Pipeline Council Pre-Read

Oct 01, 2026 · CQ Q4 / NQ Q1-2027 · Period Sep 17, 2026 → Oct 01, 2026

● Live HubSpot

① Coverage

Pipeline Coverage Status

AMBER

Q4 1.38× AMBER, Q1-2027 — AMBER, Q2-2027 — AMBER

② WoW Driver

Biggest WoW Movement Driver

+$40K net

+$40K net (ComboCo) · biggest add: $50K new deals (1); biggest drag: −$350K slipped (4 deals avg 80d)

③ Risk

Biggest Risk

Dexcom - Supplier Flow

10× slips on a $50K deal — owner Aaron Samples, stuck in Qualification. Forecast trust broken.

④ Top Play

Top Play Performance Highlight

Marketing Generated $2,440K (37%)

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

Deal	BU	Amount (USD)	Owner	Close Date
No closed-won deals in Q4 yet

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 Q4 / NQ Q1-2027 · by segment · required pace next 2 weeks · Oct 01, 2026

● Live HubSpot

CQ PipelineQ4

CQ Coveragevs Reforecast

NQ PipelineQ1-2027

NQ Coveragevs Reforecast

Logicbroker

$3.02M

Q4 · target $1.40M

2.16×

AMBER · $3.02M ÷ $1.40M

$0

Q1-2027 · target $0

—

AMBER · $0 ÷ $0

Virtualstock

$325K

Q4 · target $1.03M

0.32×

RED · $325K ÷ $1.03M

$0

Q1-2027 · target $0

—

AMBER · $0 ÷ $0

ComboCo

$3.34M

Q4 · target $2.43M

1.38×

AMBER · $3.34M ÷ $2.43M

$0

Q1-2027 · target $0

—

AMBER · $0 ÷ $0

--

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)

Q4 · need next 2 weeks

$220K

13.0 weeks left · gap after weighted pipe $1,427K · $110K/wk pace

Q1-2027 · need next 2 weeks

$0

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

Q2-2027 · need next 2 weeks

$0

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

Q4 open pipeline by Forecast Category · ComboCo (HubSpot hs_manual_forecast_category)

Commit · Q4

$0

95% prob · "betting my number on it"

Call · Q4

$5K

75% prob · medium-high confidence

Best Case · Q4

$2,305K

60% prob · should happen

Pipeline · Q4

$1,032K

20% prob · default bucket

Gap to Goal · Q4

$2,430K

target $2,430K − won $0

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?"

Q4 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	$1,400K	$0	$3,017K	2.16×	$1,400K	$0	$5K	$2,305K	$707K
Virtualstock £→$ @ 1.35	$1,030K (£763K)	$0	$325K	0.32×	$1,030K	$0	$0	$0	$325K
ComboCo USD blended	$2,430K	$0	$3,342K	1.38×	$2,430K	$0	$5K	$2,305K	$1,032K

Coverage by Deal Type · ComboCo

Quarter	NB Open	Upsell Open	NB Cov	Upsell Cov
Q4	$2.65M	$686K	1.68×	0.81×
Q1-2027	$0	$0	—	—
Q2-2027	$0	$0	—	—
FY-2026	$3.02M	$782K	0.79×	0.38×

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	$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	$3,017K	$1,400K	2.16×
	Virtualstock	$1,030K (£763K)	$0	$325K	$1,030K	0.32×
	ComboCo	$2,430K	$0	$3,342K	$2,430K	1.38×

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 → Oct 01, 2026 · ComboCo · +$40K

● Live HubSpot

Waterfall · ComboCo (USD)

Pipeline at start (Sep 17)

—

$6.63M

+New deals

1 deal

+$50K

+Pulled in

0 deals

+$0

+Amount expansions

1 deal

+$232K

↑Stage advanced (no $ change)

5 deals

—

−Slipped across-Q · forecast break

4 deals

−$350K

−Slipped within-Q · close-date push

0 deals

−$0

−Amount reductions

1 deal

−$74K

●Closed won (leaves pipe)

0 deals

−$0

●Closed lost

3 deals

−$168K

↑ Stage regressed (no $ change): 1 deals · Cleanup lost: 0 deals ($0)

Pipeline at end (Oct 1)

—

$6.67M

Net change council period

—

+$40K

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 · Oct 01, 2026

● Live HubSpot

Stuck deals total

7

$1,056K at risk · top 7 shown

CQ stuck (≥45d)

1

$0 · current quarter

NQ stuck (≥60d)

6

$1,056K · next quarter

Slowest median TIS

215d

Solutioning stage · n=7

Median days in stage · ComboCo

Solutioning

n=7

215d

Qualification

n=11

77d

Prospecting

n=18

68d

Proposal

n=6

58d

Negotiation

n=2

21d

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 (Q4) · ≥45d in current stage

Deal	Owner	Stage	Days	Amount
American Furniture Warehouse - Agentic Freemium Cohort LB	Aaron Samples	Solutioning	239d	$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 (Q1-2027) · ≥60d in current stage

Deal	Owner	Stage	Days	Amount
Marriott International- B2B Supplier Flow LB	Susan Kaseroff	Solutioning	311d	$80K
Staples Inc- B2C Drop Ship LB	Matt Wilkinson	Prospecting	265d	$100K
Screwfix \| New contract upsell VS	Nicky Bowman	Solutioning	215d	$338K
Screwfix \| Product Induction VS	Nicky Bowman	Prospecting	215d	$194K
Currys \| Managed Service VS	Nicky Bowman	Proposal	215d	$243K
Nisbets \| Product Induction VS	Nicky Bowman	Prospecting	215d	$101K

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 · Oct 01, 2026

● Live HubSpot

$ slipped across-Q · WoW

$350K

4 deals · forecast trust break

$ slipped within-Q · WoW

$0

0 deals · close-date push, same Q

Slipped 2× or more

22

$1,952K · lifetime slip count ≥ 2

Worst single deal

10×

Dexcom - Supplier Flow

Slipped across-quarter · deal list

Deal	Owner	BU	Amount	From → To Close	Days
Debenhams \| Dropship	Nicky Bowman	VS	$162K	2026-11-02 → 2027-02-19	+109d
Howdens \| Dropship	Nicky Bowman	VS	$138K	2026-11-20 → 2027-02-19	+91d
Dexcom - Supplier Flow	Aaron Samples	LB	$50K	2026-12-31 → 2027-03-31	+90d
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

20

$2,692K

1× slip

13

$2,023K

2× slips

9

$775K

3+× slips

13

$1,178K

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
Dexcom - Supplier Flow	Aaron Samples	LB	10×	+92d	$50K	2027-03-31	—
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 2024-10-01 · Oct 01, 2026

● Live HubSpot

Where deals go when they leave a stage · trailing 24mo · 369 transitions

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

Prospecting

n=142

66% fwd 0% reg 34% lost

Qualification

n=95

56% fwd 1% reg 43% lost

Solutioning

n=55

73% fwd 4% reg 24% lost

Proposal

n=46

48% fwd 11% reg 39% lost

Negotiation

n=23

61% fwd 26% 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=142

14d

Qualification

n=95

21d

Solutioning

n=55

12d

Proposal

n=46

29d

Negotiation

n=23

27d

Top transitions · trailing 24mo

• Prospecting → Qualification: 74

• Qualification → Solutioning: 51

• Prospecting → Closed Lost: 48

• Qualification → Closed Lost: 41

• Solutioning → Proposal: 40

• Proposal → Negotiation: 21

• Proposal → Closed Lost: 18

• Prospecting → Closed Won: 14

Bottleneck: Qualification — 43% of deals leaving this stage are closed-lost (41 of 95 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 — 26% of exits from this stage in the trailing 24 months moved BACKWARD to an earlier stage (6 of 23), 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 · Oct 01, 2026

● Live HubSpot

By lead source · ComboCo · $6,667K total

(unset)

$2,694K · 40% · 23

Marketing Generated

$2,440K · 37% · 13

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

37%

$2,490K · 14 deals · Marketing + Referral + Partner

Sales-sourced

22%

$1,483K · 18 deals · AE + LB Exec + BDR + CS

Unset (hygiene gap)

40%

$2,694K · 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 · $4,015K total

Marketing Generated

$2,440K · 61% · 13

Logicbroker Executive Generated

$615K · 15% · 3

Client Success Generated

$468K · 12% · 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

62%

$2,490K · 14 deals · Marketing + Referral + Partner

Sales-sourced

37%

$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 · $2,652K total

(unset)

$2,652K · 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%

$2,652K · 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 · Oct 01, 2026

● Live

Meetings completed · 14d

4

customer-facing · LB + VS combined

Upcoming meetings · 14d

11

scheduled on open deals · next 2 weeks

Activity index

36%

open deals with a touch in last 14d

Quiet pipe · at risk

$3,587K

19 deals · no touch in 14d · 9 phantom

Upcoming Meetings · Next 14 Days

Scheduled on open deals · 11 meetings across LB + VS

Deal	Owner	Date	Amt
Watts Water - Supplier FlowLB	Aaron	Oct 1	$50K
Samsung - Agentic Freemium CohortLB	Luke	Oct 2	$0
Screwfix \| New contract upsellVS	Nicky	Oct 2	$338K
Nisbets \| Product InductionVS	Nicky	Oct 2	$101K
General Motors - MarketplaceLB	Matt	Oct 2	$150K
Currys \| Managed ServiceVS	Nicky	Oct 5	$243K
Woodies Renewal 2026 (S&O + Invoice Module)VS	Nicky	Oct 6	$280K
Toolstation Belgium \| DropshipVS	Nicky	Oct 6	$68K
HD Supply - Managed Commerce OpsLB	Emily	Oct 6	$200K
B&Q Ireland \| DropshipVS	Nicky	Oct 7	$100K
Dick's Sporting Goods - Agentic Freemium CohortLB	Aaron	Oct 7	$0

⬦ Gone Quiet · Silent 14d+

10 deals · $2,517K · had prior touch, now dark

Deal	Owner	Last Touch	Amt
Beyond (Bed Bath and Beyond and The Container Store) - Drop ShipLB	Susan	27d ago	$900K
ODP Business Solutions - DropshipLB	Julian	15d ago	$500K
Perpay - CCN DropshipLB	Kyle	34d ago	$250K
Screwfix \| Product InductionVS	Nicky	21d ago	$194K
Debenhams \| DropshipVS	Nicky	78d ago	$162K
Gordon Food Service - Vendor PortalLB	Matt	15d ago	$150K
Howdens \| DropshipVS	Nicky	51d ago	$138K
Chainlink Services - B2B DropshipLB	Susan	21d ago	$100K

✕ No Activity Found · 90d

9 deals · $1,070K · no HubSpot or Avoma activity in the last 90 days

Deal	Owner	Amt	Stage
Mole Valley \| DropshipVS	Nicky	$138K	Prospecting
Dunnes \| DropshipVS	Nicky	$138K	Qualification
Bricodepot Iberia \| DropshipVS	Nicky	$138K	Solutioning
Viking Direct \| Product Induction /PIMVS	Nicky	$135K	Prospecting
JT Atkinson \| DropshipVS	Nicky	$122K	Prospecting
Boscov's Managed Commerce Operations (Merchandising)LB	Carrie	$100K	Prospecting
Thrive Market- Wellness Category ExpansionLB	Matt	$100K	Prospecting
Staples Inc- B2C Drop ShipLB	Matt	$100K	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

Pick a window and a deal mix · drag the sliders · see what activity it takes to get there · Oct 01, 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.

Avg deal size$50K

Win rate26%

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.

BU	Win % (All)	Avg (All)	Win % (Growth)	Avg (Growth)	Sample (All/New)
LB	35%	$34K	18%	$77K	100W/186L / 35W/159L
VS	8%	$104K	15%	$104K	12W/146L / 12W/68L
ComboCo	25%	$41K	17%	$84K	112W/332L / 47W/227L

Open pipeline by lead source

Other 23 deals · 42%

Marketing 13 deals · 24%

Sales 10 deals · 18%

Client Success 8 deals · 15%

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 · Oct 01, 2026

● Live Data

Avg Deal Size · closed-won, trailing 24mo (Growth Pipeline)

$84K

median $38K · mode $0–$25K · 47 deals (5 flagged outliers) · NB+Upsell, cleaned

Win Rate · # and $

25%

by count · by $ = 15% · 112W / 332L

Avg Sales Cycle · create → close

76d

median 22d · 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 (58/151 name-inferred)	151	$99K	10%	8%	136d
Untagged	94	$21K	21%	18%	80d
Supplier Drop Ship/Marketplace	67	$20K	39%	20%	84d
Other	39	$14K	87%	64%	16d
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
Additional Trading Partners	8	$28K	100%	100%	125d
Managed Services (3/8 name-inferred)	8	$800K	13%	74%	61d
B2B Drop Ship/Marketplace	5	$0	0%	0%	—
Third Party Order Routing (2/3 name-inferred)	3	$0	0%	0%	—
CCN - Supplier	3	$8K	33%	13%	37d
Additional Orders (low sample)	2	$18K	50%	15%	0d
Wholesale Replenishment (low sample)	2	$0	0%	0%	—
B2B Supply Chain Visibility (low sample)	2	$0	0%	0%	—
3PL Store Routing (low sample)	1	$20K	100%	100%	39d
Data Cloud - Data Pipeline (low sample)	1	$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.

Avg Deal Size · closed-won, trailing 24mo (Growth Pipeline)

$77K

median $37K · mode $25K–$50K · 35 deals (3 flagged outliers) · NB+Upsell, cleaned

Win Rate · # and $

35%

by count · by $ = 18% · 100W / 186L

Avg Sales Cycle · create → close

66d

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	93	$89K	14%	11%	149d
Supplier Drop Ship/Marketplace	67	$20K	39%	20%	84d
Other	39	$14K	87%	64%	16d
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%	—
CCN - Supplier	3	$8K	33%	13%	37d
Additional Orders (low sample)	2	$18K	50%	15%	0d
Wholesale Replenishment (low sample)	2	$0	0%	0%	—
B2B Supply Chain Visibility (low sample)	2	$0	0%	0%	—
3PL Store Routing (low sample)	1	$20K	100%	100%	39d
Data Cloud - Data Pipeline (low sample)	1	$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.

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 / 146L

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)

Product	Deals	Avg Deal	Win % (#)	Win % ($)	Avg Cycle
Untagged	77	$50K	9%	17%	210d
B2C Drop Ship (58/58 name-inferred)	58	$163K	3%	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.