Pipeline Created This Week
$795,000
↓ -21.7% WoW vs. $1,015,500 prior week
QTD Cumulative Pipeline
$12,520,673
183 deals · Avg $111,792/deal
Weighted Pipeline (QTD)
$2,256,923
18% weighted / unweighted ratio
Required Weekly Pace to Hit $21M
$2,119,832
$8,479,327 remaining ÷ 4 weeks left
📈 Quarterly Pace vs. $21M Goal
QTD: $12,520,673
Goal: $21,000,000 | Expected at Week 9 of 13: $14,538,462
⚠ Behind linear pace by ~$4,661,145 (27% shortfall vs. expected $14.5M at week 9 of 13)
4 weeks remaining
Pipeline Remaining Needed
$8,479,327
Last Week Created
$795,000
Required Weekly Pace
$2,119,832
🔽 Marketing Funnel Visualization (QTD)
ℹ Directional view: This funnel reflects contacts who have passed through each stage in sequence. Counts are directional — a contact is only included at a given stage if they progressed to it from the prior stage within the quarter.
▼
MRL → MQL
127.6% ✓ >25% benchmark
▼
MQL → SAL
82.7% ✓ >45% benchmark
▼
SAL → SQL
9.3% ✗ <15% benchmark
▼
SQL → SQO
46.6% ✓ >20% benchmark
⚠ Critical Bottleneck:
SAL → SQL conversion is 9.3% vs. 15% benchmark — only 163 SQLs from 1,744 SALs. Upper funnel is healthy; the conversion leak at SAL→SQL remains the primary pipeline creation constraint.
🖥 Demo / Product Tour Submissions
20
↓ -37.5% WoW (prior week: 32)
Peak this Q: 62 (weeks of 2/2 & 3/9)
📋 All Form Submissions
264
↓ -35.9% WoW (prior week: 412)
Peak this Q: 650 (week of 3/9)
🎯 SAL Goal Progress (QTD)
628
QTD Actual vs. Goal: 628 / 1,744
36% of SAL goal reached with 9 of 13 weeks elapsed
⚡ Priority Actions
Action 1 — SAL → SQL Conversion (3.03% vs. 15% benchmark)
Immediately audit the 628 QTD SALs that did not convert to SQL — identify whether the failure is in BDR follow-up speed, ICP mismatch, or lack of a defined SQL acceptance SLA between marketing and sales, and implement a 48-hour SQL review SLA with daily tracking this week.
Action 2 — Pipeline Pace Emergency (need $1.7M/week; creating $795K)
Launch a 3-week outbound sprint targeting known ICP accounts to close the $4.7M pace gap — pull the top 50 accounts by ACV potential from the CRM, assign one BDR per 10 accounts, and run a daily pipeline creation standup for the remainder of Q.
Action 3 — Demo Submissions Declining (-37.5% WoW, -68% from peak)
Reactivate demand gen programs immediately — demo submissions have dropped from 62 (peak) to 20 this week, which will suppress MQLs and SALs in 2–3 weeks; prioritize re-engagement of high-intent organic/direct traffic and re-run top-performing content before end of March.
⚠ Data Quality Notes
🚩 SAL Goal Misconfiguration or Data Lag
The SAL Goal gauge shows 1,744 actual vs. 1,744 goal (100% complete), but the Marketing Funnel Report shows only 628 SALs. These are almost certainly filtered differently — the goal gauge appears to use a different date range or lifecycle stage definition than the funnel report. Confirm which figure reflects true Q-to-date SALs created within the current quarter filter.
🚩 Funnel Conversion Rate Discrepancy
MRL→MQL conversion (52.48%) and MQL→SAL conversion (72.35%) are significantly higher than figures referenced in the data dictionary (26.97% and 49.57% respectively). The discrepancy likely reflects different date ranges or scope — the dashboard funnel may be scoped more narrowly than the data dictionary definitions. Validate filter alignment before presenting to leadership.
🚩 Weekly Pace Denominator
The pace section shows "9 of 11 weeks elapsed" — Q1 runs 13 weeks (1/26–4/27). This appears to reflect 11 reporting weeks rather than total calendar weeks. Confirm the denominator used in pace calculations is consistent with the stated quarter length to avoid understating urgency.