Pipeline Council Pre-Read

Jun 01, 2026 · CQ Q2 / NQ Q3 · Period May 25, 2026 → Jun 01, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

RED

Q2 1.68× AMBER, Q3 1.52× AMBER, Q4 0.96× RED

② WoW Driver

Biggest WoW Movement Driver

+$712K net

+$712K net (ComboCo) · biggest add: $655K new deals (4); 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 $1,415K (19%)

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 · Jun 01, 2026

● Live HubSpot

CQ PipelineQ2

CQ Coveragevs Reforecast

NQ PipelineQ3

NQ Coveragevs Reforecast

Logicbroker

$1.48M

Q2 · target $770K

3.58×

GREEN · $1.48M ÷ $415K gap

$2.47M

Q3 · target $1.27M

1.94×

AMBER · $2.47M ÷ $1.27M

Virtualstock

$343K

Q2 · target $317K

1.08×

AMBER · $343K ÷ $317K

$858K

Q3 · target $917K

0.94×

RED · $858K ÷ $917K

ComboCo

$1.83M

Q2 · target $1.09M

2.49×

AMBER · $1.83M ÷ $732K gap

$3.32M

Q3 · target $2.19M

1.52×

AMBER · $3.32M ÷ $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

3.9 weeks left · gap after weighted pipe $539K · $140K/wk pace

Q3 · need next 2 weeks

$140K

17.0 weeks left · gap after weighted pipe $1,194K · $70K/wk pace

Q4 · need next 2 weeks

$115K

30.1 weeks left · gap after weighted pipe $1,729K · $57K/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

$49K

75% prob · medium-high confidence

Best Case · Q2

$673K

60% prob · should happen

Pipeline · Q2

$985K

20% prob · default bucket

Gap to Goal · Q2

$732K

target $1,087K − won $355K

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	$355K	$1,483K	3.58×	$415K	$0	$0	$498K	$985K
Virtualstock £→$ @ 1.35	$317K (£235K)	$0	$343K	1.08×	$317K	$118K	$49K	$176K	$0
ComboCo USD blended	$1,087K	$355K	$1,825K	2.49×	$732K	$118K	$49K	$673K	$985K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q2	$1.22M	$570K	1.72×	1.50×
Q3	$2.22M	$1.04M	1.56×	1.35×
Q4	$1.56M	$729K	0.99×	0.86×
FY-2026	$5.00M	$2.34M	1.31×	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	$355K	$1,483K	$415K	3.58×
	Virtualstock	$317K (£235K)	$0	$343K	$317K	1.08×
	ComboCo	$1,087K	$355K	$1,825K	$732K	2.49×
Q3 NQ	Logicbroker	$1,274K	$0	$2,467K	$1,274K	1.94×
	Virtualstock	$917K (£679K)	$0	$858K	$917K	0.94×
	ComboCo	$2,191K	$0	$3,325K	$2,191K	1.52×
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 25, 2026 → Jun 01, 2026 · ComboCo · +$712K

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (May 25)

—

$6.77M

+New deals

4 deals

+$655K

+Pulled in

0 deals

+$0

+Amount expansions

1 deal

+$275K

↑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 (Jun 1)

—

$7.49M

Net change council period

—

+$712K

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

Per-Quarter Delta

Q2 (CQ)

+$537K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

2 · $480K

Won from

0 · $0

Lost from

1 · $75K

Q3 (NQ)

+$175K

Slipped IN

0 · $0

Slipped OUT

0 · $0

New in

2 · $175K

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 · Jun 01, 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

66d

Prospecting stage · n=19

Median days in stage · ComboCo

Prospecting

n=19

66d

Qualification

n=12

66d

Negotiation

n=7

59d

Solutioning

n=11

45d

Proposal

n=12

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 (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	256d	$100K
Swanson - D2C Dropship LB	Aaron Samples	Prospecting	256d	$75K
Swanson - Supplier Flow LB	Aaron Samples	Prospecting	256d	$25K
The Vitamin Shoppe - Agentic Commerce LB	Susan Kaseroff	Qualification	217d	$75K
Macy's - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	204d	$0
Samsung - UK Agentic Commerce LB	Miko Roller	Proposal	200d	$95K
Marriott International- B2B Supplier Flow LB	Susan Kaseroff	Solutioning	189d	$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 · Jun 01, 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

43

$4,941K

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 · Jun 01, 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 · 154 transitions

Stage	Transitions	Advance	Loss	Forward	Lost
Prospecting	55	71%	29%	39	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=55

19d

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

• Qualification → Closed Lost: 21

• Solutioning → Proposal: 21

• Prospecting → Closed Lost: 16

• Proposal → Negotiation: 10

• Negotiation → Closed Won: 6

• Proposal → Closed Lost: 5

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 · Jun 01, 2026

● Live HubSpot

By lead source · ComboCo · $7,486K total

(unset)

$2,657K · 35% · 25

Marketing Generated

$1,415K · 19% · 13

Client Success Generated

$1,046K · 14% · 10

AE Generated

$820K · 11% · 13

Logicbroker Executive Generated

$675K · 9% · 3

BDR Generated

$600K · 8% · 8

Partnership Generated

$150K · 2% · 3

Customer Referral Generated

$123K · 2% · 2

Marketing vs Sales-sourced · ComboCo

Marketing-sourced

23%

$1,688K · 18 deals · Marketing + Referral + Partner

Sales-sourced

42%

$3,141K · 34 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

35%

$2,657K · 25 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 · $4,838K total

Marketing Generated

$1,415K · 29% · 13

Client Success Generated

$1,046K · 22% · 10

AE Generated

$820K · 17% · 13

Logicbroker Executive Generated

$675K · 14% · 3

BDR Generated

$600K · 12% · 8

Partnership Generated

$150K · 3% · 3

Customer Referral Generated

$123K · 3% · 2

(unset)

$9K · 0% · 2

Marketing vs Sales-sourced · LB

Marketing-sourced

35%

$1,688K · 18 deals · Marketing + Referral + Partner

Sales-sourced

65%

$3,141K · 34 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

0%

$9K · 2 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.

35% 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 · Jun 01, 2026

● Live HubSpot

Upcoming meetings · next 14d

21

16 deals · $1.40M of pipe with momentum

Sales Intros / Meetings (14d)

0 / 2 mtgs

Field detected, no Sales Intros logged in last 14d · Source: Meeting hs_activity_type = "AE- Intro Meeting - Prospect"

Quiet pipe · >$50K · 14d silent

30

$3.15M at risk · zero customer-facing touch

Activity index

43%

32 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
Currys \| Managed Service VS	Nicky Bowman	Proposal	2026-08-31	$243K	Jun 2
Boots \| Dropship VS	Caroline Boscott	Proposal	2026-06-30	$162K	May 29
TJX Companies, Inc - Agentic LB	Kyle Smith	Prospecting	2026-09-25	$150K	Jun 15
Dunnes \| Dropship VS	Nicky Bowman	Qualification	2026-12-18	$138K	Jun 26
Howdens \| Dropship VS	Nicky Bowman	Qualification	2026-09-30	$138K	May 29
Screwfix \| Invoicing VS	Caroline Boscott	Proposal	2026-06-05	$118K	Jun 3
Nisbets \| Product Induction VS INTRO	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
Google - Dropship LB	Kyle Smith	Proposal	2026-06-17	$75K	May 28

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
Gordon Food Service - Vendor Portal LB	Matt Wilkinson	Prospecting	—	$250K	—
Screwfix \| Product Induction VS	Nicky Bowman	Prospecting	May 26	$194K	2d
TJX Companies, Inc - Agentic LB	Kyle Smith	Prospecting	—	$150K	—
Hot Topic - Dropship LB	Susan Kaseroff	Prospecting	—	$150K	—
Iceland Foods \| Dropship VS	Caroline Boscott	Qualification	May 26	$138K	2d
Mountain Warehouse \| Dropship VS	Nicky Bowman	Prospecting	—	$138K	—
Wolseley \| Dropship VS	Nicky Bowman	Prospecting	May 5	$138K	23d
Bricodepot Iberia \| Dropship VS	Nicky Bowman	Solutioning	—	$138K	—
Viking Direct \| Product Induction /PIM VS	Nicky Bowman	Prospecting	—	$135K	—
Mattress Firm - B2C Drop Ship LB	Aaron Samples	Prospecting	—	$125K	—

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 · Jun 01, 2026

● Live

Meetings completed · 14d

2

customer-facing · LB + VS combined

Upcoming meetings · 14d

19

scheduled on open deals · next 2 weeks

Activity index

43%

open deals with a touch in last 14d

Quiet pipe · at risk

$2,113K

17 deals · no touch in 14d · 15 phantom

Upcoming Meetings · Next 14 Days

Scheduled on open deals · 19 meetings across LB + VS

Deal	Owner	Date	Amt
Lulu & Georgia - DropshipLB	Matt	May 28	$100K
Google - DropshipLB	Kyle	May 28	$75K
Howdens \| DropshipVS	Nicky	May 29	$138K
Boots \| DropshipVS	Caroline	May 29	$162K
Toolstation Belgium \| DropshipVS	Nicky	May 29	$68K
Currys \| Managed ServiceVS	Nicky	Jun 2	$243K
ADI Global Distribution - Managed ServiceLB	Aaron	Jun 2	$98K
Centric Brands - Agentic Freemium CohortLB	Susan	Jun 2	$0
Performance Tool (Wilmar) - Supplier FlowLB	Kyle	Jun 2	$75K
Nisbets \| Product InductionINTROVS	Nicky	Jun 3	$101K
Wilko \| Gift CardsVS	Caroline	Jun 3	$14K
Lowe's Pro Supply - Drop ShipLB	Aaron	Jun 3	$75K

⬦ Gone Quiet · Silent 14d+

2 deals · $205K · had prior touch, now dark

Deal	Owner	Last Touch	Amt
Wolseley \| DropshipVS	Nicky	23d ago	$138K
Boots \| AgenticVS	Nicky	15d ago	$68K

✕ Phantom · Never Logged

15 deals · $1,908K · zero HubSpot or Avoma activity

Deal	Owner	Amt	Stage
Gordon Food Service - Vendor PortalLB	Matt	$250K	Prospecting
TJX Companies, Inc - AgenticLB	Kyle	$150K	Prospecting
Hot Topic - DropshipLB	Susan	$150K	Prospecting
Mountain Warehouse \| DropshipVS	Nicky	$138K	Prospecting
Bricodepot Iberia \| DropshipVS	Nicky	$138K	Solutioning
Viking Direct \| Product Induction /PIMVS	Nicky	$135K	Prospecting
Mattress Firm - B2C Drop ShipLB	Aaron	$125K	Prospecting
JT Atkinson \| DropshipVS	Nicky	$122K	Prospecting

Call to Action

Drag the slider to set your coverage target · see what activity it takes to get there · Jun 01, 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%	$45K	499W / 1086L
VS	14%	$72K	87W / 548L
ComboCo	26%	$49K	586W / 1634L

Open pipeline by lead source

Other 25 deals · 32%

Sales 24 deals · 31%

Marketing 13 deals · 17%

Client Success 10 deals · 13%

Partnership / Referral 5 deals · 6%

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