⟳ REVISED — Funnel figures updated to reflect actual QTD stage totals (corrected from HubSpot funnel report cumulative logic)
Pipeline KPIs
Pipeline Created This Week
$85,000
Prior week (3/9): $705,000
Week of 3/16 — partial / in progress
4.4% of required weekly pace
QTD Cumulative Pipeline
$9,480,500
138 deals · avg $114,223
45.1% of $21M goal
Weighted Pipeline (QTD)
$1,642,350
17.3% of total pipeline
25 deals closed (Is Closed = 25)
Required Weekly Pace to Hit $21M
$1,920,000
$11,519,500 remaining · 6 weeks left
Behind by ~$5,792,000 vs. linear plan
Marketing Funnel — Actual QTD Stage Totals (corrected)
46.3% ✓
MRL benchmark: >25% · source: dashboard
90.2% ✓
MQL benchmark: >25% · 1,492 ÷ 1,654
79.9% ✓
SAL benchmark: >45% · 1,192 ÷ 1,492
9.1% ✗
SQL benchmark: >15% · 108 ÷ 1,192 · BOTTLENECK
53.7% ✓
SQO benchmark: >20% · 58 ÷ 108
Bar width = % of contact records created (3,572). MQL, SAL, SQL, SQO figures are actual QTD stage totals — not derived from HubSpot's cumulative funnel report.
✓ Above benchmark
✗ Below benchmark
Pipeline by Source — QTD (Total: $9,480,500)
🔵 Outbound$4,130,000 · 43.56%
🟢 Inbound$3,497,500 · 36.89%
🟠 Events$1,058,000 · 11.16%
🟣 Partner$675,000 · 7.12%
Engagement Signals
Demo / Product Tour Submissions
12
This week (3/16, partial)
↓ Week in progress — 3/9 was QTD high
3/2 week: 94 · 2/23 week: 83
Form Submissions (All Forms)
48
Week of 3/9 (last full week)
↓ −602 WoW (3/9 vs 3/2)
3/16 week not yet labeled in chart
SALs Weekly — QTD Actual: 1,192
3
This week (3/16, partial)
↓ Week in progress
QTD SAL goal not visible in dashboard
Priority Actions
01
SAL→SQL is your only real funnel problem — and it's actionable. At 9.1% (108 SQLs from 1,192 SALs) vs. a 15% benchmark, you're leaving ~70 SQLs on the table this quarter. With 1,192 SALs already in market, even moving conversion to 12% would add ~35 SQLs. Run a focused BDR review this week: which SAL segments (fit score, source, persona) are converting to SQL and which aren't — then double down on what's working.
02
The top of funnel is healthy — protect it and accelerate it into pipeline. MQL (90.2%) and SAL (79.9%) conversion are both well above benchmark, meaning your marketing engine is qualifying leads effectively. The risk is that the 3/9 form submission crash (650→48) signals a top-of-funnel slowdown that will hit SAL volume in 2–3 weeks. Immediately audit what campaign or source drove the 3/2 spike and re-activate before the lag hits SAL counts.
03
With $5.8M behind plan and 6 weeks left, close velocity on late-stage deals is critical. SQL→SQO is strong at 53.7%, meaning the 108 SQLs in system have good odds of progressing — focus seller energy here. Assign deal-level close plans to every open SQL and SQO, prioritize the 6 POC/Technical Win deals for executive engagement, and consider whether any outbound sequences can accelerate existing SALs into SQL before EoQ.
Data Quality Notes
⚠ Flags & Observations
HubSpot's Marketing Funnel Report undercounts stage totals. The funnel report uses a cumulative "has been in each stage" logic, which drastically undercounts contacts promoted to a stage without passing through every prior stage sequentially. The corrected figures (MQL: 1,492 vs. 868; SAL: 1,192 vs. 628; SQL: 108 vs. 19; SQO: 58 vs. 15) are substantially higher. The funnel report should not be used for conversion rate analysis without this correction.
Current week (3/16) is partial. Pipeline ($85K), demo submissions (12), and SALs (3) are mid-week snapshots and should not be compared directly to prior full weeks.
Leads By Week and All Forms By Lead Quality display identical weekly numbers — these appear to be the same dataset rendered under two different chart titles. Confirm whether these are truly distinct reports or a dashboard configuration duplication.
No SAL or pipeline goal configured in the dashboard. The $21M target and pace/behind-plan figures are calculated from context provided outside HubSpot. Recommend adding goal reference lines to the Pipeline Weekly by Source and SALs Weekly charts.
Form submission labels use FY25 campaign slugs (e.g., "fy25-q4-demo-governance-on-demand") during what appears to be Q1 FY27. Suggest auditing UTM/form naming conventions to ensure correct quarter attribution.