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Sep 24, 2026 · Luke · v9

Pipeline Council Pre-Read

Sep 24, 2026 · CQ Q3 / NQ Q4 · Period Sep 17, 2026 → Sep 24, 2026

● Live HubSpot
① Coverage
Pipeline Coverage Status
RED
Q3 0.21× RED, Q4 1.57× AMBER, Q1-2027 — AMBER
② WoW Driver
Biggest WoW Movement Driver
+$232K net
+$232K net (ComboCo) · biggest add: $0 new deals (0); biggest drag: −$0 slipped (1 deals avg 31d)
③ Risk
Biggest Risk
Dexcom - Supplier Flow
9× slips on a $50K deal — owner Aaron Samples, stuck in Negotiation. Forecast trust broken.
④ Top Play
Top Play Performance Highlight
Marketing Generated $2,614K (38%)
15 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 Q3 / NQ Q4 · by segment · required pace next 2 weeks · Sep 24, 2026

● Live HubSpot
CQ PipelineQ3
CQ Coveragevs Reforecast
NQ PipelineQ4
NQ Coveragevs Reforecast
Logic­broker
$35K
Q3 · target $1.27M
0.09×
RED · $35K ÷ $383K gap
$3.24M
Q4 · target $1.40M
2.32×
AMBER · $3.24M ÷ $1.40M
Virtual­stock
$433K
Q3 · target $917K
0.47×
RED · $433K ÷ $917K
$575K
Q4 · target $1.03M
0.56×
RED · $575K ÷ $1.03M
Combo­Co
$467K
Q3 · target $2.19M
0.36×
RED · $467K ÷ $1.30M gap
$3.82M
Q4 · target $2.43M
1.57×
AMBER · $3.82M ÷ $2.43M
Required pace · next 2 weeks (weighted-pipe convert + new-pipe needed to close gap)
Q3 · need next 2 weeks
$4,785K
0.9 weeks left · gap after weighted pipe $2,051K · $2,393K/wk pace
Q4 · need next 2 weeks
$184K
14.0 weeks left · gap after weighted pipe $1,285K · $92K/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
$433K
75% prob · medium-high confidence
Best Case · Q3
$0
60% prob · should happen
Pipeline · Q3
$35K
20% prob · default bucket
Gap to Goal · Q3
$1,300K
target $2,191K − won $891K
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 $891K $35K 0.09× $383K $0 $0 $0 $35K
Virtualstock
£→$ @ 1.35
 $917K
(£679K)
 $0 $433K 0.47× $917K $0 $433K $0 $0
ComboCo
USD blended
 $2,191K $891K $467K 0.36× $1,300K $0 $433K $0 $35K
Coverage by Deal Type · ComboCo
QuarterNB OpenUpsell OpenNB CovUpsell Cov
Q3 $373K $93K 0.26× 0.12×
Q4 $3.05M $761K 1.93× 0.90×
Q1-2027 $0 $0 — —
FY-2026 $3.42M $855K 0.90× 0.42×
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
QBUTargetWonOpenGapCov
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 $380K $0 $390K 0.00×
Virtualstock $317K
(£235K)
 $118K $0 $199K 0.00×
ComboCo $1,087K $499K $0 $588K 0.00×
Q3
NQ
 Logicbroker $1,274K $891K $35K $383K 0.09×
Virtualstock $917K
(£679K)
 $0 $433K $917K 0.47×
ComboCo $2,191K $891K $467K $1,300K 0.36×
Q4
 Logicbroker $1,400K $0 $3,241K $1,400K 2.32×
Virtualstock $1,030K
(£763K)
 $0 $575K $1,030K 0.56×
ComboCo $2,430K $0 $3,816K $2,430K 1.57×
Coverage column = open ÷ remaining gap (target − closed-won). Gap "met" means closed-won already hit target. PayPal $1.05M Q3 excluded.

Pipeline Movement

Sep 17, 2026 → Sep 24, 2026 · ComboCo · +$232K

● Live HubSpot
Waterfall · ComboCo (USD)
Pipeline at start (Sep 17)
—
$6.63M
+New deals
0 deals
+$0
+Pulled in
0 deals
+$0
+Amount expansions
1 deal
+$232K
↑Stage advanced (no $ change)
1 deal
—
−Slipped across-Q · forecast break
1 deal
−$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 (Sep 24)
—
$6.86M
Net change council period
—
+$232K
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.
PayPal
$1.05M
Q3 callout — tracked separately, not in waterfall above. Decision still pending; tracked via needs_decision_at_council in HubSpot.

Stage Aging — CQ + NQ

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

● Live HubSpot
Stuck deals total
7
$285K at risk · top 7 shown
CQ stuck (≥45d)
3
$0 · current quarter
NQ stuck (≥60d)
4
$285K · next quarter
Slowest median TIS
104d
Negotiation stage · n=6
Median days in stage · ComboCo
Negotiation
n=6
104d
Solutioning
n=5
85d
Proposal
n=8
79d
Qualification
n=6
38d
Prospecting
n=10
25d
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
DealOwnerStageDaysAmount
Samsung - Agentic Freemium Cohort LB Luke Solyntjes Proposal 316d $0
Dick's Sporting Goods - Agentic Freemium Cohort LB Aaron Samples Negotiation 174d $0
Walgreens - Agentic Freemium Cohort LB Aaron Samples Negotiation 160d $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
DealOwnerStageDaysAmount
American Furniture Warehouse - Agentic Freemium Cohort LB Aaron Samples Solutioning 232d $0
Dexcom - Supplier Flow LB Aaron Samples Negotiation 189d $50K
Viking Direct | Product Induction /PIM VS Nicky Bowman Prospecting 183d $135K
Chainlink Services - B2B Dropship LB Susan Kaseroff Qualification 160d $100K
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 · Sep 24, 2026

● Live HubSpot
$ slipped across-Q · WoW
$0
1 deal · forecast trust break
$ slipped within-Q · WoW
$0
0 deals · close-date push, same Q
Slipped 2× or more
21
$1,753K · lifetime slip count ≥ 2
Worst single deal
9×
Dexcom - Supplier Flow
Slipped across-quarter · deal list
DealOwnerBUAmountFrom → To CloseDays
American Furniture Warehouse - Agentic Freemium Cohort Aaron Samples LB $0 2026-09-30 → 2026-10-31 +31d
These deals crossed a quarter boundary — highest forecast trust risk.
Distribution of slip counts · ComboCo
Never slipped
19
$2,642K
1× slip
17
$2,464K
2× slips
7
$475K
3+× slips
14
$1,278K
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)
DealOwnerBUSlipsMax JumpAmountCloseReason
Dexcom - Supplier Flow Aaron Samples LB 9× +92d $50K 2026-12-31 —
American Furniture Warehouse - D2C Drop Ship Aaron Samples LB 8× +365d $150K 2026-10-31 —
Samsung - Agentic Freemium Cohort Luke Solyntjes LB 8× +54d $0 2026-09-30 —
Dick's Sporting Goods - Agentic Freemium Cohort Aaron Samples LB 7× +31d $0 2026-09-30 —
American Furniture Warehouse - Agentic Freemium Cohort Aaron Samples LB 6× +90d $0 2026-10-30 —
Performance Tool (Wilmar) - Supplier Flow Kyle Smith LB 4× +89d $65K 2026-12-14 —
Marriott International - Managed Service Susan Kaseroff LB 4× +121d $58K 2027-01-29 —
Mattress Firm - Delivery as a Service Aaron Samples LB 4× +122d $50K 2027-03-31 —
Woodies Renewal 2026 (S&O + Invoice Module) Nicky Bowman VS 3× +119d $280K 2026-09-30 —
Currys | Managed Service Nicky Bowman VS 3× +158d $243K 2027-02-05 —
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 2024-09-24 · Sep 24, 2026

● Live HubSpot
Where deals go when they leave a stage · trailing 24mo · 360 transitions
Forward (or Closed Won)Regressed (sent back a stage)Closed Lost
Prospecting
n=138
67% fwd 0% reg 33% lost
Qualification
n=93
55% fwd 1% reg 44% lost
Solutioning
n=53
74% fwd 4% reg 23% lost
Proposal
n=46
48% fwd 11% reg 39% lost
Negotiation
n=22
64% fwd 23% reg 14% 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=138
14d
Qualification
n=93
21d
Solutioning
n=53
12d
Proposal
n=46
29d
Negotiation
n=22
23d
Top transitions · trailing 24mo
• Prospecting → Qualification: 72
• Qualification → Solutioning: 49
• Prospecting → Closed Lost: 46
• Qualification → Closed Lost: 41
• Solutioning → Proposal: 39
• Proposal → Negotiation: 21
• Proposal → Closed Lost: 18
• Negotiation → Closed Won: 14
Bottleneck: Qualification — 44% of deals leaving this stage are closed-lost (41 of 93 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 — 23% of exits from this stage in the trailing 24 months moved BACKWARD to an earlier stage (5 of 22), 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 · Sep 24, 2026

● Live HubSpot
By lead source · ComboCo · $6,858K total
(unset)
$2,712K · 40% · 23
Marketing Generated
$2,614K · 38% · 15
Logicbroker Executive Generated
$615K · 9% · 3
Client Success Generated
$468K · 7% · 8
AE Generated
$250K · 4% · 4
BDR Generated
$150K · 2% · 3
Partnership Generated
$50K · 1% · 1
Marketing vs Sales-sourced · ComboCo
Marketing-sourced
39%
$2,664K · 16 deals · Marketing + Referral + Partner
Sales-sourced
22%
$1,483K · 18 deals · AE + LB Exec + BDR + CS
Unset (hygiene gap)
40%
$2,712K · 23 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 · $4,189K total
Marketing Generated
$2,614K · 62% · 15
Logicbroker Executive Generated
$615K · 15% · 3
Client Success Generated
$468K · 11% · 8
AE Generated
$250K · 6% · 4
BDR Generated
$150K · 4% · 3
Partnership Generated
$50K · 1% · 1
(unset)
$42K · 1% · 4
Marketing vs Sales-sourced · LB
Marketing-sourced
64%
$2,664K · 16 deals · Marketing + Referral + Partner
Sales-sourced
35%
$1,483K · 18 deals · AE + LB Exec + BDR + CS
Unset (hygiene gap)
1%
$42K · 4 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 · $2,670K total
(unset)
$2,670K · 100% · 19
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%
$2,670K · 19 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.
40% 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.

Activity Accountability

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

● Live
Meetings completed · 14d
5
customer-facing · LB + VS combined
Upcoming meetings · 14d
10
scheduled on open deals · next 2 weeks
Activity index
40%
open deals with a touch in last 14d
Quiet pipe · at risk
$3,139K
20 deals · no touch in 14d · 11 phantom
Upcoming Meetings · Next 14 Days
Scheduled on open deals · 10 meetings across LB + VS
DealOwnerDateAmt
Screwfix | New contract upsellVS Nicky Sep 25 $338K
B&Q Ireland | DropshipVS Nicky Sep 25 $100K
World Market - DropshipLB Kyle Sep 25 $364K
Woodies Renewal 2026 (S&O + Invoice Module)VS Nicky Sep 28 $280K
General Motors - MarketplaceLB Matt Sep 28 $150K
Nisbets | Product InductionVS Nicky Sep 28 $101K
Samsung - Agentic Freemium CohortLB Luke Sep 28 $0
Toolstation Belgium | DropshipVS Nicky Sep 29 $68K
HD Supply - Managed Commerce OpsLB Emily Sep 30 $200K
Hobbycraft | DropshipVS Nicky Oct 5 $153K
⬦ Gone Quiet · Silent 14d+
9 deals · $1,902K · had prior touch, now dark
DealOwnerLast TouchAmt
Beyond (Bed Bath and Beyond and The Container Store) - Drop ShipLB Susan 20d ago $900K
Perpay - CCN DropshipLB Kyle 27d ago $250K
Screwfix | Product InductionVS Nicky 14d ago $194K
Debenhams | DropshipVS Nicky 71d ago $162K
Howdens | DropshipVS Nicky 44d ago $138K
Fleet Farm - Drop ShipLB Aaron 43d ago $100K
Marriott International - Managed ServiceLB Susan 71d ago $58K
AbbVie - Supplier FlowLB Matt 23d ago $50K
✕ No Activity Found · 90d
11 deals · $1,237K · no HubSpot or Avoma activity in the last 90 days
DealOwnerAmtStage
Bricodepot Iberia | DropshipVS Nicky $138K Solutioning
Mole Valley | DropshipVS Nicky $138K Prospecting
Dunnes | DropshipVS Nicky $138K Qualification
Viking Direct | Product Induction /PIMVS Nicky $135K Prospecting
JT Atkinson | DropshipVS Nicky $122K Prospecting
Thrive Market- Wellness Category ExpansionLB Matt $100K Prospecting
Boscov's Managed Commerce Operations (Merchandising)LB Carrie $100K Prospecting
TileBar - D2C Drop ShipLB Aaron $100K Solutioning
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

Pick a window and a deal mix · drag the sliders · see what activity it takes to get there · Sep 24, 2026

● Live
Window
Deal mix (win rate & avg deal size)
New Business + Upsell deals, cleaned of Usage/Uplift-named deals and amounts outside $10K–$1M.
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 2026
—
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 2026
Pipeline gap · Q3 2026
—
Still to generate at current coverage target & deal mix
All periods at the current coverage target & deal mix — the highlighted tile matches the Window selected above.
Q2 · pipeline gap
—
— new opps / 14d
Q3 · pipeline gap
—
— new opps / 14d
Q4 · pipeline gap
—
— new opps / 14d
FY26 · combined gap
—
— new opps / 14d
How we get there · Q3 2026 · current slider
Gap ÷ avg deal size ÷ win rate ÷ weeks remaining = prospects / 14d
Pipeline gap at target —
÷ avg deal size ($50K) →
Deals we need to close —
÷ win rate (26%) →
Total prospects needed —
÷ weeks remaining · ×2 →
Prospects per 14 days —
Win rate and avg deal are Growth Pipeline (NB+Upsell, cleaned — trailing 24 months of closed deals, excluding PayPal and $0 Freemium). Move the slider above to model different coverage targets.
Conversion Engine
Trailing 24mo — All Pipeline vs. Growth Pipeline (NB+Upsell, cleaned — ex-PayPal/Freemium/Usage/Uplift, $10K–$1M). These stay constant as you adjust the controls above.
BUWin % (All)Avg (All)Win % (Growth)Avg (Growth)Sample (All/New)
LB 36% $34K 20% $73K 105W/185L / 40W/159L
VS 8% $104K 15% $104K 12W/145L / 12W/67L
ComboCo 26% $41K 19% $80K 117W/330L / 52W/226L
Open pipeline by lead source
Other 23 deals · 40%
Marketing 15 deals · 26%
Sales 10 deals · 18%
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 · Sep 24, 2026

● Live Data
Avg Deal Size · closed-won, trailing 24mo (Growth Pipeline)
$80K
median $38K · mode $0–$25K · 52 deals (5 flagged outliers) · NB+Upsell, cleaned
Win Rate · # and $
26%
by count · by $ = 16% · 117W / 330L
Avg Sales Cycle · create → close
77d
median 25d · mode 0–15d
Avg Deal Size — all closed-won deals · ComboCo
Product Lens · ComboCo (primary product, closed won/lost, trailing 24mo)
ProductDealsAvg DealWin % (#)Win % ($)Avg Cycle
B2C Drop Ship (57/151 name-inferred) 151 $96K 11% 9% 135d
Untagged 94 $21K 21% 18% 80d
Supplier Drop Ship/Marketplace 70 $20K 41% 22% 86d
Other 40 $16K 88% 68% 15d
Agentic Commerce (7/25 name-inferred) 25 $0 0% 0% —
B2C Marketplace (7/18 name-inferred) 18 $0 0% 0% —
Product Onboarding Center (6/15 name-inferred) 15 $136K 33% 56% 88d
Managed Services (3/8 name-inferred) 8 $800K 13% 74% 61d
Additional Trading Partners 8 $28K 100% 100% 125d
B2B Drop Ship/Marketplace 5 $0 0% 0% —
Third Party Order Routing (2/3 name-inferred) 3 $0 0% 0% —
Additional Orders (low sample) 2 $18K 50% 15% 0d
CCN - Supplier (low sample) 2 $8K 50% 13% 37d
Wholesale Replenishment (low sample) 2 $0 0% 0% —
B2B Supply Chain Visibility (low sample) 2 $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 (Growth Pipeline)
$73K
median $37K · mode $0–$25K · 40 deals (3 flagged outliers) · NB+Upsell, cleaned
Win Rate · # and $
36%
by count · by $ = 19% · 105W / 185L
Avg Sales Cycle · create → close
67d
median 21d · mode 0–15d
Avg Deal Size — all closed-won deals · Logicbroker
Product Lens · Logicbroker (primary product, closed won/lost, trailing 24mo)
ProductDealsAvg DealWin % (#)Win % ($)Avg Cycle
B2C Drop Ship 94 $86K 15% 11% 147d
Supplier Drop Ship/Marketplace 70 $20K 41% 22% 86d
Other 40 $16K 88% 68% 15d
Agentic Commerce 18 $0 0% 0% —
Untagged 17 $4K 76% 41% 5d
B2C Marketplace 11 $0 0% 0% —
Product Onboarding Center 9 $55K 22% 26% 128d
Additional Trading Partners 8 $28K 100% 100% 125d
Managed Services 5 $800K 20% 80% 61d
B2B Drop Ship/Marketplace 5 $0 0% 0% —
Third Party Order Routing (2/3 name-inferred) 3 $0 0% 0% —
Additional Orders (low sample) 2 $18K 50% 15% 0d
CCN - Supplier (low sample) 2 $8K 50% 13% 37d
Wholesale Replenishment (low sample) 2 $0 0% 0% —
B2B Supply Chain Visibility (low sample) 2 $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 (Growth Pipeline)
$104K
median $73K · mode $0–$25K · 12 deals (1 flagged outlier) · NB+Upsell, cleaned
Win Rate · # and $
8%
by count · by $ = 11% · 12W / 145L
Avg Sales Cycle · create → close
152d
median 85d · mode 15–30d
Avg Deal Size — all closed-won deals · Virtualstock
Product Lens · Virtualstock (primary product, closed won/lost, trailing 24mo)
ProductDealsAvg DealWin % (#)Win % ($)Avg Cycle
Untagged 77 $50K 9% 17% 210d
B2C Drop Ship (57/57 name-inferred) 57 $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.
Win Rate and Sales Cycle tiles are blended across all deal types, excluding only the PayPal deal ($1,050K Q3, tracked on its own slide) and $0 Freemium cohort deals. The Avg Deal Size tile uses the Growth Pipeline pool instead (New Business + Upsell, changed 2026-09-22, replacing the New-Business-only pool from 2026-09-18): deals named "Usage" or "Uplift", under $10K, or over $1M are excluded — the $1M backstop should only ever catch PayPal, which is already excluded by name. Its drill-down shows every Growth Pipeline closed-won deal in the window, tagged New Biz or Upsell; "⚑ outlier" (1.5× IQR, computed within that pool) is a label only, never a filter.