Pipeline Council Pre-Read

May 26, 2026 · CQ Q2 / NQ Q3 · Period May 14, 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

−$605K net

−$605K net (ComboCo) · biggest add: $75K new deals (1); biggest drag: −$288K slipped (12 deals avg 62d)

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 14, 2026 → May 26, 2026 · ComboCo · −$605K

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (May 14)

—

$7.38M

+New deals

1 deal

+$75K

+Pulled in

0 deals

+$0

+Amount expansions

1 deal

+$40K

↑Stage advanced (no $ change)

3 deals

—

−Slipped across-Q · forecast break

10 deals

−$283K

−Slipped within-Q · close-date push

2 deals

−$5K

−Amount reductions

1 deal

−$243K

●Closed won (leaves pipe)

1 deal

−$214K

●Closed lost

4 deals

−$263K

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

Pipeline at end (May 26)

—

$6.77M

Net change council period

—

−$605K

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

Per-Quarter Delta

Q2 (CQ)

−$815K

Slipped IN

0 · $0

Slipped OUT

10 · $283K

New in

0 · $0

Won from

1 · $214K

Lost from

2 · $75K

Q3 (NQ)

+$233K

Slipped IN

10 · $283K

Slipped OUT

0 · $0

New in

0 · $0

Won from

0 · $0

Lost from

1 · $50K

Q4 (NQ+1)

−$23K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

1 · $75K

Won from

0 · $0

Lost from

1 · $138K

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

$283K

10 deals · forecast trust break

$ slipped within-Q · WoW

$5K

2 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
Q2-2026	10	$283K

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

Upcoming meetings · next 14d

22

17 deals · $1.66M of pipe with momentum

Sales Intros / Meetings (14d)

1 / 3 mtgs

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

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

Contacts in active sequence

959

across all owners · live HubSpot count

New enrollments · last 14d

183

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	204	18
Kyle Smith	171	19
Susan Kaseroff	155	16
Keosha Murrell	72	10
Aaron Samples	57	16
Justin Libby	54	12
Kimberly Bauer	38	11
Nathan Wilmot	30	11

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 $	95
Brand: eCom VP $	60
$ Retail: Director eCom $	49
Retail: Merch VP $	46
Shoptalk — Kyle (Apex64)	35
Retail Flow — Drew	35
Retail: VP eCom $	32

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 "959 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.