Pipeline Council Pre-Read

Jul 24, 2026 · CQ Q3 / NQ Q4 · Period Jul 23, 2026 → Jul 24, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

RED

Q3 0.83× RED, Q4 1.16× AMBER, Q1-2027 — AMBER

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

1-800-Flowers.com Inc. - Marketplace

8× slips on a $295K deal — owner Matt Wilkinson, stuck in Solutioning. Forecast trust broken.

④ Top Play

Top Play Performance Highlight

Marketing Generated $1,690K (27%)

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

Deal	BU	Amount (USD)	Owner	Close Date
Samsung SEBN (Benelux)	LB	$35K	Carrie Daudelin	2026-07-02
Riddle's Jewelry - Uplift	LB	$7K	Emily Ronk	2026-07-01
Back to the Roots - Uplift	LB	$5K	Giovanni Mendez	2026-07-01
Fred Meyer Jewelers - Uplift	LB	$4K	Eric Yale	2026-07-23
Gifts for Good - Uplift	LB	$3K	Giovanni Mendez	2026-07-14
Samsung SME - Uplift	LB	$546	Carrie Daudelin	2026-07-07

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 Q3 / NQ Q4 · by segment · required pace next 2 weeks · Jul 24, 2026

● Live HubSpot

CQ PipelineQ3

CQ Coveragevs Reforecast

NQ PipelineQ4

NQ Coveragevs Reforecast

Logicbroker

$1.31M

Q3 · target $1.27M

1.08×

AMBER · $1.31M ÷ $1.22M gap

$2.31M

Q4 · target $1.40M

1.65×

AMBER · $2.31M ÷ $1.40M

Virtualstock

$510K

Q3 · target $917K

0.56×

RED · $510K ÷ $917K

$518K

Q4 · target $1.03M

0.50×

RED · $518K ÷ $1.03M

ComboCo

$1.83M

Q3 · target $2.19M

0.85×

RED · $1.83M ÷ $2.14M gap

$2.83M

Q4 · target $2.43M

1.16×

AMBER · $2.83M ÷ $2.43M

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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)

Q3 · need next 2 weeks

$338K

9.7 weeks left · gap after weighted pipe $1,643K · $169K/wk pace

Q4 · need next 2 weeks

$138K

22.9 weeks left · gap after weighted pipe $1,581K · $69K/wk pace

Q1-2027 · need next 2 weeks

$0

0.0 weeks left · gap after weighted pipe $0 · $0/wk pace

Q3 open pipeline by Forecast Category · ComboCo (HubSpot hs_manual_forecast_category)

Commit · Q3

$0

95% prob · "betting my number on it"

Call · Q3

$49K

75% prob · medium-high confidence

Best Case · Q3

$1,395K

60% prob · should happen

Pipeline · Q3

$382K

20% prob · default bucket

Gap to Goal · Q3

$2,137K

target $2,191K − won $54K

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?"

Q3 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	$1,274K	$54K	$1,315K	1.08×	$1,220K	$0	$0	$1,095K	$220K
Virtualstock £→$ @ 1.35	$917K (£679K)	$0	$510K	0.56×	$917K	$0	$49K	$300K	$162K
ComboCo USD blended	$2,191K	$54K	$1,825K	0.85×	$2,137K	$0	$49K	$1,395K	$382K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q3	$1.32M	$499K	0.93×	0.65×
Q4	$2.05M	$773K	1.30×	0.91×
Q1-2027	$0	$0	—	—
FY-2026	$3.37M	$1.27M	0.89×	0.62×

Reforecast targets are split 65/35 NB/Upsell per the workbook convention (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	$98K	$0	$0 · met	—
	Virtualstock	$47K (£35K)	$0	$0	$47K	0.00×
	ComboCo	$144K	$98K	$0	$46K	0.00×
Q2 CQ	Logicbroker	$770K	$381K	$0	$389K	0.00×
	Virtualstock	$317K (£235K)	$118K	$0	$199K	0.00×
	ComboCo	$1,087K	$499K	$0	$588K	0.00×
Q3 NQ	Logicbroker	$1,274K	$54K	$1,315K	$1,220K	1.08×
	Virtualstock	$917K (£679K)	$0	$510K	$917K	0.56×
	ComboCo	$2,191K	$54K	$1,825K	$2,137K	0.85×
Q4	Logicbroker	$1,400K	$0	$2,310K	$1,400K	1.65×
	Virtualstock	$1,030K (£763K)	$0	$518K	$1,030K	0.50×
	ComboCo	$2,430K	$0	$2,828K	$2,430K	1.16×

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

Pipeline Movement

Jul 23, 2026 → Jul 24, 2026 · ComboCo · +$0

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (Jul 23)

—

$6.26M

+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 (Jul 24)

—

$6.26M

Net change council period

—

+$0

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

Pipeline Flow · council period

Mirrors whichever timeframe is selected on the waterfall (left) — pick a period there and this redraws. Bars are running pipeline total after each category's effect; ribbon color = gain (green) or loss (red). Pulled-in/slipped deals don't change the ComboCo total (shown as badges above, not bars) since they only move dollars between quarters, not into or out of the pool. PayPal/freemium excluded throughout.

--

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

Deal	Owner	BU	Amount	Days	Q Move

Stage Aging — CQ + NQ

Stage-aging thresholds: CQ stuck ≥ 45d · NQ stuck ≥ 60d · Jul 24, 2026

● Live HubSpot

Stuck deals total

7

$291K at risk · top 7 shown

CQ stuck (≥45d)

4

$100K · current quarter

NQ stuck (≥60d)

3

$191K · next quarter

Slowest median TIS

105d

Negotiation stage · n=6

Median days in stage · ComboCo

Negotiation

n=6

105d

Prospecting

n=9

85d

Proposal

n=14

71d

Qualification

n=7

50d

Solutioning

n=9

39d

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 (Q3) · ≥45d in current stage

Deal	Owner	Stage	Days	Amount
Samsung - Agentic Freemium Cohort LB	Miko Roller	Proposal	254d	$0
American Furniture Warehouse - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	170d	$0
American Furniture Warehouse - D2C Drop Ship LB	Aaron Samples	Solutioning	168d	$100K
Centric Brands - Agentic Freemium Cohort LB	Susan Kaseroff	Proposal	162d	$0

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 (Q4) · ≥60d in current stage

Deal	Owner	Stage	Days	Amount
Staples Inc- B2C Drop Ship LB	Matt Wilkinson	Prospecting	196d	$100K
PetMeds - POC LB	Aaron Samples	Prospecting	147d	$50K
London Graphic Centre \| Dropship VS	Nicky Bowman	Negotiation	146d	$41K

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 · Jul 24, 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

27

$2,055K · lifetime slip count ≥ 2

Worst single deal

8×

1-800-Flowers.com Inc. - Marketplace

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

14

$1,517K

1× slip

18

$2,688K

2× slips

9

$463K

3+× slips

18

$1,592K

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
1-800-Flowers.com Inc. - Marketplace	Matt Wilkinson	LB	8×	+92d	$295K	2026-10-31	—
Swanson - D2C Dropship	Aaron Samples	LB	8×	+456d	$75K	2027-03-31	—
ADI Global Distribution - Managed Service	Aaron Samples	LB	8×	+174d	$20K	2026-09-30	—
American Furniture Warehouse - D2C Drop Ship	Aaron Samples	LB	7×	+365d	$100K	2026-09-29	—
Dexcom - Supplier Flow	Aaron Samples	LB	7×	+92d	$50K	2026-09-30	—
Samsung - Agentic Freemium Cohort	Miko Roller	LB	7×	+49d	$0	2026-08-07	—
Brother Industries - Supplier Flow	Kyle Smith	LB	6×	+106d	$50K	2026-12-15	—
Swanson - Supplier Flow	Aaron Samples	LB	6×	+365d	$25K	2027-03-31	—
Dick's Sporting Goods - Agentic Freemium Cohort	Aaron Samples	LB	6×	+31d	$0	2026-08-31	—
American Furniture Warehouse - Agentic Freemium Cohort	Aaron Samples	LB	5×	+90d	$0	2026-09-29	—

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

Funnel Conversion & Velocity

Trailing 24 months · stage-to-stage · since 2024-07-24 · Jul 24, 2026

● Live HubSpot

Where deals go when they leave a stage · trailing 24mo · 309 transitions

Forward (or Closed Won)Regressed (sent back a stage)Closed Lost

Prospecting

n=125

66% fwd 0% reg 34% lost

Qualification

n=85

56% fwd 1% reg 42% lost

Solutioning

n=43

79% fwd 0% reg 21% lost

Proposal

n=32

50% fwd 9% reg 38% lost

Negotiation

n=16

69% fwd 19% reg 13% lost

% of deals that EXITED each stage in the trailing 24 months — not deals that entered it. A deal still sitting in a stage today isn't counted until it actually moves. Forward + Regressed + Lost always sum to 100%. Hover a bar segment for exact counts.

Median time-in-stage · trailing 24mo

Prospecting

n=125

14d

Qualification

n=85

21d

Solutioning

n=43

7d

Proposal

n=32

24d

Negotiation

n=16

23d

Top transitions · trailing 24mo

• Prospecting → Qualification: 66

• Qualification → Solutioning: 46

• Prospecting → Closed Lost: 42

• Qualification → Closed Lost: 36

• Solutioning → Proposal: 34

• Proposal → Negotiation: 15

• Prospecting → Closed Won: 14

• Proposal → Closed Lost: 12

Bottleneck: Qualification — 42% of deals leaving this stage are closed-lost (36 of 85 transitions, trailing 24 months). This is where pipe gets dropped. Reps either need disqualify-faster discipline or earlier MEDDPICC pressure-testing.

Negotiation is getting kicked back the most — 19% of exits from this stage in the trailing 24 months moved BACKWARD to an earlier stage (3 of 16), not forward and not lost. Worth checking whether deals are being advanced into this stage before they're actually ready.

Pipeline by Lead Source

Lead_Source_Vetted_bucketed · open pipeline · Jul 24, 2026

● Live HubSpot

By lead source · ComboCo · $6,261K total

(unset)

$2,248K · 36% · 17

Marketing Generated

$1,690K · 27% · 14

AE Generated

$820K · 13% · 10

Client Success Generated

$658K · 11% · 8

BDR Generated

$400K · 6% · 6

Logicbroker Executive Generated

$395K · 6% · 3

Partnership Generated

$50K · 1% · 1

Marketing vs Sales-sourced · ComboCo

Marketing-sourced

28%

$1,740K · 15 deals · Marketing + Referral + Partner

Sales-sourced

36%

$2,273K · 27 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

36%

$2,248K · 17 deals · need backfill

Bucketing convention: 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 · $4,013K total

Marketing Generated

$1,690K · 42% · 14

AE Generated

$820K · 20% · 10

Client Success Generated

$658K · 16% · 8

BDR Generated

$400K · 10% · 6

Logicbroker Executive Generated

$395K · 10% · 3

Partnership Generated

$50K · 1% · 1

Marketing vs Sales-sourced · LB

Marketing-sourced

43%

$1,740K · 15 deals · Marketing + Referral + Partner

Sales-sourced

57%

$2,273K · 27 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

0%

$0 · 0 deals · need backfill

Bucketing convention: 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 · $2,248K total

(unset)

$2,248K · 100% · 17

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%

$2,248K · 17 deals · need backfill

Bucketing convention: Marketing-sourced = inbound/referral/partner. Sales-sourced = AE/Exec/BDR/CS outbound. Unset = no Lead_Source_Vetted_bucketed set in HubSpot.

36% 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 · Jul 24, 2026

● Live HubSpot

Upcoming meetings · next 14d

4

3 deals · $543K of pipe with momentum

Sales Intros / Meetings (14d)

1 / 1 mtgs

Sales Intros · Source: Meeting hs_activity_type = "AE- Intro Meeting - Prospect" · Meetings completed last 14d shown for context

Quiet pipe · >$50K · 14d silent

34

$4.00M at risk · zero customer-facing touch

Activity index

29%

17 of 59 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	2026-11-21	$250K	Jul 30
Currys \| Managed Service VS	Nicky Bowman	Proposal	2027-02-05	$243K	Aug 3
Dexcom - Supplier Flow LB	Aaron Samples	Negotiation	2026-09-30	$50K	Jul 24

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
Google - Dropship LB	Kyle Smith	Proposal	May 28	$350K	57d
1-800-Flowers.com Inc. - Marketplace LB	Matt Wilkinson	Solutioning	—	$295K	—
Currys \| Managed Service VS	Nicky Bowman	Proposal	Jul 8	$243K	16d
Screwfix \| Product Induction VS	Nicky Bowman	Prospecting	—	$194K	—
Boots \| Dropship VS	Nicky Bowman	Proposal	Jun 26	$162K	28d
NVIDIA - Drop ship LB	Kyle Smith	Qualification	Jun 15	$150K	39d
Gordon Food Service - Vendor Portal LB	Matt Wilkinson	Prospecting	Apr 30	$150K	85d
General Motors - Marketplace LB	Matt Wilkinson	Qualification	Jul 2	$150K	22d
Bealls - D2C Dropship LB	Aaron Samples	Proposal	Jun 22	$140K	32d
Howdens \| Dropship VS	Nicky Bowman	Solutioning	May 29	$138K	56d

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 Intros without an open deal · last 14d (4) These intros have no open LB/VS deal attached — create the deal to make them visible in pipeline tracking. "title match" rows weren't tagged with an intro activity type in HubSpot — verify before counting.

Meeting	Date	Owner	Source	Action
Tanager Logistics x Logicbroker Introduction	Jul 22	Nathan Wilmot	title match	+ Create deal →
—	Jul 21	Nathan Wilmot	tagged	+ Create deal →
All American Canine x Logicbroker Introduction	Jul 21	Nathan Wilmot	title match	+ Create deal →
Senditures LLC x Logicbroker Introduction	Jul 14	Nathan Wilmot	title match	+ Create deal →

Activity Accountability

Who's engaged with their pipeline and who's gone dark · Jul 24, 2026

● Live

Meetings completed · 14d

1

customer-facing · LB + VS combined

Upcoming meetings · 14d

3

scheduled on open deals · next 2 weeks

Activity index

29%

open deals with a touch in last 14d

Quiet pipe · at risk

$3,073K

20 deals · no touch in 14d · 5 phantom

Upcoming Meetings · Next 14 Days

Scheduled on open deals · 3 meetings across LB + VS

Deal	Owner	Date	Amt
Dexcom - Supplier FlowLB	Aaron	Jul 24	$50K
ODP Business Solutions - DropshipLB	Miko	Jul 30	$250K
Currys \| Managed ServiceVS	Nicky	Aug 3	$243K

⬦ Gone Quiet · Silent 14d+

15 deals · $2,189K · had prior touch, now dark

Deal	Owner	Last Touch	Amt
Google - DropshipLB	Kyle	57d ago	$350K
Currys \| Managed ServiceVS	Nicky	16d ago	$243K
Boots \| DropshipVS	Nicky	28d ago	$162K
NVIDIA - Drop shipLB	Kyle	39d ago	$150K
Gordon Food Service - Vendor PortalLB	Matt	85d ago	$150K
General Motors - MarketplaceLB	Matt	22d ago	$150K
Bealls - D2C DropshipLB	Aaron	32d ago	$140K
Howdens \| DropshipVS	Nicky	56d ago	$138K

✕ No Activity Found · 90d

5 deals · $884K · no HubSpot or Avoma activity in the last 90 days

Deal	Owner	Amt	Stage
1-800-Flowers.com Inc. - MarketplaceLB	Matt	$295K	Solutioning
Screwfix \| Product InductionVS	Nicky	$194K	Prospecting
Bricodepot Iberia \| DropshipVS	Nicky	$138K	Solutioning
Viking Direct \| Product Induction /PIMVS	Nicky	$135K	Prospecting
JT Atkinson \| DropshipVS	Nicky	$122K	Prospecting

Reflects HubSpot search results going back 90 days from today — not a claim that these deals have never been touched, just that nothing was found in that window. If a deal here has real older activity, it should show up in HubSpot's own record.

Call to Action

Drag the slider to set your coverage target · see what activity it takes to get there · Jul 24, 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 (trailing 24 months of closed deals, excluding PayPal and $0 Freemium). Move the slider above to model different coverage targets.

Conversion Engine

Trailing 24mo win rates & avg deal size (ex-PayPal/Freemium) — these stay constant as you adjust the slider

BU	Win Rate	Avg Deal	Sample
LB	35%	$29K	106W / 198L
VS	8%	$103K	15W / 171L
ComboCo	25%	$38K	121W / 369L

Open pipeline by lead source

Sales 19 deals · 32%

Other 17 deals · 29%

Marketing 14 deals · 24%

Client Success 8 deals · 14%

Partnership / Referral 1 deals · 2%

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

Deal Analytics

Avg deal size, win rate & sales cycle · closed won/lost, trailing 24 months · click a tile to drill in · Jul 24, 2026

● Live Data

Avg Deal Size · closed-won, trailing 24mo

$38K

median $12K · mode $0–$25K · 121 deals (16 flagged outliers)

Win Rate · # and $

25%

by count · by $ = 13% · 121W / 369L

Avg Sales Cycle · create → close

83d

median 25d · mode 0–15d

Avg Deal Size — all closed-won deals · ComboCo

Product Lens · ComboCo (primary product, closed won/lost, trailing 24mo)

Product	Deals	Avg Deal	Win % (#)	Win % ($)	Avg Cycle
B2C Drop Ship (55/157 name-inferred)	157	$104K	11%	9%	146d
Untagged	124	$32K	18%	10%	113d
Supplier Drop Ship/Marketplace	79	$18K	42%	22%	69d
Other	39	$17K	87%	68%	15d
Agentic Commerce (7/24 name-inferred)	24	$0	0%	0%	—
B2C Marketplace (7/20 name-inferred)	20	$0	0%	0%	—
Product Onboarding Center (7/15 name-inferred)	15	$136K	33%	62%	88d
Additional Trading Partners	8	$28K	100%	100%	125d
Managed Services (3/6 name-inferred)	6	$0	0%	0%	—
B2B Drop Ship/Marketplace	6	$0	0%	0%	—
Third Party Order Routing (2/3 name-inferred)	3	$0	0%	0%	—
Wholesale Replenishment (low sample)	2	$0	0%	0%	—
B2B Supply Chain Visibility (low sample)	2	$0	0%	0%	—
CCN - Supplier (low sample)	2	$8K	50%	13%	37d
Additional Orders (low sample)	1	$0	0%	0%	—
Data Cloud - Data Pipeline (low sample)	1	$0	0%	0%	—
3PL Store Routing (low sample)	1	$20K	100%	100%	39d

Multi-product deals attribute to the first-listed product only, so rows are additive to the BU total. Rows under 3 deals are directional only. Where the HubSpot product field was blank, a product was guessed from the deal name (e.g. "Dropship", "Marketplace", "Product Induction") — marked "(N/M name-inferred)"; ambiguous names (e.g. "Uplift", bare company names) are left in Untagged rather than guessed.

Avg Deal Size · closed-won, trailing 24mo

$29K

median $9K · mode $0–$25K · 106 deals (11 flagged outliers)

Win Rate · # and $

35%

by count · by $ = 15% · 106W / 198L

Avg Sales Cycle · create → close

67d

median 20d · mode 0–15d

Avg Deal Size — all closed-won deals · Logicbroker

Product Lens · Logicbroker (primary product, closed won/lost, trailing 24mo)

Product	Deals	Avg Deal	Win % (#)	Win % ($)	Avg Cycle
B2C Drop Ship	102	$97K	15%	12%	159d
Supplier Drop Ship/Marketplace	79	$18K	42%	22%	69d
Other	39	$17K	87%	68%	15d
Agentic Commerce	17	$0	0%	0%	—
Untagged	16	$5K	75%	40%	5d
B2C Marketplace	13	$0	0%	0%	—
Product Onboarding Center (1/9 name-inferred)	9	$55K	22%	35%	128d
Additional Trading Partners	8	$28K	100%	100%	125d
B2B Drop Ship/Marketplace	6	$0	0%	0%	—
Managed Services	3	$0	0%	0%	—
Third Party Order Routing (2/3 name-inferred)	3	$0	0%	0%	—
Wholesale Replenishment (low sample)	2	$0	0%	0%	—
B2B Supply Chain Visibility (low sample)	2	$0	0%	0%	—
CCN - Supplier (low sample)	2	$8K	50%	13%	37d
Additional Orders (low sample)	1	$0	0%	0%	—
Data Cloud - Data Pipeline (low sample)	1	$0	0%	0%	—
3PL Store Routing (low sample)	1	$20K	100%	100%	39d

Multi-product deals attribute to the first-listed product only, so rows are additive to the BU total. Rows under 3 deals are directional only. Where the HubSpot product field was blank, a product was guessed from the deal name (e.g. "Dropship", "Marketplace", "Product Induction") — marked "(N/M name-inferred)"; ambiguous names (e.g. "Uplift", bare company names) are left in Untagged rather than guessed.

Avg Deal Size · closed-won, trailing 24mo

$103K

median $41K · mode $0–$25K · 15 deals (1 flagged outlier)

Win Rate · # and $

8%

by count · by $ = 10% · 15W / 171L

Avg Sales Cycle · create → close

180d

median 106d · mode 15–30d

Avg Deal Size — all closed-won deals · Virtualstock

Product Lens · Virtualstock (primary product, closed won/lost, trailing 24mo)

Product	Deals	Avg Deal	Win % (#)	Win % ($)	Avg Cycle
Untagged	108	$65K	9%	10%	232d
B2C Drop Ship (55/55 name-inferred)	55	$163K	4%	5%	51d
B2C Marketplace (7/7 name-inferred)	7	$0	0%	0%	—
Agentic Commerce (7/7 name-inferred)	7	$0	0%	0%	—
Product Onboarding Center (6/6 name-inferred)	6	$190K	50%	73%	49d
Managed Services (3/3 name-inferred)	3	$0	0%	0%	—

Multi-product deals attribute to the first-listed product only, so rows are additive to the BU total. Rows under 3 deals are directional only. Where the HubSpot product field was blank, a product was guessed from the deal name (e.g. "Dropship", "Marketplace", "Product Induction") — marked "(N/M name-inferred)"; ambiguous names (e.g. "Uplift", bare company names) are left in Untagged rather than guessed.

Excludes the PayPal deal ($1,050K Q3, tracked on its own slide) and $0 Freemium cohort deals — same exclusions used everywhere else in this deck, and the only exclusions on this slide. The Avg Deal Size drill-down shows every closed-won deal in the window; "⚑ outlier" (1.5× IQR) is a label only, never a filter.