Pipeline Intelligence

April 20, 2026 | Q2 2026
Filtering by:
Total Pipeline
$6.31M
Weighted Pipeline
$2.69M
Coverage Ratio (Target: 3.0x)
1.4x
Q2 Progress
$859K / $2.8M
Active Deals
69
Deals at Risk
2

Pipeline by Stage

Deals Closing by April 30 (10 days)

Deal Amount Owner Stage

Top 10 Deals by Value

Deal Amount Owner Stage Close Date

Deals at Risk

Deal Amount Owner Risk

Deal Velocity Benchmarks

Summary

  • Coverage ratio at 1.4x is critically below 3.0x target. Team needs aggressive pipeline generation in addition to closing current deals.
  • $725,500 closing by April 30 across 8 deals. ESET ($408K) is the quarter-maker if it lands.
  • Betsy and Leena carry the thinnest weighted pipelines. Matt and Mike are best positioned to deliver near-term.

Top 5 Deals Most Likely to Slip

1. Octave - Shanghai Onsite Workshop

Owner: Scott Ingram | Stage: 2 - Orchestrate
$25,000
Risk Factors Closing Apr 24 (4 days) but still in Stage 2. International logistics add complexity. No clear path to close in time.
Recommended Action Scott should confirm if this is a real Apr 24 close or needs to be pushed. If buyer hasn't agreed to terms, move the close date.
"Is Shanghai confirmed with a signed PO, or are we still working on internal approval?"

2. JPMC InstaMed - IC and Leader Training

Owner: Matt Kaminski | Stage: 3 - Define
$89,000
Risk Factors Closing Apr 27 (7 days), still in Define stage. Large enterprise deals at JPMC typically require procurement review. Last modified Apr 18.
Recommended Action Matt needs to confirm if procurement is engaged and if there's a signed SOW path this week.
"What's the specific blocker between Define and Trade for InstaMed? Is procurement involved yet?"

3. Matrix Networks - SPICED Open Courses

Owner: Matt Kaminski | Stage: 3 - Define
$50,500
Risk Factors Closing Apr 30, still in Define. Last modified Apr 14 (6 days ago, approaching stale). Not yet at Trade/SOW stage.
Recommended Action Push for SOW delivery this week or reset close date to May.
"When did you last speak with Matrix Networks? Is the SOW drafted?"

4. Innovid - Coaching & Training

Owner: Betsy Peters | Stage: 3 - Define
$56,000
Risk Factors Closing Apr 30, in Define. Last modified Apr 16. Needs to advance to Trade in 10 days.
Recommended Action Betsy should send the SOW this week if not already done.
"Has Innovid seen pricing? What's their timeline for internal sign-off?"

5. OSS - Revenue Academy Renewal

Owner: Mike Boogaard | Stage: 3 - Define
$30,000
Risk Factors STALE. Last modified Apr 3 (17 days). Renewal sitting in Define. This should be straightforward.
Recommended Action Mike needs to re-engage this week. Renewals going dark is a churn signal.
"What happened with OSS? A renewal stalling 17 days is unusual. Is there a retention issue we should know about?"

Rep Performance Snapshots

Matt Kaminski

Pipeline
$1,671,500 across 13 deals
Weighted
$784,000
Stage Focus
Heavy in Define. Two $500K whales (PayPal, Snowflake).
Quota Gap
~$388K more in weighted needed
Strength: Largest pipeline by value. Two potential quarter-defining deals.
Gap: 3 deals closing this month still in Define. Needs to convert at least 2 to Trade this week.
"PayPal and Snowflake are both $500K in Define. What's the realistic close timeline for each? If one slips to Q3, what's your backup plan?"

Scott Ingram

Pipeline
$1,495,000 across 16 deals
Weighted
$436,000
Stage Focus
Octave $500K in Orchestrate. Mix of early and mid-stage.
Key Deal
Octave Sales Ready Messaging ($50K) at Trade, closing Apr 27
Strength: High deal count (16). Active across multiple segments.
Gap: Octave Methodology ($500K) still in Orchestrate. Jamf ($300K) open since June 2025 (10 months). Pipeline is wide but shallow in advanced stages.
"Jamf has been in pipeline for almost a year. What's changed to move it forward? And where is Octave Methodology in the buying process?"

Betsy Peters

Pipeline
$1,215,000 across 18 deals
Weighted
$405,000
Stage Focus
Many early-stage. RMS ($150K) and ACSM ($150K) are anchors.
Key Activity
Multiple new deals added Apr 20. Active prospecting.
Strength: Highest deal count (18). Active pipeline-building this week.
Gap: No deals at Trade/SOW or Selection. Everything is Define or earlier. Needs conversion momentum.
"You've built strong pipeline breadth. What's your plan to advance RMS and ACSM to Trade by end of month? Those two deals alone are $300K weighted."

Leena Wood

Pipeline
$538,000 across 10 deals
Weighted
$302,625
Anchor Deal
SafetyCulture ($220K) at Trade/SOW
Coverage
Strong APAC. Thin beyond top 2 deals.
Strength: SafetyCulture at Stage 4 is highest-probability large deal on the team.
Gap: QIC Limited stale 22 days. Pipeline is thin beyond SafetyCulture and Canva. Only 10 deals total.
"SafetyCulture at Trade is great. What's the timeline for signature? And what new pipeline opportunities are you working to fill the gap behind it?"

Mike Boogaard

Pipeline
$1,391,000 across 12 deals
Weighted
$760,750
Anchor Deal
ESET ($408K) at Trade/SOW, closing Apr 24
Position
Best weighted pipeline on the team.
Strength: Highest weighted pipeline. ESET at Trade/SOW is the team's most imminent large deal.
Gap: OSS renewal stale 17 days. Needs to close that loop.
"ESET closes in 4 days. What's the status of the contract? Is legal review done? This is the deal of the quarter."

This Week's Focus Areas

  1. ESET ($408K) - Mike Boogaard - Closing Apr 24. Confirm contract is signed or identify the specific hold-up. This single deal is 21% of remaining Q2 quota.
  2. Coverage ratio emergency - At 1.4x, the team needs $3M+ more pipeline created this quarter to hit 3x coverage. Every rep should have prospecting blocks scheduled this week.
  3. April close-date deals - 8 deals totaling $725K close by Apr 30. Do deal-by-deal review in forecast call. Push for SOWs on Define-stage deals or reset dates.
  4. Stale deals cleanup - OSS (Mike, 17d) and QIC (Leena, 22d). Both need contact this week.
  5. Advance whale deals - PayPal ($500K), Snowflake ($500K), Octave Methodology ($500K) are $1.5M in stages 2-3. Moving any one to Trade changes the quarter.

Forecast Risk Assessment

Weighted Pipeline $2,688,375
Q2 Remaining Quota $1,940,504
Coverage Ratio 1.4x (target: 3.0x)
Best Case $2,554,496 (all Stage 3+ close)
Expected ~$2.4M (weighted probability). Misses by ~$400K.
Worst Case $1,385,246 (only Stage 4+ close)
VERDICT: AT RISK
The math works only if the team closes at above-average rates AND adds new pipeline. ESET is the swing deal. Leadership should consider whether Q2 target needs adjustment or if there's an acceleration play available.

Lost & Slipping Summary | March 1 - April 20, 2026

  • $2.6M lost across 12 significant deals (>$100K) since March 1. Matt carries $1.06M of that.
  • Darktrace ($500K) and First Advantage ($500K) are the two largest losses this window.
  • Average time in pipeline before loss: 91 days. Deals that stall past 90 days in early stages rarely recover.

Significant Closed Lost (>$100K, Since March 1)

Deal Amount Owner Lost Date Days in Pipeline

Loss by Rep

Slipping Now (>$100K, Stage 3+, Going Quiet)

Active deals showing early warning signs of becoming the next loss. Flagged when last activity exceeds 7 days and close date is within 30 days.

Deal Amount Owner Stage Days Silent Close Date

Loss Pattern Analysis

By Pipeline Duration

Under 30 days3 deals ($788K) - Alveole, Accela, Darktrace. Fast losses suggest poor qualification or sudden budget cuts.
30-90 days5 deals ($907K) - SPSC, Heidi Health, Duracell, TD SYNNEX, SmartRecruiters. Mid-cycle stalls.
90+ days4 deals ($887K) - Jamf, ABC Fitness, Factorial, First Advantage. Long-cycle losses, often competitive or priority shifts.

By Rep Concentration

Matt Kaminski: $1.06M lost (5 deals)
Betsy Peters: $425K lost (2 deals)
Mike Boogaard: $187K lost (1 deal)
Scott Ingram: $150K lost (1 deal)
Leena Wood: $135K lost (1 deal)
Untracked reps: $640K lost (2 deals)