

Sales 24 deals · 32%

Other 24 deals · 32%

Marketing 12 deals · 16%

Client Success 9 deals · 12%

Partnership / Referral 6 deals · 8%

Sales = AE + BDR + Executive · Sequences on Slide 9 are the BDR activity proxy · "Other" (32%) = untagged in HubSpot — worth cleaning up